Job Summary/Description:

As a Regional Sales Director, Digital with Gray Media, you lead with strategy, innovation, and collaboration to deliver sustainable multi-platform revenue growth. Your leadership empowers local sales teams to exceed performance goals through data-driven insights, forward-thinking digital strategies, and a culture of accountability. You serve as a trusted partner to station leadership, local/regional clients, and internal teams, helping to align market execution with Gray Media's vision for audience-first, results-focused advertising solutions. With deep expertise across all vertical markets, you translate complex challenges into growth opportunities that strengthen both client partnerships and company performance.

Duties/Responsibilities include, but are not limited to:
• Consistent digital revenue growth across assigned stations/markets.
• Strong station adoption of Gray's digital go-to-market: product fluency, pricing discipline, and repeatable sales motions.
• Increased impact in the field through more high-quality client meetings, stronger proposals, and higher close rates.
• Effective collaboration between stations, RSS support, and internal teams that improves speed, quality, and client outcomes.
• Positive feedback from stations and local sales teams.

Key Responsibilities:

1) Revenue Growth Leadership (with Stations):
• Own and execute a regional plan to increase digital and multi-platform revenue by market, station, and sales team.
• Partner with station General Managers (GM) and Directors of Sales (DOS) to align priorities, remove blockers, and drive accountability to digital performance goals.
• Identify revenue opportunities through pacing, pipeline, and category/vertical analysis, translating insights into weekly actions.
• Support stations in building high-value solutions that combine linear, streaming, and all of GDMs digital capabilities where appropriate.

2) Client & Agency Engagement / Deal Strategy:
• Conduct and support customer-facing meetings alongside station sellers to uncover needs, shape strategy, and close business.
• Lead complex deal strategy: packaging, audience strategy, measurement approach, and performance story.
• Strengthen relationships with local, regional, and national advertisers by demonstrating consultative, results-oriented digital leadership.

3) Station Enablement & Sales Training:
• Coach local sales leaders and sellers to improve digital discovery, proposal quality, objection handling, and closing skills.
• Deliver ongoing training on Gray digital products, audience/targeting, measurement and reporting expectations, and best practices.
• Reinforce a culture of performance and continuous improvement through structured feedback and follow-through.

4) Performance Management, Forecasting & Reporting:
• Establish consistent business rhythms with station leadership: pipeline reviews, pacing checks, and forecast calls.
• Analyze station performance and provide clear, actionable guidance to improve outcomes.
• Produce and socialize revenue performance updates (pacing, forecast, pipeline health) to ensure transparency and accountability.

5) Collaboration with Regional Sales Specialists (RSS):
• Operate in a "player-coach" partnership model with RSS to increase speed and quality of execution.
• Leverage RSS support for campaign-management-related activities (e.g., compiling performance insights, reporting materials, and coordination tasks) to keep the RSD focused on growth-driving motions.
• Ensure smooth handoffs, clear prioritization, and timely communication between station teams and RSS.

6) Cross-Functional Partnership:
• Work closely with Digital Sales leadership, operations, product, and reporting/insights teams to ensure station execution aligns with Gray standards and client expectations.
• Escalate risks and execution issues early and drive resolution with the appropriate internal partners.

Travel:
• Regular regional travel is required to support station sales execution, client engagement, and revenue initiatives.

Qualifications/Requirements:
• 7+ years of digital advertising sales experience (media, agency, ad tech, or related).
• Proven track record of driving revenue growth in a consultative, solutions-oriented sales environment.
• Strong understanding of the digital media ecosystem (targeting, measurement, compliance, and campaign performance drivers).
• Demonstrated success in data-driven selling: interpreting insights, improving outcomes, and telling a performance story.
• Excellent communication, presentation, and negotiation skills; comfortable leading rooms and influencing senior stakeholders.
• Working knowledge of media buying workflows across linear, streaming, and digital platforms.
• Strong time management and prioritization skills in a fast-paced, deadline-driven environment.
• Strategic mindset with the ability to build repeatable, scalable revenue plans and station enablement motions.

Preferred Qualifications:
• Experience leading or mentoring sellers and sales leaders across multiple markets.
• Familiarity with CRM/pipeline management expectations and forecasting discipline.
• Experience partnering with operational teams to improve execution quality and client outcomes.

If you feel you're qualified and want to work with a great group of people, go to https://gray.tv/careers#currentopenings, you may type in the job title, station call letters, or click on "apply now", upload your resume, cover letter, and references

(Current employees who are interested in this position can apply through the Gray-TV UltiPro self-service portal)

GDM-TV/Gray Media Group is a drug-free company

Additional Info: