Sean Galligan, CRO of Kochava, joins The Seat to break down a 20+ year career built across telecom, mobile, programmatic, CTV, and now AI. From knocking on doors doing 50 cold calls a day at MCI, to taking pay cuts during near-shutdown moments at Flurry, to leading global revenue organizations, Sean shares the leadership lessons that shaped how he operates today. This conversation focuses on what it really takes to lead through uncertainty...building resilient teams, adapting through industry shifts, hiring “athletes,” and developing a growth mindset in the age of AI.

Chapters:

00:00 – Intro & Welcome

02:30 – Telecom Roots & Cold Calling Foundation

08:50 – Startup Life: Growth, Failure & Early Lessons

15:45 – Flurry: Pivot, Survival & Breakthrough

20:10 – Scaling Teams: Hiring & Leadership Development

25:30 – Leading Through Industry Shifts

28:30 – Leadership in Uncertainty & Change

31:30 – Frameworks for Driving Performance

35:30 – Kochava, Growth & AI Opportunity

42:05 – Leadership Philosophy & Path to CR

Themes:

• Leadership development over time
• Resilience and navigating setbacks
• Mentorship and career ownership
• Hiring and team building philosophy
• Adapting through industry/platform shifts
• Growth mindset and continuous learning
• AI and the future of go-to-market
• Customer-centric leadership
• Structure, process, and execution
• Collaboration and cross-functional leadership

Keywords:

Sean Galligan, Kochava, CRO, adtech, CTV, programmatic advertising, leadership podcast, sales leadership, revenue leadership, startup growth, Flurry, Yahoo, AI in advertising, agentic AI, go to market strategy, sales management, mentorship, career growth, media industry, digital advertising

Sean's Bio:

Sean Galligan is Chief Revenue Officer at Kochava, where he leads global go-to-market strategy across sales, partnerships, customer success, and marketing. With more than 20 years of experience across startups and global technology companies, Sean has built and scaled multiple businesses from $0 to $100M+ and led large, cross-functional teams spanning sales, product, and operations. His career has spanned telecom, mobile, programmatic, CTV, and now AI, giving him a unique perspective on how to lead through constant industry change and drive growth at scale.

Ray's Bio:

Ray Erickson is the host of The Seat, a podcast featuring 1:1 conversations with revenue leaders across media, marketing, and advertising, unpacking the early days, mentors, setbacks, and pivotal moments that shaped how they lead today. Ray is a sales leader with over 20 years in ad-tech, CTV, and digital media, He created The Seat to sharpen his own leadership edge while paying it forward to the next generation of aspiring sales leaders.



Social Links:

Instagram: @theseat.pod

TikTok: @theseat.pod

LinkedIn: The Seat Podcast (LinkedIn Page)

Host: Ray Erickson (LinkedIn)

Listen:

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In this episode of The Seat, Ray Erickson sits down with Brian Danzis, Global Chief Revenue Officer at Seedtag, to unpack a 25-year journey defined by building, risk-taking, and evolving leadership.

From early days at Turner and being one of the first sellers in emerging categories like in-game advertising and streaming video, to scaling global revenue organizations at Spotify and now Seedtag, Brian shares what it really takes to lead through constant industry change.

The conversation goes beyond titles, into mindset. Brian reflects on shifting from seller to operator, learning that not every deal is a good deal, and why leadership isn’t about being liked. He breaks down the importance of long-term thinking, staying calm under pressure, and building businesses with intention.

A candid, thoughtful look at growth, leadership, and what it means to earn and evolve in, The Seat.

Chapters:

02:31 - From Politics to Sales: The Unexpected Start

05:48 - Turner Broadcasting & Learning the Fundamentals

07:53 - Betting Early: Massive, Joost & First-Mover Risk

12:48 - The Reality of Startups vs. Stability

15:33 - First Leadership Role & Early Management Lessons

17:47 - Videology: Building Through Chaos

25:14 - CRO Path & Global Expansion at Virool

28:32 - Reinventing Video at Spotify (AVOC Strategy)

34:24 - Why Seedtag & The Future of Contextual

40:12 - Leadership Philosophy: Long-Term Thinking & Joy

Themes:

• First-mover advantage vs. risk
• Seller → leader transition
• Long-term vs. short-term decision making
• Building vs. scaling businesses
• Contextual vs. identity-based targeting
• Leadership evolution (ego → perspective)
• Growth mindset in sales organizations
• Calm under pressure
• Joy vs. happiness in leadership
• Mentorship and second-mountain thinking

Keywords:

Brian Danzis, Seedtag, CRO, advertising, ad tech, contextual advertising, leadership, sales leadership, programmatic, Spotify ads, video advertising, startups, career growth, media sales, revenue leadership, The Seat podcast

Brian's Bio:

Brian Danzis is the Chief Revenue Officer at Seedtag, overseeing the company's worldwiderevenue strategy and aligning operations across 16 markets. Supporting continued business acceleration and customer-first innovation, Danzis leads the integration of Seedtag’s go-to-market strategy across global teams. He maintains a steady focus on consistent client engagement, data-driven decision-making, and scalable execution. With over 25 years of experience bringing new ad technologies to market, he guides Seedtag’s global launch of new solutions, including advanced agentic tools and an expanded product portfolio. Before joining Seedtag, Brian served as EVP of Agency Solutions at VideoAmp and, prior to that, was the Global Head of Video & Live Event Sales at Spotify.

Ray's Bio:

Ray Erickson is the host of The Seat, a podcast featuring 1:1 conversations with revenue leaders across media, marketing, and advertising, unpacking the early days, mentors, setbacks, and pivotal moments that shaped how they lead today. Ray is a sales leader with over 20 years in ad-tech, CTV, and digital media, and currently serves as the first NYC sales hire at Intuit MediaLabs, where he is building out the company's east coast presence. He created The Seat to sharpen his own leadership edge while paying it forward to the next generation of aspiring sales leaders.



Social Links:

Instagram: @theseat.pod

TikTok: @theseat.pod

LinkedIn: The Seat Podcast (LinkedIn Page)

Host: Ray Erickson (LinkedIn)

Listen:

Apple Podcasts / Spotify / iHeart / Pandora / Acast

Hosted on Acast. See acast.com/privacy for more information.

