Role Overview

We are seeking a seasoned Sales Director with a deep-rooted understanding of the publishing and ad tech ecosystem. The ideal candidate possesses a sophisticated grasp of the operational pressures, platform dynamics, and strategic priorities that define revenue leadership within these sectors.

As a mid-market new-logo hunter, you will take full ownership of a territory encompassing digital, print, and broadcast publishers alongside ad tech firms. This role demands a proactive architect of new business, building pipelines from the ground up and aggressively securing new logos while simultaneously expanding our footprint within established accounts.

Candidates who have successfully navigated the sale of data solutions or competitive intelligence into this vertical, or who bring direct commercial experience from within a publisher's strategy team, will find themselves uniquely positioned for immediate impact.

Requirements

Core Responsibilities

• Exceed an annual revenue target by relentlessly pursuing new logo acquisition and territory expansion.
• Develop and execute a meticulous territory strategy, maintaining absolute clarity on stakeholders and pipeline accuracy.
• Drive organic pipeline growth through strategic outbound initiatives, personal networking, and a command of industry trends.
• Engage diverse stakeholders across marketing, strategy, and revenue teams within the publisher and ad tech space.
• Orchestrate the end-to-end sales lifecycle, from discovery and solution mapping to complex negotiations and final closure.
• Articulate the MediaRadar value proposition with precision, demonstrating clear competitive differentiation.
• Contribute to a culture of shared intelligence, leveraging individual autonomy to enhance collective team success.

Profile of Success

You are a self-driven professional who prioritizes results and maintains an uncompromising standard for pipeline management. You excel in environments that reward autonomy, disciplined prospecting, and a documented history of success.

Ideal attributes include:

• Extensive experience selling SaaS or data-driven solutions into the ad tech or publishing sectors.
• A minimum of 5 years as a high-performing individual contributor with a consistent record of quota achievement.
• Direct involvement in competitive ad intelligence or commercial leadership within a media organization.
• A mastery of outbound outreach, characterized by persistence, professional poise, and the ability to reach key decision-makers.
• Commitment to honest forecasting and transparent reporting, avoiding artificial inflation of pipeline metrics.
• A collaborative mindset that thrives on sharing best practices to elevate the performance of the entire sales org.
• Exceptional communication skills, capable of influencing both operational managers and C-suite executives.

Qualifications

• A Bachelor's degree or professional background of equal caliber.
• At least 7 years as a quota-smashing individual contributor, preferably within SaaS or the data services realm.
• Expert-level fluency in the ad tech and publishing landscape, gained through direct sales or operational experience.
• A documented history of winning new logos and aggressively scaling mid-market revenue.
• Command of the room when engaging VP-level leaders and C-suite stakeholders in the media industry.
• Unwavering discipline in pipeline hygiene, maintaining transparency and accuracy in all forecasting.
• Proven expertise in navigating complex negotiations and securing high-value contract renewals.

Benefits

In addition to career progression, training and development, and an excellent work/life balance, future Radarians can expect a great benefits package that includes:

• Medical, Dental & Vision Insurance
• 401k with Company Match
• Flexible PTO
• Commuter Benefits
• Gym Discounts
• Summer Fridays