The Opportunity The Sales Director, Digital is responsible for driving growth across XR's Digital Ad Tech business within an assigned portfolio of advertisers, agencies, and enterprise accounts.
This role owns the Digital commercial strategy for the vertical, including Digital Ad Serving, Connected TV (CTV/OTT), Dynamic Creative Optimization (DCO), Creative Management, Asset Management, and programmatic video workflow services. Success is measured by retaining and expanding Digital ad revenue while using those client relationships to increase adoption of the broader XR platform.
As a critical growth driver for XR, the Digital business creates an opportunity to build deeper relationships with modern media teams, address complex multi-screen workflow needs, and grow XR's overall share of wallet.
Responsibilities - Revenue Growth & Retention: Retain and grow Digital ad serving and ad tech revenue across an assigned portfolio of advertisers, agencies, and enterprise accounts. Lead customer renewals while identifying opportunities to expand digital services and increase share of wallet.
- Acquisition & Win-Backs: Prospect and acquire new digital-first customers using market intelligence, campaign delivery activity, and industry relationships. Develop and execute strategies to win back business from competitors and strengthen XR's digital market position.
- Executive Engagement: Build relationships with senior decision-makers across Marketing, Digital Media, Ad Operations, and Procurement. Serve as the commercial lead for assigned accounts, overseeing account strategy, opportunity planning, and executive engagement.
- Digital Product Portfolio Drive: Drive growth across XR's Digital portfolio, including Digital Ad Serving, Video & CTV Delivery, Dynamic Creative Optimization (DCO), Creative Automation, and Ad Verification solutions.
- Cross-Platform Expansion: Use Digital relationships to identify and advance opportunities across the broader XR platform, including Linear TV Distribution, Talent & Rights Management, and Cross-Screen Measurement solutions.
- Cross-Functional Collaboration: Partner cross-functionally with Segment Sales, Product, Partnerships, Ad Operations, and Customer Success to develop and close digital platform expansion opportunities.
- Pipeline & Forecasting Discipline: Maintain an accurate pipeline and forecast while identifying whitespace, monitoring competitive activity, and prioritizing opportunities through CRM, Power BI, and AI-driven insights.
Success Measures Success will be measured by Digital revenue growth, customer retention, competitive win-backs, new customer acquisition, share-of-wallet expansion, cross-platform revenue, pipeline growth, forecast accuracy, and customer satisfaction.
Requirements- 5-7+ years of B2B sales experience in digital ad serving, digital media, AdTech platforms, CTV, or marketing technology services.
- Demonstrated success managing a ~$5M+ revenue portfolio and achieving $1.5M+ in annual quota.
- Strong solution-selling and discovery skills; able to articulate value based on business impact.
- Experience selling to marketing, digital ad ops, media buying, or procurement functions within mid-market or large enterprise clients.
- Deep understanding of the digital advertising ecosystem, including digital ad serving, programmatic workflows, CTV/OTT, dynamic creative, and ad tracking.
- Excellent written, verbal, and presentation skills.
- Proficiency with Salesforce and sales enablement tools (e.g., ZoomInfo).
- Ability to travel for client meetings and industry events (~30%).
- Prior experience in media, marketing tech, or AdTech ecosystems required.
- Prior exposure to segmented territory models and GTM transformation preferred.
- Familiarity with ABM (Account-Based Marketing) or intent-based selling approaches preferred.
FLSA Status: Exempt Reporting Relationship This role reports to the SVP, Digital.
Location Onsite or hybrid 3 days a week in our New York City office.
Pursuant to New York's Pay Transparency Law, the pay range for this position is $175,000 - $185,000; base pay offered may vary depending on job-related knowledge, skills, and experience.