In this episode of The Seat, Ray Erickson sits down 1:1 with Lindsey Kintner, Global Head of Sales at Foursquare. With more than 20 years across AOL, MySpace, The Wall Street Journal, Condé Nast, Fortune, and now Foursquare, Lindsey shares the key moments that shaped her path from account management into leading global revenue teams. The conversation dives into the importance of storytelling in a data-driven world, what great sales leadership looks like today, and how to identify and develop top talent.

Lindsey also shares her leadership mindset, from “Be the Bison” and facing challenges head-on, to the importance of zooming out to prioritize and act. Timely to this conversation, she’s heading into Foursquare’s global Sales Kickoff this week, applying many of these principles in real time, with inspiration from The Art of Gathering. A practical, honest look at what it takes to grow, lead, and earn your seat.

Chapters:

02:47 – Growing up in North Carolina, UNC Chapel Hill, and the road to DC

03:30 – The pivot from physical therapy to sports marketing at GW and the Women's US Soccer Association

06:14 – AOL, managing NFL, NBA, and NASCAR partnerships in the early internet era

09:56 – Fox Interactive Media and MySpace

13:45 – The decision to carry a bag

19:03 – A decade at Fortune

31:10 – Engineer your epiphany

35:44 – Joining Foursquare and the company solves for

44:00 – Advice for aspiring sales leaders: zoom out, be the bison, ruthlessly prioritize

46:37 – Lightning Round: The Art of Gathering, F1, Spotify, New York, and 'Be brave'

Themes:

•       The unconventional path: From sports science to digital media leadership

•       Early internet and AO: The best training ground you never saw coming

•       Reading the room: Knowing when to pivot and when to stay

•       Leading through industry contraction: Keeping teams focused externally when everything is turbulent internally

•       Engineer your epiphany: How great mentors guide discovery without giving the answer

•       Be the Bison: Heading into the storm as a leadership and cultural philosophy

•       Zoom out: Ruthless prioritization as a daily leadership practice

•       Foursquare's evolution: From check-ins to a full-stack measurement and outcomes platform

Key Words:

Lindsey Kintner, Foursquare, sales leadership, global head of sales, ad tech, digital media, location data, measurement, contextual advertising, data-driven marketing, outcomes, programmatic, premium publishing, career pivot, leadership development, team building, hiring philosophy, talent development, women in leadership, sales career advice, adaptability, be the bison, engineer your epiphany, intrinsic motivation, curiosity, mentorship, geolocation media industry, career growth, leadership podcast

Lindsey's Bio:

Lindsey Robb Kintner is the Global Head of Sales at Foursquare, leading the company's go-to-market organization across revenue growth and monetization. With 20+ years in digital media and advertising, she has held leadership roles at Fortune, Condé Nast, Time Inc., Meredith, Yahoo, and News Corp, beginning her career managing sports partnerships at AOL. Originally from North Carolina, Lindsey holds degrees from UNC Chapel Hill and George Washington University and lives in Riverside, Connecticut.

Ray's Bio:

Ray Erickson is the host of The Seat, a podcast featuring 1:1 conversations with revenue leaders across media, marketing, and advertising, unpacking the early days, mentors, setbacks, and pivotal moments that shaped how they lead today. Ray is a sales leader with over 20 years in ad-tech, CTV, and digital media, and currently serves as the first NYC sales hire at Intuit MediaLabs, where he is building out the company's east coast presence. He created The Seat to sharpen his own leadership edge while paying it forward to the next generation of aspiring sales leaders.



Social Links:

Instagram: @theseat.pod

TikTok: @theseat.pod

LinkedIn: The Seat Podcast (LinkedIn Page)

Host: Ray Erickson (LinkedIn)

Listen:

Apple Podcasts / Spotify / iHeart / SiriusXM / Acast

Hosted on Acast. See acast.com/privacy for more information.

In this episode of The Seat, Ray Erickson sits down with Chad Hickey, Founder and CEO of Givsly, for an unfiltered conversation about the career moments, mindset shifts, and late-night decisions that led him to build one of the most innovative companies in advertising today. He opens up about imposter syndrome at the executive level, what turning 40 unlocked in him, and how a volunteer dinner with the CMO of McDonald's China sparked the idea that became Givsly. Chad also shares his will-versus-skill hiring philosophy, what great sales leaders are getting wrong in today's environment, and why the rise of AI is the single biggest opportunity for hungry young professionals to prove their value. Whether you're an aspiring leader, a current executive, or a founder figuring it out in real time, this one's for you.

Key Themes:

• Will vs. skill building teams on hunger, not pedigree
• Scaling from startup scrappiness to $100M what year one of building really looks like
• Imposter syndrome at the CRO and CEO level, and why over-preparation is the antidote
• The founder's turning point
• Givsly's origin
• Values alignment as commerce behavior, not cause marketing
• Leading through uncertainty, the pandemic, pivoting products, and planning for every scenario
• Mentorship without titles, how great leaders shape others informally
• AI, human value, and why this is the moment for young sales professionals to double down

Chapters:

02:16 – University of Arkansas, journalism, and selling print ads in college

03:49 – What digital advertising looked like in its infancy

05:11 – Seven years at AJC, from $18 restaurant classifieds to leading digital sales

09:36 – Doing the job before you have the title

10:51 – Building the national team and scaling to $100M

18:54 – The CRO seat: P&L lessons, imposter syndrome, and learning from the inside

22:09 – Placed, the Snap acquisition, Italy, and the decision to found Givsly

33:25 – Mentorship, Andy Daidone, and knowing the details and the data

36:36 – Advice for aspiring sales leaders: run it like your own business

41:09 – Lightning Round

Keywords:

Chad Hickey, Givsly, values-based advertising, purpose-driven marketing, founder story, entrepreneurship, CRO, Chief Revenue Officer, ad tech, mobile advertising, location data, GroundTruth, xAd, Placed, Snap acquisition, sales leadership, revenue leadership, imposter syndrome, will vs skill, startup founder, media advertising, nonprofit, social impact, sales career advice, leadership development, mentorship, building a sales team, advertising industry, performance marketing, brand values, cause marketing, commerce behavior, podcast, career journey

Chad's Bio:

Chad Hickey is the Founder and CEO of Givsly, the leading values-based advertising and marketing platform. Since 2019, Givsly has contributed over $4 million to 500+ nonprofits while driving measurable results for hundreds of brand and agency partners, earning recognition in Fast Company's World Changing Ideas Awards. Prior to founding Givsly, Chad spent 17 years leading revenue teams in mobile and location advertising, including scaling GroundTruth to over $100 million in annual revenue and leading sales at Placed through its acquisition by Snap.

