This Sr. Manager leads a team of Ad Tech Account Executives (ATAEs) within an assigned vertical, owning the full-funnel adoption and revenue growth motion for Amazon's Ad Tech Suite (Amazon DSP, Amazon Marketing Cloud, APIs, and 1P Data Integrations) across that vertical's advertiser and agency portfolio.
The Vertical Lead is both a people leader and a sales leader. They hire, develop, and coach a team of seasoned ATAEs while simultaneously setting vertical strategy, owning executive relationships with ad tech and programmatic decision makers (VP/C-level), and driving 3P Open Internet revenue through increased product adoption. This role sits at the intersection of sales execution, customer obsession, and organizational design - translating Amazon's horizontal platform capabilities into vertical-specific growth outcomes.
Amazon Advertising is seeking a senior sales leader to run one of our Ad Tech vertical teams. In this role, you will lead a team of seasoned Ad Tech Account Executives driving adoption of Amazon's Ad Tech Suite - including Amazon DSP, Amazon Marketing Cloud (AMC), Conversions API (CAPI), and programmatic APIs - across a portfolio of enterprise advertisers and their agency partners.
The right candidate is a builder: someone who can hire and develop a high-performing team, define a category-specific go-to-market strategy, and convert individual wins into repeatable motions at scale. You will own the full revenue and adoption lifecycle within your vertical - from strategic discovery through competitive displacement through scaled spend growth. You will operate as both a people leader and a sales leader, coaching your team while simultaneously engaging VP/C-level ad tech and programmatic decision makers at the industry's largest brands.
This role requires deep fluency in enterprise ad tech, programmatic media, and the consultative platform sale. You should be comfortable operating at two altitudes: setting multi-year vertical strategy while also diving deep into pipeline reviews, deal mechanics, and competitive positioning against TTD, DV360, and Meta. Adaptability is key - Amazon's Ad Tech solutions are evolving rapidly, and the right candidate sees that pace of change as opportunity, not friction.
Key job responsibilities
Key Job Responsibilities:
* Lead and develop a team of Ad Tech Account Executives responsible for driving adoption of Amazon's Ad Tech Suite (Amazon DSP, Amazon Marketing Cloud, APIs, and 1P Data Integrations) across a defined advertiser vertical
* Set the strategic direction for the vertical pod: define the go-to-market strategy, develop vertical-specific playbooks, and translate horizontal platform capabilities into category-relevant customer narratives
* Own full-funnel 3P Open Internet revenue targets and Ad Tech adoption metrics for the vertical portfolio, managing pipeline with rigor through weekly reviews, monthly forecasts, and quarterly QBRs
* Build and cultivate executive relationships (VP/C-level) with ad tech and programmatic decision makers across brands and agencies within the vertical
* Hire, coach, and retain high-performing sellers who carry Revenue-Based Incentives and Adoption-Based Incentives
* Partner with Product, Measurement, and Solutions Architecture teams to influence roadmap priorities based on vertical-specific customer needs and competitive gaps
* Coordinate cross-functionally with Large Customer Sales (LCS), HoldCo ATAEs, and Indie/Partner teams to ensure cohesive coverage and unified customer experience
* Convert individual account wins into scalable, repeatable motions - building the blueprint that enables the broader sales organization to operate independently at scale
About the team
Ad Tech Sales accelerates Amazon Advertising's Open Internet growth - the largest under-penetrated opportunity in our portfolio. We are a specialized team within Large Customer Sales that drives adoption of Amazon's Ad Tech Suite across the world's largest advertisers. Organized into three pods (Vertical, HoldCo, Indie), we are a concentrated, high-leverage team engaging programmatic and ad tech decision makers at the VP/C-level, running 12-18 month consultative platform sales cycles, and converting individual wins into repeatable motions at scale
BASIC QUALIFICATIONS
- 8+ years of selling programmatic or data driven ad products or platforms experience
- Experience in direct sales or business development in software, cloud or SaaS markets selling to C-level executives
- 5+ years of sales team management experience
PREFERRED QUALIFICATIONS
- MBA, or Bachelor's degree in business, data science, public administration, finance, engineering, human resources or related field
- Experience influencing multiple stakeholders and leading cross functional teams across geographies and business units
- Experience in marketing, brand advertising, media sales, or online advertising and close work with senior advertisers and agency stakeholders
- Experience in building and developing a high performance team
- Deep category expertise in one or more advertising verticals (CPG, FinServ, Auto, E&M, Retail, Telco)
- Track record of building go-to-market strategies from scratch - developing vertical playbooks, defining account segmentation, and converting individual wins into repeatable motions
- Experience with first-party data strategies, server-side integrations (CAPI), and identity resolution at enterprise scale
The base salary range for this position is listed below. Your Amazon package will include sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.
USA, NY, New York - 194,700.00 - 263,300.00 USD annually
