8+ years of sales experience in digital and programmatic advertising, travel, and/or hospitality (10+ years for Senior Sales Director)
2+ years of experience directly managing and developing a sales team
Strong relationships across the travel industry and with media agencies preferred
Proven track record of exceeding individual and team revenue targets
Experience selling data-driven and programmatic solutions to brand advertisers and agencies
Strong negotiation skills with experience closing large, multi-product deals
Excellent written and verbal communication skills and executive presence
Bachelor's degree from an accredited college or university
Responsibilities
Lead, coach, and develop a small team of sellers, setting clear goals and holding the team accountable to its revenue target
Own the team's revenue number and forecast, running regular pipeline reviews and deal strategy sessions
Recruit, hire, and onboard strong sales talent, building a high-performing team culture
Identify and win new business with major travel and brand advertisers and their agencies
Develop account strategies that maximize Sojern's opportunities across all products and channels
Lead executive-level presentations and negotiations, securing insertion orders and annual commitments
Stay on top of travel marketing, media, and data trends, bringing insights back to leadership and Product teams
Benefits
Remote position
Opportunity to lead and develop a sales team
Engagement with major travel and brand advertisers
Access to a collaborative team culture
Involvement in strategic decision-making and territory planning
Professional development opportunities through coaching and feedback
Exposure to industry trends and insights
Full Job Description
The Role:
As a Sales Director or Senior Sales Director on the Corporate Commercial Team, you will be a player-coach: owning a book of strategic travel and brand advertiser accounts with your own revenue target, while leading a small team of sellers and driving the team's overall number. You will bring strong relationships across the travel industry and its agency partners, and use them to grow Sojern's business with major travel and brand advertisers in the fast-paced, online travel-advertising environment. This is a remote position.
Responsibilities:
Team Leadership
Lead, coach, and develop a small team of sellers, setting clear goals and holding the team accountable to its revenue target
Own the team's revenue number and forecast, running regular pipeline reviews and deal strategy sessions
Recruit, hire, and onboard strong sales talent, and build a high-performing, collaborative team culture
Provide ongoing feedback, performance management, and career development for direct reports
Partner with sales leadership on territory planning, account assignment, and go-to-market strategy
Individual Accounts
Own and grow a book of strategic accounts with an individual revenue target
Identify and win new business with major travel and brand advertisers and their agencies
Build and deepen relationships with holding companies and independent agencies, across both planning and buying teams
Develop account strategies that maximize Sojern's opportunities across all products and channels
Lead executive-level presentations and negotiations, securing insertion orders and annual commitments on commercial terms that grow the business
Partner with Account Management, Product, Marketing, and Ad Ops to ensure smooth launches, effective QBRs, and ongoing campaign success
Maintain an accurate forecast of individual and team pipeline, with consistent reporting to sales leadership
Stay on top of travel marketing, media, and data trends, and bring market insight back to Sojern's leadership and Product teams
Success Criteria:
Aligning and Executing Sales Strategy - Establishing a plan to achieve individual and team sales objectives, taking into consideration overall business goals, market opportunities, past results, and available resources; reviewing progress and adjusting the plan as needed.
Coaching and Developing Others - Providing timely guidance and feedback to help sellers strengthen specific knowledge and skills; helping each team member grow their book of business and their career.
Building a High-Performing Team - Hiring, developing, and retaining strong talent; creating a team culture of accountability, collaboration, and winning.
Business Acumen - Using knowledge of economic, financial, market, and industry trends to improve individual, team, and organizational results, and contributing to effective business strategies.
Building Influential Partnerships - Leveraging relationships with clients, agencies, and internal partners to persuade key stakeholders to take action that addresses customers' needs and advances sales.
Guiding Sales Opportunities - Developing strategic sales solutions that consider available facts, constraints, competitive circumstances, and strategic priorities; clearly connecting solutions to business needs.
Sales Negotiation - Effectively exploring alternatives and positions to reach mutually beneficial agreements that gain customers' acceptance and commitment.
Driving for Results - Setting high goals for personal and team accomplishment; using measurement methods to monitor progress; tenaciously working to meet or exceed goals.
High-Impact Communication - Clearly and succinctly conveying information and ideas to clients, agencies, executives, and the team in a focused and compelling way that drives action.
Emotional Intelligence Essentials - Establishing and sustaining trusting relationships by accurately perceiving and interpreting own and others' emotions and behavior; managing own responses so behavior matches values and delivers intended results.
Qualifications:
8+ years of sales experience in digital and programmatic advertising, travel, and/or hospitality (10+ years for Senior Sales Director)
2+ years of experience directly managing and developing a sales team
Strong, established relationships across the travel industry and with media agencies (holding company and independent) strongly preferred
Proven track record of exceeding both individual and team revenue targets
Comfortable in a player-coach role, balancing an individual book of business with team leadership
Experience selling data-driven and programmatic solutions to brand advertisers and agencies
Strong negotiation skills, with experience closing large, multi-product deals
Excellent written and verbal communication skills and executive presence
Effectively influence and communicate cross-functionally
Highly goal-driven and thrives in a fast-paced environment
Proficiency in standard business and sales software, including but not limited to Salesforce, Google Workspace, and Office products
Bachelor's degree from an accredited college or university