Ray's Bio:

Ray Erickson is the host of The Seat, a podcast featuring 1:1 conversations with revenue leaders across media, marketing, and advertising, unpacking the early days, mentors, setbacks, and pivotal moments that shaped how they lead today. Ray is a sales leader with over 20 years in ad-tech, CTV, and digital media, and currently serves as the first NYC sales hire at Intuit MediaLabs, where he is building out the company's east coast presence. He created The Seat to sharpen his own leadership edge while paying it forward to the next generation of aspiring sales leaders.



Social Links:

Instagram: @theseat.pod

TikTok: @theseat.pod

LinkedIn: The Seat Podcast (LinkedIn Page)

Host: Ray Erickson (LinkedIn)

Listen:

Apple Podcasts / Spotify / iHeart / SiriusXM / Acast

Hosted on Acast. See acast.com/privacy for more information.

Sara Badler, Chief Advertising Officer, North America, at The Guardian, joins The Seat to discuss her journey from early programmatic pioneer to C-suite leader at one of the world’s most respected news organizations. From building global teams at The New York Times and Dotdash Meredith to learning tough lessons at Morning Brew, Sara shares why outcomes matter more than titles and how patience, scrappiness, and ego-free leadership define modern executives.

Themes:

• Early days of programmatic advertising
• Building global programmatic at The New York Times
• Scaling revenue at Dotdash Meredith
• Lessons from Morning Brew
• Leadership evolution from IC to executive
• The 150% Rule for career growth
• Confidence vs. ego in leadership
• Cross-functional collaboration as a differentiator
• Premium publishing in a changing media landscape
• Mentorship and building a loyal bench

Chapters:

1. 00:00 – Intro
2. 01:43 – Growing Up in St. Louis & Moving to Asia
3. 04:24 – Discovering Ad Tech in Shanghai
4. 07:45 – Early Programmatic at Forbes
5. 10:33 – Leadership Begins at Hearst & The New York Times
6. 15:55 – Scaling at Dotdash & The 150% Rule
7. 19:25 – Imposter Syndrome & Corporate Politics
8. 23:56 – Why The Guardian
9. 32:29 – Red Flags, Hiring & Cross-Functional Growth
10. 40:00 – Morning Brew Lessons & Lightning Round

Keywords

Sara Badler, The Guardian, programmatic advertising, premium publishing, media leadership, chief advertising officer, ad tech, digital media, sales leadership, revenue growth, mentorship, women in leadership, programmatic sales, publishing industry, executive leadership, cross-functional collaboration

Sara's bio:

Sara Badler is Chief Advertising Officer, North America at The Guardian. She oversees advertising, marketing, operations, and global programmatic for one of the world’s most respected independent news organizations. Previously, she served as Chief Commercial Officer at Morning Brew and spent six years at Dotdash Meredith, where she rose to Chief Revenue Officer, Enterprise Advertising & Partnerships. Earlier in her career, Sara helped build programmatic at The New York Times and held business development roles at Hearst and Forbes. She also began her career internationally in Japan and China and serves on advisory boards including AdExchanger and Adelaide Metrics.

Ray's Bio:

Ray Erickson is the host of The Seat, a podcast featuring 1:1 conversations with revenue leaders across media, marketing, and advertising, unpacking the early days, mentors, setbacks, and pivotal moments that shaped how they lead today. Ray is a longtime ad/media sales leader with experience spanning digital ad tech, CTV, and sports media, and he created The Seat to sharpen his own leadership edge while paying it forward to the next generation of aspiring sales leaders.



Social Links:

Instagram: @theseat.pod

TikTok: @theseat.pod

LinkedIn: The Seat Podcast (LinkedIn Page)

Host: Ray Erickson (LinkedIn)

Listen:

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Hosted on Acast. See acast.com/privacy for more information.

Sean McCaffrey, President & CEO of GSTV, joins Ray Erickson on The Seat to unpack a 25+ year career spent building at the intersection of media, marketing, and out-of-home. Starting as a young seller in the late 90s, Sean rode the wave of consolidation that shaped modern OOH, grew through 16+ years at Clear Channel, and eventually stepped into the CEO seat at GSTV to build a national video platform at fuel and convenience retail.

The conversation spans Sean’s athlete mindset from his Drake football days, how early mentors shaped his leadership style, and why “focusing on what you can control and influence” became a defining principle during a high-stakes period of corporate uncertainty. Sean also shares what surprised him most as a CEO, how board service keeps him sharp, and what he looks for in future leaders; grit, curiosity, and being a perpetual student, especially as AI reshapes every function.

Themes Discussed:

• From athlete to executive: How team sports shape leadership and culture
• Accidental entry into advertising & sales and discovering OOH as a career
• The evolution of out-of-home: From static boards to audience-led digital engagement
• Scaling through consolidation: Navigating growth from regional to global organizations
• Solutions-based selling: Marketing conversations vs. “selling inventory”
• Leading through uncertainty: The Clear Channel go-private saga and lessons learned
• Control vs. Influence mindset: Why it matters even more in the AI era
• Mentorship & leadership modeling: Active listening, passion, and high character
• CEO realities: Decision-making, consensus-building, and moving fast without perfect info
• Developing future leaders: Curiosity outside scope, skill gaps, and continuous learning

Chapters:

00:00 - Intro & Sean's Background

06:52 - First sales role, Universal Outdoor & “accidental” entry into OOH

08:03 - What OOH looked like in the late 90s, regulation, real estate, national vs local

11:16 - Consolidation era, Universal/Eller to Clear Channel & learning the full business

22:01 - Leading through uncertainty - go-private chaos and the “Venn diagram” framework

26:57 - Mentors & values, passion, character, playing the long game

32:17 - Why GSTV & CEO lessons, decision velocity, boards, developing leaders

Keywords:

