The Opportunity The Sales Director, Linear is responsible for driving growth across XR's Linear business within an assigned portfolio of advertisers, agencies, and enterprise accounts.
This role owns the Linear commercial strategy for the territory, including TV distribution, captioning, clearance, traffic, and related media services. Success is measured by retaining and expanding Linear revenue while using those relationships to increase adoption of the broader XR platform.
As one of XR's strongest entry points into customer organizations, Linear creates an opportunity to build deeper relationships, address broader workflow needs, and grow XR's overall share of wallet.
Responsibilities - Retain and grow Linear revenue across an assigned portfolio of advertisers, agencies, and enterprise accounts.
- Lead customer renewals while identifying opportunities to expand services and increase share of wallet.
- Develop and execute strategies to win back business from competitors and strengthen XR's market position.
- Prospect and acquire new customers using market intelligence, delivery activity, and industry relationships.
- Build relationships with senior decision-makers across Marketing, Media, Operations, and Procurement.
- Drive growth across XR's Linear portfolio, including TV Distribution, Clearance, Accessibility, Traffic, and Production Services.
- Use Linear relationships to identify and advance opportunities across the broader XR platform, including Digital Ad Serving, Creative Management, Asset Management, Talent and Rights, and Measurement solutions.
- Partner cross-functionally with Segment Sales, Product, Partnerships, Ad Operations, and Customer Success to develop and close platform expansion opportunities.
- Serve as the commercial lead for assigned accounts, overseeing account strategy, opportunity planning, and executive engagement.
- 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 Linear 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 ad delivery, media, digital platforms, or 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, operations, or procurement functions within mid-market or large enterprise clients.
- 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%).
- Experience working in media, marketing tech, or AdTech ecosystems preferred.
- 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, Linear.
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 $155,000 - $165,000; base pay offered may vary depending on job-related knowledge, skills, and experience.
