Gabrielle Heyman, VP Global Brand Sales & Partnerships - Zynga

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Gabrielle Heyman, VP Global Brand Sales & Partnerships - Zynga

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Summary/Description: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 – Intro01:45 – LA & Icebreaker02:24 – College & Early Days03:24 – First break into media06:26 – Selling from scratch08:06 – Mentorship: Matt Wasserlauf09:22 – Dot-com chaos11:41 – IC excellence vs leadership readiness15:44 – Career choices as a parent34:53 – Zynga todayThemes:Response time changes from salesperson → leaderCuriosity & persuasion as the real “sales training”Building a career in the satellite office (LA) vs HQResilience during chaos (dot-com crash, 9/11, personal health)The gap between sales IQ and leadership EQCalculated risk-taking (Yahoo → BuzzFeed → management track)Delegation vs. micromanagement as the make-or-break leadership skillManaging up and communicating to C-suite as a core leadership jobMobile gaming + ad monetization (monetizing the 95% non-payers)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 growthGabrielle'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.podTikTok: @theseat.podLinkedIn: 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.

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