GSTV, Sean McCaffrey, out-of-home advertising, OOH, DOOH, retail media, convenience retail, video network, Clear Channel Outdoor, leadership, CEO, sales leadership, strategy, partnerships, change management, mentors, decision making, organizational growth, private equity, consolidation, brand safe media, measurement, audience addressability, AI in advertising, executive presence, boards, IAB, Ad Council, OAAA, DPAA, The Seat podcast

Sean's Bio:

Sean McCaffrey is President & CEO of GSTV, the nation’s leading video network at fuel and convenience retailers, reaching over 116 million Americans each month. He previously spent 16+ years at Clear Channel Outdoor, including as EVP of Strategy & Partnerships, leading enterprise revenue strategy and global agency relationships. Sean serves on the boards of the IAB Digital Video Center of Excellence, the Ad Council, OAAA, and DPAA. A former college football player at Drake University, he brings an athlete’s mindset to leadership, culture, and long-term growth.

GSTV's Website:

https://www.gstv.com/

Ray's Bio:

Ray Erickson is the host of The Seat, a podcast featuring 1:1 conversations with revenue leaders across media, marketing, and advertising, unpacking the early days, mentors, setbacks, and pivotal moments that shaped how they lead today. Ray is a longtime ad/media sales leader with experience spanning digital ad tech, CTV, and sports media, and he created The Seat to sharpen his own leadership edge while paying it forward to the next generation of aspiring sales leaders.



Social Links:

Instagram: @theseat.pod

TikTok: @theseat.pod

LinkedIn: The Seat Podcast (LinkedIn Page)

Host: Ray Erickson (LinkedIn)

Listen:

Apple Podcasts / Spotify / iHeart / SiriusXM / Acast

Hosted on Acast. See acast.com/privacy for more information.

In this episode of The Seat, Ray Erickson sits down with Gabrielle Heyman, VP of Global Brand Sales & Partnerships at Zynga, to unpack a 20+ year career built at the intersection of gaming, media, entertainment, and advertising. Gabrielle shares her origin story from early days at CBS.com, the dot-com era and in-game advertising at EA, breakout years at Yahoo, the leap to BuzzFeed, and ultimately her long-term rise at Zynga. They dig into what changes when you go from elite individual contributor to leader; response time, delegation vs. micromanagement, managing up to the C-suite, protecting your time from meetings, and how she thinks about the modern consumer as a “layman anthropologist.” Gabrielle also breaks down Zynga’s business, why mobile is the biggest gaming segment, and how her team monetizes the 95% of players who don’t pay through in-app advertising. Key takeaway...leadership isn’t just selling harder, it’s building trust, leveling up teams, and believing you belong in every room you walk into.

Chapters:

00:00 – Intro

01:45 – LA & Icebreaker

02:24 – College & Early Days

03:24 – First break into media

06:26 – Selling from scratch

08:06 – Mentorship: Matt Wasserlauf

09:22 – Dot-com chaos

11:41 – IC excellence vs leadership readiness

15:44 – Career choices as a parent

34:53 – Zynga today

Themes:

1. Response time changes from salesperson → leader
2. Curiosity & persuasion as the real “sales training”
3. Building a career in the satellite office (LA) vs HQ
4. Resilience during chaos (dot-com crash, 9/11, personal health)
5. The gap between sales IQ and leadership EQ
6. Calculated risk-taking (Yahoo → BuzzFeed → management track)
7. Delegation vs. micromanagement as the make-or-break leadership skill
8. Managing up and communicating to C-suite as a core leadership job
9. Mobile gaming + ad monetization (monetizing the 95% non-payers)
10. Confidence & belonging (imposter syndrome is a time-waster)

Keywords:

Zynga, Take-Two Interactive, mobile gaming, in-game advertising, ad monetization, brand partnerships, global sales, leadership, delegation, micromanagement, managing up, C-suite communication, sales management, sales marketing, trade marketing, Yahoo, Electronic Arts, BuzzFeed, CBS Interactive, consumer behavior, women in tech, Chief, imposter syndrome, time management, asynchronous work, meetings, AI fluency, personal brand, career growth

Gabrielle's Bio:

Gabrielle Heyman is VP of Global Brand Sales & Partnerships at Zynga, where she oversees sales and marketing for the company’s direct advertising business across one of mobile gaming’s most engaged audiences. A digital media veteran with prior roles at Electronic Arts, Yahoo!, and BuzzFeed, she was honored in 2025 with the Chief “New Era of Leadership” Award and the IAB Service of Excellence Award for her contributions to the industry. Gabrielle is passionate about the revolution in technology and entertainment consumption and its impact on how brands connect with consumers. She’s a champion of women in tech and an innovator at the intersection of gaming and brands. She lives in Los Angeles with her two sons and her life partner.

Zynga's Website:

https://www.zynga.com/

Ray's Bio:

Ray Erickson is the host of The Seat, a podcast featuring 1:1 conversations with revenue leaders across media, marketing, and advertising — unpacking the early days, mentors, setbacks, and pivotal moments that shaped how they lead today. Ray is a longtime ad/media sales leader with experience spanning digital ad tech, CTV, and sports media, and he created The Seat to sharpen his own leadership edge while paying it forward to the next generation of aspiring sales leaders.



Social Links:

Instagram: @theseat.pod

TikTok: @theseat.pod

LinkedIn: The Seat Podcast (LinkedIn Page)

Host: Ray Erickson (LinkedIn)

Listen: Apple Podcasts / Spotify / iHeart / SiriusXM / Acast

Hosted on Acast. See acast.com/privacy for more information.

Matt Ryter’s path to Vice President wasn’t linear and that’s the point. From a first job logging stats at ESPN (that actually made watching sports worse) to learning the ad business at CBS and Time Inc., Matt’s career is a story of finding the right lane, building a personal brand, and growing into leadership by being willing to learn in public. Now VP of Sales at Minute Media, Matt shares how he went from big-company structure to startup chaos at Genius Sports, what he learned building a team from scratch, and why modern leadership is less about control and more about trust, especially in a post-COVID world. Along the way, he breaks down what he looks for when hiring, a common mistake young sellers make (“saying yes” too quickly), and the mantra he lives by, "Collaboration moves at the speed of trust."

