Episode Description:

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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