The Role:
Sojern is seeking a dynamic, strategic Sales Director, Western US Destinations.
As a Sales Director, you will be responsible for driving new business growth across assigned territory by partnering with destination organizations (DMOs), airports, attractions, and advertising agencies. You will play a critical role in expanding Sojern's footprint by identifying strategic opportunities, building executive-level relationships, and delivering AI-powered travel marketing solutions that help clients achieve measurable business outcomes.
This is a consultative sales role requiring a deep understanding of the digital advertising ecosystem, agency landscape, and travel industry. The ideal candidate is a self-starter with a proven track record of selling digital media and programmatic advertising solutions, developing new business, and building long-term partnerships with agencies and advertisers across your West US destinations, attractions, airports.
Responsibilities:
- Prospect, develop, and close new business opportunities across territory.
- Drive revenue growth by selling Sojern's AI-powered travel marketing platform, including Traveler Audiences, Programmatic Display, Online Video (OLV), Connected TV (CTV), and other data-driven advertising solutions.
- Build strategic relationships with travel brands, destination marketing organizations, tourism boards, hotels, airlines, attractions, advertisers, and media agencies.
- Deliver compelling presentations that clearly communicate Sojern's value proposition and demonstrate measurable business outcomes.
- Develop strategic account plans that maximize revenue opportunities across Sojern's portfolio.
- Manage the entire sales process from prospecting and discovery through proposal development, negotiation, contracting, and handoff to Client Success.
- Partner closely with Client Success and Account Management to ensure successful campaign launches, Quarterly Business Reviews (QBRs), renewals, and long-term client success.
- Negotiate commercial agreements and insertion orders while maximizing revenue opportunities.
- Maintain an accurate sales pipeline and forecast in Salesforce.
- Consistently achieve or exceed quarterly sales quotas and key performance metrics.
- Monitor competitive activity, market trends, and new business opportunities within the travel, tourism, hospitality, and digital advertising industries.
- Represent Sojern at client meetings, industry conferences, trade shows, and networking events throughout assigned territory.
Success Criteria:
- Achieve and exceed quarterly and annual revenue targets.
- Build strategic relationships with travel brands, tourism organizations, advertisers, and agency partners throughout assigned territory.
- Consistently identify and close new business opportunities while expanding existing accounts.
- Position Sojern as the preferred AI-powered travel marketing partner for agencies and advertisers.
- Collaborate cross-functionally to deliver exceptional client experiences and long-term business growth.
- Stay ahead of market trends, competitive activity, and emerging opportunities within travel and digital advertising.
What you bring to the table:
- Bachelor's degree in Business, Marketing, Communications, Hospitality, or a related field (preferred).
- 5-10+ years of experience in digital advertising, media sales, AdTech, travel, tourism, or hospitality.
- Proven success developing new business and managing the full sales cycle from prospecting through contract execution.
- Established relationships with major advertisers, media agencies, or agency holding companies.
- Experience selling digital advertising solutions, including Programmatic Display, Online Video (OLV), Connected TV (CTV), audience data, retail media, or other digital marketing solutions.
- Experience using Salesforce or similar CRM platforms.
- Strong presentation, negotiation, and consultative selling skills.
- Ability to travel ~30%
Perks:
- Opportunities: Be part of a growing team with training and support to help you grow
- Ownership: Lead creative and challenging projects
- Give Back: We give 20 hours a year to volunteer and organize office volunteer programs with local organizations
- Culture: Strong core business values, focus on teamwork, vibrant, social and fun environment
- Competitive Localized Benefits
- Time Off: Flexible vacation days