Themes Discussed:

• Finding your lane early (and learning what you don’t want to do)
• Breaking into sales without the “traditional” entry path
• Mentorship and the power of shared networks
• Leadership lessons from both great and bad managers
• Player-coach growing pains: teaching vs “I’ll just do it myself”
• Building a business from zero (Genius Sports)
• Selling tech & data vs selling media & content
• Culture-first career moves and “kismet timing”
• Managing hybrid/remote teams without micromanaging
• Personal brand, networking, and staying sane in the grind

Chapter Breakdown:

00:00 - Intro

02:02 - Providence College & early direction

04:26 - ESPN stats job: dream…then burnout

06:28 - CBS entry: ad ops & inventory grind

07:36 - Breaking into sales via CNNMoney

11:26 - Mentorship: Providence alum opens doors

15:31 - Leadership begins: NFL then Genius

17:16 - Genius Sports: build team from zero

31:21 - Minute Media: “everything collided”

36:14 - Trust-based leadership & hiring lessons

Keywords:

Minute Media, Sports Illustrated, The Players’ Tribune, FanSided, SendToNews, Genius Sports, NFL, ESPN, CBS, Time Inc., CNNMoney, digital video, sports media, ad sales, leadership, mentorship, personal brand, networking, remote leadership, CTV, FAST channels, streaming, collaboration, trust, sales management, career growth

Matt's Bio:

Matt Ryter is the Vice President of Sales at Minute Media, where he leads commercial video sales initiatives and supports the company’s broader monetization strategy across premium sports storytelling and distribution. Previously, Matt served as VP of Sales at Genius Sports, helping build and scale the brand advertising business in North America. He also held roles at the NFL, Time Inc. (including Sports Illustrated / Fortune ecosystem), CBS, and ESPN. Matt is a proud Providence College alum and lives in the New York metro area with his wife and two children.

Ray's Bio:

Ray Erickson is the host of The Seat, a podcast featuring 1:1 conversations with revenue leaders across media, marketing, and advertising — unpacking the early days, mentors, setbacks, and pivotal moments that shaped how they lead today. Ray is a longtime ad/media sales leader with experience spanning digital ad tech, CTV, and sports media, and he created The Seat to sharpen his own leadership edge while paying it forward to the next generation of aspiring sales leaders.



Social Links:

Instagram: @theseat.pod

TikTok: @theseat.pod

LinkedIn: The Seat Podcast (LinkedIn Page)

Host: Ray Erickson (LinkedIn)

Listen: Apple Podcasts / Spotify / iHeart / Acast

Minute Media Website:

https://www.minutemedia.com/

Hosted on Acast. See acast.com/privacy for more information.

In this episode of The Seat, host Ray Erickson sits down with Brie Thomas, Senior Vice President of Sales at Swoop, for a candid conversation about trust, leadership evolution, and building high-performing teams in complex environments. Brie traces her career from selling radio spots at iHeartMedia to navigating digital startups, becoming a player-coach, and ultimately leading revenue teams in one of the most regulated sectors in advertising, healthcare. Along the way, she shares how her leadership style evolved, why trust is the foundation of effective teams, and what aspiring sales leaders often misunderstand about long-term success.

The conversation explores empathy in leadership, managing through self-doubt, motivating without micromanaging, and how sellers can future-proof their careers in a rapidly changing media landscape. A must-listen for sellers stepping into management and leaders focused on building durable, people-first organizations.

Key Themes:

• Building trust as the foundation of leadership
• Transitioning from individual contributor to player-coach
• Leading without micromanagement
• Managing self-doubt and imposter syndrome
• Motivating teams in high-pressure environments
• Navigating regulated industries with integrity
• What aspiring sales leaders often get wrong
• Empathy, energy, and accountability in leadership

Chapter Breakdown:

00:00 - Trust as the foundation of leadership

02:00 - First sales role at iHeartMedia

03:45 - Creativity, competition, and early selling lessons

06:15 - Relationship-driven selling vs product pitching

08:40 - Knowing you’re built for sales

10:55 - Transitioning into leadership roles

14:50 - What changes from IC to manager

17:20 - Trust, motivation, and avoiding micromanagement

21:00 - Managing self-doubt and imposter syndrome

29:35 - Advice for aspiring sales leaders

Keywords:

sales leadership, revenue leadership, women in sales, media sales, ad tech careers, healthcare advertising, leadership development, trust in leadership, sales management, player coach, career growth, empathy in leadership, sales mentorship, digital media careers

Guest Bio:

Brie Thomas is the Senior Vice President of Sales at Swoop, where she leads revenue growth and client partnerships in healthcare advertising, one of the most regulated and complex areas of the media ecosystem. With a career spanning over two decades, Brie began in traditional media sales at iHeartMedia before transitioning into digital advertising, startups, and leadership roles. She has progressed from individual contributor to player-coach, VP, and senior executive, earning a reputation for trust-driven leadership, empathy, and building high-performing teams. At Swoop, Brie has played a key role in the company’s evolution into a market leader, helping advertisers reach patients responsibly through privacy-first, data-driven solutions.

Host Bio:

Ray Erickson is the host and creator of The Seat and a veteran sales and revenue leader with over 20 years of experience across media, ad tech, and streaming.

Ray has held senior leadership roles at companies including Samsung Ads, Conversant, Sizmek, and Victory+, where he built and scaled high-performing sales organizations. Through The Seat, Ray sits down with revenue leaders to unpack the journeys, setbacks, and leadership lessons that shape how executives lead today.

Social Links:

Instagram: @theseat.pod

TikTok: @theseat.pod

LinkedIn: The Seat Podcast (LinkedIn Page)

Host: Ray Erickson (LinkedIn)

Listen: Apple Podcasts / Spotify / iHeart / Acast

Swoop Website:

https://swoop.com/

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In this episode of The Seat, Ray Erickson sits down with Jes Santoro, Chief Revenue Officer at Cadent, to unpack a 25-year journey across enterprise software, advanced TV, and integrated media, built on one consistent trait...curiosity.

