MissionThe Director, Sales is Kargo's primary commercial link to the marketplace, owning revenue growth across a portfolio of strategic agencies, brands, and platforms. This role lands net-new business and expands existing accounts while feeding market intelligence back to the company to shape product direction and positioning. It exists to convert deep industry relationships into durable, growing revenue for Kargo.
This is a hybrid role requiring onsite presence 4 days a week. Outcomes - What Success Looks Like in 6-12 Months- Deliver against quota. Meet or exceed your annual revenue target, with predictable quarter-over-quarter attainment across the assigned portfolio.
- Open net-new business. Close a defined number of new brand-direct and agency accounts, measurably expanding Kargo's footprint in the region.
- Grow existing accounts. Increase revenue from current clients through renewals and upsell, improving year-over-year spend per account.
- Maintain a healthy pipeline. Sustain qualified coverage at 3x quota, with accurate stage progression and forecast reliability inside Salesforce.
- Inform the roadmap. Provide a consistent cadence of structured market feedback to the product organization that influences at least one positioning or roadmap decision.
Skills - Core Technical CapabilitiesRequired
- 5+ years selling online and programmatic advertising, plus 3+ years in brand advertising, media sales, or marketing
- Established, active relationships with brand and agency contacts across the region
- Proven ability to engage and win support from C-level executives and key stakeholders
- Deep working knowledge of the digital and mobile advertising ecosystem
- Consultative selling fluency: building ROI cases, presenting new and existing products, and closing
- Strong written and verbal communication, including executive-level presentation skills
Preferred
- Salesforce CRM proficiency for activity tracking and forecasting
- Fluency in PowerPoint and Excel for proposals and revenue modeling
Competencies - Behaviors We Like to SeeHunter's Drive- Pursues and closes deals with persistence; treats both new logos and account expansion as personal targets
- Moves opportunities forward without prompting, owning the full cycle from prospecting to signature
Consultative Partnership- Invests in understanding each client's business, challenges, and goals before positioning a solution
- Builds trust across all levels of an account, behaving as a strategic partner rather than a vendor
Market Fluency & Curiosity- Maintains sharp awareness of Kargo's products, competitors, and the broader ecosystem, and keeps learning
- Translates frontline market signals into clear, actionable feedback for product and leadership
Team Leadership- Partners closely with Account Management, creative, design, and yield teams to build compelling proposals
- Mentors and elevates junior sellers, raising the bar for the wider team
In accordance with applicable federal, state, and local pay transparency laws, the anticipated base salary range for this position is listed below. Actual compensation may vary based on factors such as geographic location, work experience, education, and skills.
U.S Salary Range
$120,000-$140,000 USD
