Manager, Advertising Sales

HTK; Jakarta Pusat; Hybrid; IDR 900,000,000 - 1,400,000,000; Full time

Job summary

HTK is seeking a senior Advertising Sales Director to lead Indonesia-based revenue growth, manage key agency relationships and sell integrated digital solutions across AVOD, CTV, and branded content. You will drive end-to-end sales cycles, collaborate with cross-functional teams, and guide strategic account planning to maximize profitability.

Ideal candidates have 10+ years in Indonesian advertising sales, established networks with major advertisers, and fluency in Bahasa Indonesia and English.

Qualifications

• 10+ years in advertising-sales, media-sales, digital-commercial or agency-partnerships in Indonesia.

Responsibilities

• Deliver assigned advertising-revenue, pipeline, renewal and new-business targets for Indonesia.
• Build and manage relationships across key media agencies, holding companies, independent agencies, direct advertisers and strategic ad-tech partners.
• Develop and sell integrated commercial solutions across AVOD, CTV, digital video, mobile, social extensions, sponsorships, branded content, events and advertiser-funded programming.
• Identify category, client and agency growth opportunities; build account plans that prioritize revenue potential, strategic relevance and long-term partnership value.
• Lead end-to-end sales conversations, from prospecting and client discovery through proposal development, commercial negotiation, contracting and campaign delivery.
• Work closely with content, marketing, product, ad operations, data, legal and finance teams to develop feasible, differentiated and profitable client solutions.
• Use sales, market and campaign data to identify growth opportunities, strengthen account plans, improve forecast accuracy and inform commercial decisions.
• Leverage AI-enabled sales, research, data-analysis and workflow tools responsibly to improve prospecting, proposal development, client preparation, reporting, pipeline management and productivity.
• Ensure all use of AI tools follows company policies on confidentiality, data security, intellectual property, client information and brand safety.
• Create clear, accurate sales forecasts and maintain disciplined CRM hygiene, pipeline reporting and weekly opportunity reviews.
• Monitor campaign delivery, client satisfaction and post-campaign performance; lead renewal and upsell discussions based on results and learnings.

Skills

Sales leadership

CRM proficiency

Forecasting

Deal negotiation

Tools

CRM platforms

AI-enabled sales tools

Job description

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Reports to: Regional Head of Advertising

Key responsibilities

• Deliver assigned advertising-revenue, pipeline, renewal and new-business targets for Indonesia.
• Build and manage relationships across key media agencies, holding companies, independent agencies, direct advertisers and strategic ad-tech partners.
• Develop and sell integrated commercial solutions across AVOD, CTV, digital video, mobile, social extensions, sponsorships, branded content, events and advertiser-funded programming.
• Identify category, client and agency growth opportunities; build account plans that prioritize revenue potential, strategic relevance and long-term partnership value.
• Lead end-to-end sales conversations, from prospecting and client discovery through proposal development, commercial negotiation, contracting and campaign delivery.
• Work closely with content, marketing, product, ad operations, data, legal and finance teams to develop feasible, differentiated and profitable client solutions.
• Use sales, market and campaign data to identify growth opportunities, strengthen account plans, improve forecast accuracy and inform commercial decisions.
• Leverage AI-enabled sales, research, data-analysis and workflow tools responsibly to improve prospecting, proposal development, client preparation, reporting, pipeline management and productivity.
• Ensure all use of AI tools follows company policies on confidentiality, data security, intellectual property, client information and brand safety.
• Create clear, accurate sales forecasts and maintain disciplined CRM hygiene, pipeline reporting and weekly opportunity reviews.
• Monitor campaign delivery, client satisfaction and post-campaign performance; lead renewal and upsell discussions based on results and learnings.

Qualifications and experience

• 10+ years of progressive advertising-sales, media-sales, digital-commercial or agency-partnership experience in Indonesia.
• Established relationships with major Indonesian advertisers, media agencies and agency holding companies.
• Demonstrated success selling premium digital media, online video, OTT/CTV, mobile, programmatic, sponsorship or branded-content solutions.
• Strong understanding of the Indonesian advertising ecosystem, including agency planning and buying processes, client decision-makers and major growth categories.
• Commercially sophisticated, with experience structuring proposals, negotiating pricing and terms, managing revenue forecasts and closing complex deals.
• Strong understanding of digital-video advertising metrics, including reach, frequency, completion rate, viewability, engagement, brand lift and conversion-oriented measurement.
• Familiarity with programmatic advertising, including DSPs, SSPs, private marketplaces, programmatic guaranteed and audience/data activation.
• Demonstrated ability to use CRM and sales-enablement platforms, reporting dashboards and productivity tools to manage accounts, opportunities and forecasts.
• AI fluency: able to effectively use AI-enabled tools to support sales prospecting, account research, insight generation, proposal drafting, presentation development, forecasting, CRM updates and workflow automation.
• Sound judgement in using AI responsibly, including the ability to validate outputs, protect confidential information, avoid uploading restricted client or company data, recognize potential bias or inaccuracies, and comply with internal governance requirements.
• Curious and proactive about adopting new sales, data, automation and collaboration technologies that enhance commercial effectiveness without replacing relationship-led, consultative selling.
• Excellent presentation, storytelling and negotiation skills; able to engage credibly with C-suite clients and senior agency stakeholders.
• Highly organized and analytical, with a disciplined approach to pipeline management, forecasting and account planning.
• Comfortable operating in a cross-functional, regional organization with multiple stakeholders and competing priorities.
• Fluent Bahasa Indonesia and professional English are essential.

Preferred experience

• Experience in a streaming platform, broadcaster, publisher, digital-video business, social platform, ad-tech company or leading media agency.
• Experience selling sponsorships, branded entertainment, branded content or creator/influencer extensions.
• Experience commercializing live sports, entertainment franchises or high-impact content moments.