Jes starts with an unconventional origin story, studying biology and cardiopulmonary physiology, working as a teaching assistant, and nearly heading to medical school, before taking a “gap year” that changed everything. That pivot led him to New York, a bold hustle into 30 Rock, and ultimately the NBC Page Program, where a single relationship opened doors to an early career at the center of Must-See TV.

From there, Jes moves into the agency world at BBDO, where his curiosity about the early internet sparked a leap into entrepreneurship and eventually, a path into sales leadership, spanning Comcast, Vindico (a major inflection point), and multiple roles shaping cross-screen advertising innovation. Today at Cadent, Jes leads revenue across a suite of solutions designed to help brands and agencies navigate fragmentation, consolidation, and the “share shift” reality of modern advertising.

This conversation is packed with practical leadership principles, clear direction, celebrating wins, calm under pressure, and empowering teams, along with what Jes looks for when hiring, how he spots curiosity in interviews, and why aspiring leaders should bring solutions (not just problems).

Key Themes:

• Curiosity is the unlock: It shaped Jes’ entire career and remains his #1 hiring signal.
• Networking & initiative beats luck: Jes’ “30 Rock resume delivery” story is a masterclass in proactive career ownership.
• Leadership isn’t knowing the most: It’s hiring smart people, empowering them, and keeping the system on the rails.
• Clear direction & calm is contagious: Put it on paper, hold accountability, celebrate wins, and stay steady through chaos.
• Modern growth is share-shift: In a capped market, winning means being sharper, more organized, and more differentiated.

Chapter Breakdown:

00:00 – Science, Curiosity, and Career Direction

02:30 – Breaking Into Media Without a Playbook

06:30 – Lessons from Media Buying

10:30 – Transitioning from Buyer to Seller

18:30 – Early Management Mistakes

22:30 – Vindico and Taking Career Risk

25:45 – Hiring for Curiosity

30:30 – Leadership Evolution Over Time

34:45 – The CRO Seat at Cadent

39:30 – Advice for Aspiring Leaders

Keywords:

advanced TV, programmatic, omnichannel advertising, identity, ad tech, CTV, digital video, revenue leadership, CRO, sales leadership, go-to-market strategy, leadership development, curiosity, mentorship, NBC Page Program, BBDO, Comcast, Vindico, TubeMogul, Adobe Ad Cloud, Cadent

Guest Bio:

Jes Santoro is the Chief Revenue Officer at Cadent and a 25-year veteran across enterprise software, advanced TV, and integrated media. He has built and led high-performing revenue organizations and go-to-market strategy spanning TV, digital video, programmatic, and identity. Before Cadent, Jes held senior leadership roles at Adobe Ad Cloud, TubeMogul, Vindico, BBDO, and Comcast, helping shape some of the earliest innovations in advanced TV and cross-screen advertising. He also supports emerging companies as a limited partner with C2 Ventures and serves on industry committees and advisory boards.

Host Bio:

Ray Erickson is the host of The Seat and a longtime media revenue leader across digital, CTV/streaming, and ad tech. He’s built and scaled high-performing sales teams, launched vertical strategies, and partnered with brands and agencies to drive growth through modern video and data-driven advertising. Ray produces The Seat via Axis Advisory, LLC, where he focuses on executive conversations, revenue leadership storytelling, and advisory work across the media ecosystem.

Social Links:

Instagram: @theseat.pod

TikTok: @theseat.pod

LinkedIn: The Seat Podcast (LinkedIn Page)

Host: Ray Erickson (LinkedIn)

Listen: Apple Podcasts / Spotify / iHeart / Acast

Cadent: https://www.cadent.com/

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Doug Weaver is one of the true architects of modern digital media sales. He sold web sponsorships in the earliest days of HotWired, helped shape the industry’s foundational years, and spent nearly three decades as Founder & CEO of Upstream Group advising 900+ media and technology companies (from Wired and Hulu to Spotify, Facebook, BuzzFeed, and The New York Times) while training thousands of sellers and leaders (including Ray).

In this episode, Doug breaks down what’s actually changed (and what hasn’t) in a world of consolidation, why most sellers plateau when they start making real money, and the most common mistakes he’s seen over decades, both for reps and managers. We go deep on relationship diversification, selling “left of budget,” coaching the process (not solving the problem), and why values and ethics matter more than ever as the stack evolves.

We close with Doug’s next chapter: the Weaver Collective...his curated coaching community designed to develop the next generation of sales leaders.

Follow The Seat and stay connected for clips and episode drops:

Chapter Timeline:

1. 00:00 Teaser Open
2. 00:25 Doug’s intro: Wired, Upstream Group, The Drift, Weaver Collective
3. 02:03 Print-era lessons: scrappiness, creativity, “village of lost toys” accounts
4. 02:38 HotWired and the early web: what really happened in 1994
5. 05:01 Young Doug: wanting to be a teacher & the mentor who shaped him
6. 06:34 What we’ve “lost” (and haven’t): consolidation then vs. now
7. 09:01 The Upstream origin story: how training happened by accident
8. 14:21 The #1 seller mistake: relationship diversification & proactive demand creation
9. 18:01 The #1 leader mistake: solving problems vs. coaching the process
10. 40:29 The next chapter: Weaver Collective, community coaching, and what to protect in the profession

Keywords:

Doug Weaver, Upstream Group, Weaver Collective, digital advertising, media sales, ad tech, CRO, revenue leadership, sales management, sales training, account strategy, consultative selling, demand creation, agency relationships, consolidation, IAB, HotWired, Wired, leadership coaching, mentorship, ethics in advertising, sales process

Guest Bio (Doug Weaver):

Doug Weaver is one of the architects of modern digital media sales. He spent nearly three decades as Founder & CEO of Upstream Group, advising 900+ media and technology companies including Wired, Spotify, Hulu, Facebook, BuzzFeed, Vevo, and The New York Times. Doug authored The Drift for more than 20 years, helped shape the foundational years of the industry, and trained thousands of sellers and leaders across media and ad tech. Today, he coaches senior leaders through the Weaver Collective at weavercollective.net.

Host Bio (Ray Erickson):

Ray Erickson is the creator & host of The Seat and a revenue leader across media, ad tech, and streaming. He’s held leadership roles at Samsung Ads, Conversant/Epsilon, and Katz Media, and is the founder of Axis Advisory, LLC. On The Seat, Ray sits down one-on-one with revenue leaders to unpack the early days, mentors, setbacks, and moments that shape how executives lead.

