Account Director, Sales

Kargo; Los Angeles (CA); On-site; USD 130,000 - 155,000; Full time

Job summary

Kargo is seeking a Senior Account Director to be the primary commercial link to the marketplace, owning revenue growth across agencies, brands, and platforms. The role lands net-new business and expands existing accounts while feeding market intelligence back to shape product direction and positioning.

This is a hybrid role requiring onsite presence four days a week. Compensation reflects the US market with a base salary range of $130,000 to $155,000 USD, plus incentives based on quota

Qualifications

• 5+ years selling online and programmatic advertising.
• Proven ability to win support from C-level executives and key stakeholders.
• Deep knowledge of the digital and mobile advertising ecosystem.

Responsibilities

• Own revenue growth across agencies, brands, and platforms.
• Land net-new business and expand existing accounts.
• Provide market feedback to shape product direction.
• Collaborate with cross-functional teams to build compelling proposals.
• Maintain a healthy pipeline and forecast in Salesforce.

Skills

5+ years selling online & programmatic

Brand advertising & media sales

Relationships with brands & agencies

C-level engagement & stakeholders

Digital & mobile advertising knowledge

Consultative selling & ROI stories

Executive presentation skills

Sales strategy & pipeline management

Tools

Salesforce CRM

PowerPoint

Excel

Job description

Who We Are

Kargo creates powerful moments of connection between brands and consumers to build businesses. Every day, our 600+ employees work to radically raise the bar on what agentic AI, CTV, eCommerce, social, and mobile can do to deliver unique ad experiences across the world's most premium platforms. Taking a creative science approach to all we do, we continuously innovate solutions that outperform industry benchmarks and client expectations. Now 20+ years strong, Kargo has offices in NYC, Chicago, LA, Dallas, Sydney, Auckland, London and Waterford, Ireland.

Who We Hire

Techies who want to build the future. Creatives who want to design it better. Communicators to win business. Collaborators to build it. Data pros who turn numbers into insights. Product builders who turn ideas into innovations. Anyone eager to be on a team that doesn't stop to ask what's next, because they're already building it.

Mission

The Senior Account Director is Kargo's primary commercial link to the marketplace, owning revenue growth across a portfolio of strategic agencies, brands, and platforms. This role lands net-new business and expands existing accounts while feeding market intelligence back to the company to shape product direction and positioning. It exists to convert deep industry relationships into durable, growing revenue for Kargo.

This is a hybrid role requiring onsite presence 4 days a week.

Outcomes — What Success Looks Like in 6–12 Months

• Deliver against quota. Meet or exceed your annual revenue target, with predictable quarter-over-quarter attainment across the assigned portfolio.
• Open net-new business. Close a defined number of new brand-direct and agency accounts, measurably expanding Kargo's footprint in the region.
• Grow existing accounts. Increase revenue from current clients through renewals and upsell, improving year-over-year spend per account.
• Maintain a healthy pipeline. Sustain qualified coverage at 3x quota, with accurate stage progression and forecast reliability inside Salesforce.
• Inform the roadmap. Provide a consistent cadence of structured market feedback to the product organization that influences at least one positioning or roadmap decision.

Skills — Core Technical Capabilities

Required

• 5+ years selling online and programmatic advertising, plus 3+ years in brand advertising, media sales, or marketing
• Established, active relationships with brand and agency contacts across the region
• Proven ability to engage and win support from C-level executives and key stakeholders
• Deep working knowledge of the digital and mobile advertising ecosystem
• Consultative selling fluency: building ROI cases, presenting new and existing products, and closing
• Strong written and verbal communication, including executive-level presentation skills

Preferred

• Salesforce CRM proficiency for activity tracking and forecasting
• Fluency in PowerPoint and Excel for proposals and revenue modeling

Competencies — Behaviors We Like to See

Hunter's Drive

• Pursues and closes deals with persistence; treats both new logos and account expansion as personal targets
• Moves opportunities forward without prompting, owning the full cycle from prospecting to signature

Consultative Partnership

• Invests in understanding each client's business, challenges, and goals before positioning a solution
• Builds trust across all levels of an account, behaving as a strategic partner rather than a vendor

Market Fluency & Curiosity

• Maintains sharp awareness of Kargo's products, competitors, and the broader ecosystem, and keeps learning
• Transforms frontline market signals into clear, actionable feedback for product and leadership

Team Leadership

• Partners closely with Account Management, creative, design, and yield teams to build compelling proposals
• Mentors and elevates junior sellers, raising the bar for the wider team

Compensation

In accordance with applicable federal, state, and local pay transparency laws, the anticipated base salary range for this position is listed below. Actual compensation may vary based on factors such as geographic location, work experience, education, and skills.

U.S. Salary Range: $130,000—$155,000 USD

Our Laurels

• AdAge Best Places to Work
• ThinkLA Partner of the Year
• Built In Best Places to Work
• Cynopsis 2025 Top Women in Media - Jeannine Shao Collins
• Martech Breakthrough Awards - Best Overall Adtech Company
• Digiday Media Awards Best Event
• Cynopsis Media Impact Awards-Best CTV Platform
• Martech Breakthrough Awards-CTV Innovation
• Adweek Media Plan of the Year Awards - Best Use of Insights

Kargo is an Equal Opportunity Employer. We are committed to building an inclusive and diverse workplace where all employees and applicants are treated with respect and dignity. We do not discriminate on the basis of race, color, ethnic origin, religion or belief, sex, sexual orientation, gender identity or expression, age, disability, marital or family status, national origin, veteran status, or any other characteristic protected by applicable local, state, or federal law. All qualified applicants will receive consideration for employment.

Pursuant to applicable fair chance laws, including the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring, Kargo will consider qualified applicants with arrest and conviction records for employment.