Follow Us on Social:

Instagram: @theseat.pod

TikTok: @theseat.pod

LinkedIn: The Seat Podcast

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Heather Carver’s career is a masterclass in adaptability, leadership, and long-term relationship building.

In Season 2, Episode 1 of The Seat, Heather, who JUST stepped into her new role as Chief Customer Officer at tvScientific, joins Ray Erickson to unpack her journey from early ad operations roles to her first CRO seat and beyond.

They discuss imposter syndrome, radical candor, emotional intelligence, managing through change, and why strong leadership starts with listening first. Heather also shares how to think about career pacing, mentorship, and what high-performing ICs should do before asking for a leadership role.

This conversation is packed with practical lessons for anyone navigating growth in media, ad tech, or leadership.

Chapter Breakdown:

00:27 - Welcome to The Seat & Heather’s journey (tvScientific / Freestar / Magnite / Amazon)

01:29 - Union College, early ambition, and the “law school” detour

03:49 - Startup life at BusRadio: ambiguity, pivots, and learning fast

04:49 - Snagajob: culture, KPIs, and the “human element” at work

06:49 - Programmatic’s early days: EQ training & “Ad Ops is Sexy” era

10:06 - Match/IAC & NYC network effects: relationships compound

14:01 - IC to Leader: delegation, trust, and imposter syndrome

20:01 - Hard feedback with empathy & Freestar CRO lessons (talent, attitude, systems)

36:42 - Mentorship & visibility: “do the job before the job” + lightning round

Keywords:

career journey, leadership development, ad tech, programmatic advertising, connected tv, women in leadership, mentorship, radical candor, emotional intelligence, sales leadership, customer success, executive growth

Heather's Bio:

Heather Carver is Chief Customer Officer at tvScientific, where she leads customer and partner strategy focused on measurable outcomes in connected TV and programmatic advertising. Previously, Heather served as the first Chief Revenue Officer at Freestar and held senior leadership roles at Magnite, Amazon Ads, and other leading ad tech companies. With over 15 years of experience across SSP's and DSP's, Heather is known for her customer-first approach, operational expertise, and people-centric leadership style.

She also serves on the board of the Women in Programmatic Network and actively advises emerging ad tech companies

Ray's Bio:

Ray Erickson is the creator and host of The Seat, a podcast featuring one-on-one conversations with senior revenue and business leaders across media, marketing, and advertising. A longtime ad tech and CTV media executive, Ray focuses on unpacking the real career journeys behind leadership titles, the mentors, missteps, and moments that shape how executives lead today.

Social:

Instagram: @theseat.pod

TikTok: @theseat.pod

LinkedIn: The Seat Podcast

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Matt Weisbecker is a media and advertising executive with 30 years of experience building and scaling revenue organizations across broadcast, digital media, and ad tech.

In this episode, Ray Erickson sits down with Matt to trace the full arc, from an unexpected start at AOL (selling early digital programs like search banners and helping shape revenue models for iconic brands like AIM), to leading in complex organizations like NBC, to building high-performing teams across roles at Amazon, GumGum, Epsilon/Conversant, and as Chief Revenue Officer at MyCode.

Matt shares what great leadership actually looks like day-to-day...adapting your leadership style to different personalities, staying transparent with teams (“go do this… and here’s why”), and why “professional persistence” is one of the most underrated skills in sales.

They also dig into a practical edge for modern sellers...storytelling that works in today’s shorter meetings, and why listening, including being comfortable with silence, often gets you the truth faster than talking.

Chapter Breakdown:

01:45 - Morning routine: gratitude, mushroom coffee, news scan

04:56 - Falling in love with digital & building inside sales at AOL

06:35 - When leadership became the path (and why)

11:47 - Mentorship theme: who shaped Matt’s leadership

12:01 - AOL mentor story, Paul Corvino & the Motorola meeting

15:27 - NBC mentors & the “empower your people” leadership model

24:49 - Advising founders now: what leaders consistently underestimate

29:08 - What he hopes people say about working for him (impact, trust, “I have your back”)

33:27 - Sales skills that matter, professional persistence, storytelling, transparency

38:24 - Listening, reading the room, and being comfortable with silence

41:42 - Lightning round

43:18 - Ray’s recap & closing thoughts

44:15 - Outro / where to follow The Seat

Keywords:

sales leadership, mentorship, professional persistence, digital advertising, ad tech, media sales, leadership development, storytelling in sales, listening skills, transparency in leadership, managing up, managing down, AOL, NBC, Amazon Ads, GumGum, Epsilon, Conversant, MyCode, multicultural marketing, Mundial Media, ThinkLA

Matt's Bio:

Matt Weisbecker is a media and advertising executive with 20+ years of experience building and scaling revenue organizations across broadcast, digital media, and ad tech. He’s held leadership roles at AOL, NBC, Amazon, GumGum, and Epsilon/Conversant, and most recently served as Chief Revenue Officer at MyCode. Today, Matt is an Executive Advisor at Mundial Media, partnering with leadership teams on growth and commercial strategy, and serves on the board of ThinkLA.

Ray's Bio:

Ray Erickson is a media and advertising sales leader with deep experience in CTV, digital, and ad tech. On The Seat, he interviews revenue executives to unpack the mentors, setbacks, and defining moments that shape how sales executives lead.

Follow The Seat:

• LinkedIn: The Seat Podcast
• Instagram: @theseat.pod
• TikTok: @theseat.pod
• Subscribe: Apple Podcasts | Spotify | iHeart

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From his early days selling radio at Interep to leadership roles at ShareThis, Shazam, and FaZe Clan, Jeff breaks down the mindset and operating principles he uses to hire, develop, and scale high-performing teams, plus the simple question a CTO asked him that still guides how he thinks about success: are you a builder or a seller?

In this episode, we cover:

• The “builder vs. seller” framework and why sales matters to company health
• Why curiosity is the trait Jeff hires for (and can’t teach)
• How to build a repeatable system for scaling revenue teams
• Mentorship, coaching, and creating a feedback loop that actually works
• The “learning years vs. earning years” idea and career pacing for future leaders
• Why investing in your network is even more important in a remote-first world

Chapter breakdown

00:00 - Cold Open: Builder or seller?

00:41 - Intro: Jeff Pabst and what we’ll unpack

01:48 - LA / morning routine / getting started

03:04 - The early days: Radio sales, training, and mentorship

05:17 - Negotiation + the pull toward digital

06:20 - UC Davis, “nepo baby” origin, and first break into media

08:58 - Quarter-life crisis + traveling the world

09:27 - Specific Media: early digital + cold-calling muscle

12:02 - ShareThis: first-time manager, scaling fast, building systems

16:40 - Scaling revenue orgs: spotting trends before they happen

18:04 - Leadership: hiring mistakes, diverse teams, toolkits, training

22:13 - Hiring filter: curiosity, coachability, competence, execution

26:03 - Failure → opportunity: the interview that changed everything

27:48 - Mentors, peers, coaching, and managing pressure

30:20 - Advice that stuck: builder vs. seller + the power of phone calls

34:40 - Mentorship story: building alongside a key leader

37:01 - The through line: interest + people + culture

39:25 - Creator economy + where media is headed

41:07 - Advice to future leaders: learning years vs. earning years

44:44 - Speed round: Surfline, Chicago, and Pivot

46:28 - Wrap

Keywords

career journey, media advertising, digital media, leadership, high-performing teams, mentorship, sales growth, communication, networking, sales advice, creator economy, ad tech, programmatic, go-to-market, revenue leadership, sales management, coaching, building systems, radio to digital, Shazam, ShareThis, FaZe Clan

Guest bio (Jeff Pabst)

Jeff Pabst is a seasoned media and technology revenue leader with 20+ years of experience building and scaling high-performing commercial teams across ad tech, music streaming, gaming, and the creator economy. He has held senior roles at Interrep, Specific Media, ShareThis, Shazam, Loaded, and FaZe Clan, and is known for his people-first leadership style, curiosity, and ability to create repeatable systems that scale revenue. Jeff currently provides executive strategy at FaZe Clan and is Managing Partner at Second Point Advisors, where he advises founders and growth-stage companies on go-to-market and commercial strategy.

Host bio (Ray Erickson)

Ray Erickson is the host of The Seat and a sales leader in media, marketing, and advertising with deep experience across CTV, programmatic, streaming, and digital video. Ray has built and led revenue teams across the ad ecosystem and is passionate about unpacking the real stories behind revenue leadership, the mentors, setbacks, and defining moments that shape how executives lead.

Follow The Seat:

• LinkedIn: The Seat Podcast
• Instagram: @theseat.pod
• TikTok: @theseat.pod
• Subscribe: Apple Podcasts | Spotify | iHeart

Connect with Jeff:

• LinkedIn: https://www.linkedin.com/in/jeffrey-pabst/
• Company/Advisory: https://www.linkedin.com/company/second-point-advisors/

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Michael shares his journey across media, marketing, and sales leadership roles, from early career lessons to executive leadership, highlighting the mentors who shaped his path, the importance of empathy, and the balance between accountability and care. He unpacks how trust, vulnerability, and perspective-driven leadership create stronger organizations and better outcomes.

Whether you’re an aspiring sales leader or a seasoned executive, this conversation offers practical insights on leading through change, empowering teams, and growing as a leader while staying grounded.

Key Themes & Topics Discussed

• The role of mentorship in long-term career growth
• Leading with empathy without sacrificing accountability
• Building trust and psychological safety within teams
• Navigating organizational change and uncertainty
• Developing leaders by encouraging initiative and perspective
• Why vulnerability and honesty strengthen leadership credibility
• Lessons learned from scaling teams across media and tech

Key Takeaways

• Mentorship plays a critical role at every stage of a career
• Empathy is a leadership strength, not a weakness
• Trust and open communication drive better team performance
• Continuous learning is essential for long-term growth
• Great leaders empower others rather than control outcomes

Notable Quotes

• “I think mentorship comes in three flavors.”
• “I want you to come with a perspective.”
• “Leadership is about caring deeply and being honest.”

Episode Chapters

00:00 - Early education and career aspirations

03:27 - Mentorship and early career lessons

06:35 - Transitioning into leadership roles

12:31 - Navigating change management

17:22 - Rebranding and revenue challenges

19:47 - Building and leading strong teams

25:40 - The evolving role of mentorship

32:06 - Empathy, vulnerability, and leadership

39:29 - Michael’s current role at Origin Media

40:02 - Closing thoughts

About the Guest:

Michael Rosen is the Chief Revenue Officer at Origin Media, a connected TV creative ad platform. He brings over 25 years of experience building and scaling media businesses across companies including Intersection, Foursquare, First Look Media, AT&T, WeatherBug, and Bloomberg. Michael also serves on the boards of The New York Pops and Sandy Hook Promise and is co-chair of the UJA-Federation of New York Marketing Council.

Keywords / Tags

leadership, mentorship, sales leadership, media executives, career development, empathy, team building, change management, professional growth, ad tech, marketing leadership, CRO

Follow & Connect

🎙️ Host: Ray Erickson

📸 Instagram: @theseat.pod

🔗 LinkedIn: The Seat Podcast

🎵 TikTok: @theseat.pod

🌐 Listen & stream: https://shows.acast.com/the-seat

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Ryan shares how he literally begged for his first media job at VH1, why he made a controversial lateral move from digital back to linear TV at Turner, and how that decision later put him in the perfect position to lead integrated sales teams.

They dive into the shift from individual contributor to manager, what a CRO actually does at a high-growth company, and why every rising seller needs both mentors and advocates in their corner. If you’re a 30-something seller eyeing the CRO seat one day, this one’s a blueprint.

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Zach shares how curiosity became his competitive edge, why listening is the most underrated global leadership skill, and how intentional hiring (prioritizing logic and trust) helped him build standout teams across LATAM, APAC, EMEA, and the U.S. He also explains the turning point that led him to leave NBC and why Plex represents his most energizing chapter yet.

This is a masterclass in leadership mindset, developing talent, maintaining integrity as a seller, and reinventing yourself at each stage of your journey.

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Honest, unscripted, and always insightful, The Seat explores what it really takes to earn, and thrive in, that sales leader seat.

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