Director, Digital Sales

TEGNA, Inc.; Tysons (VA); On-site; USD 125,000 - 180,000; Full time

Benefits offered by this job

Comprehensive benefits package

401(k) with company match

Teladoc access

Spring Health therapy

PTO + paid holidays

Medical plans (Blue Cross Blue Shield)

Dental and vision coverage

Job summary

TEGNA Inc. is seeking a Director of Digital Sales to lead digital revenue growth and sales strategy across multiple markets.

This leadership role drives performance across more than a dozen local markets, building teams, partnerships with advertisers, and accelerating digital growth while balancing big-picture strategy with hands-on execution. The ideal candidate will have 7+ years in digital ad sales, a track record of meeting revenue goals, and strong collaboration with cross-functional

Qualifications

• 7+ years of digital advertising sales and account management experience, including at least 3 years of sales leadership.
• Proven track record of achieving digital revenue goals and growing accounts.
• Strong understanding of digital advertising solutions including CTV/OTT, programmatic, digital video.
• Ability to recruit, coach, and develop sales teams with accountability.
• Strong strategic thinking and execution, turning objectives into plans.
• Excellent communication, presentation, and relationship-building across markets.
• Experience leading sales across multiple markets and influencing leaders beyond direct reports.
• Experience with CRM platforms, sales forecasting, digital analytics, audience measurement tools.

Responsibilities

• Develop and execute regional digital sales strategies that accelerate new business development, expand the customer base, grow existing accounts, and drive sustainable revenue growth.
• Partner with local market leadership to establish revenue goals, execute sales strategies, and hold teams accountable for achieving results.
• Recruit, coach, and develop high-performing digital sales leaders and sellers, providing leadership and direction through direct and dotted-line reporting relationships.
• Drive adoption of digital sales strategies, tools, and best practices across markets, challenging existing approaches and helping teams adapt to changing customer needs.
• Analyze market performance, competitive trends, and sales activity to identify growth opportunities, improve forecasting, and develop action plans for underperforming markets.
• Build and maintain relationships with key regional and national advertisers, supporting teams in developing integrated advertising solutions that deliver results for clients.
• Partner with digital product, sales operations, and other cross-functional teams to strengthen sales execution, address challenges, and maximize the effectiveness of TEGNA's digital advertising solutions.
• Contribute insights and recommendations that help shape TEGNA's broader digital sales strategy while fostering a culture of collaboration, accountability, and continuous improvement.

Skills

Digital advertising sales

Account management

Sales leadership

Strategic thinking

Communication & relationships

Forecasting & analytics

Tools

Salesforce

WideOrbit

Comscore

Tableau

Job description

TEGNA Inc. helps people thrive in their local communities by providing the trusted local news and services that matter most. With 64 television stations in 51 U.S. markets, TEGNA reaches more than100 million people monthly across the web, mobile apps, streaming, and linear television. Together, we are building a sustainable future for local news.

TEGNA is seeking a Director of Digital Sales to lead digital revenue growth and sales strategy across multiple markets.

This leader will drive digital sales performance across more than a dozen local markets, accelerating new business growth and deepening partnerships with key regional and national advertisers. Working closely with local market leadership, the Director will develop and execute strategies that grow revenue, increase market share, and maximize opportunities across TEGNA's portfolio of digital advertising solutions.

The ideal candidate is a strategic, results-driven sales leader who knows how to turn opportunities into revenue, build and develop high-performing teams, and create accountability across multiple markets. This role requires someone who can balance big-picture strategy with hands-on execution, challenge existing approaches, and help markets accelerate digital growth.

Location

Must reside in a TEGNA market.

Reports to

VP, Digital Sales

Responsibilities

• Develop and execute regional digital sales strategies that accelerate new business development, expand the customer base, grow existing accounts, and drive sustainable revenue growth.
• Partner with local market leadership to establish revenue goals, execute sales strategies, and hold teams accountable for achieving results.
• Recruit, coach, and develop high-performing digital sales leaders and sellers, providing leadership and direction through direct and dotted-line reporting relationships.
• Drive adoption of digital sales strategies, tools, and best practices across markets, challenging existing approaches and helping teams adapt to changing customer needs.
• Analyze market performance, competitive trends, and sales activity to identify growth opportunities, improve forecasting, and develop action plans for underperforming markets.
• Build and maintain relationships with key regional and national advertisers, supporting teams in developing integrated advertising solutions that deliver results for clients.
• Partner with digital product, sales operations, and other cross-functional teams to strengthen sales execution, address challenges, and maximize the effectiveness of TEGNA's digital advertising solutions.
• Contribute insights and recommendations that help shape TEGNA's broader digital sales strategy while fostering a culture of collaboration, accountability, and continuous improvement.

Requirements

• 7+ years of successful digital advertising sales and account management experience, including at least 3 years of sales leadership or team management experience.
• Proven track record of achieving or exceeding digital revenue goals, driving new business development, and growing existing accounts.
• Strong understanding of digital advertising solutions, including CTV/OTT, programmatic advertising, digital video, and emerging digital platforms.
• Demonstrated ability to recruit, coach, and develop high-performing sales teams while building a culture of accountability and results.
• Strong strategic thinking and execution skills, with the ability to translate business objectives and performance data into actionable sales plans.
• Excellent communication, presentation, and relationship-building skills, with the ability to influence leaders and teams across multiple markets.
• Ability to lead through change, challenge existing approaches, and collaborate effectively with local market leadership and cross-functional partners.
• Strong organizational, analytical, and problem-solving skills, with the ability to manage competing priorities in a fast-paced environment.
• Experience with CRM platforms, sales forecasting, digital analytics, and audience measurement tools. Familiarity with Salesforce, WideOrbit, Comscore, Tableau, and similar platforms preferred.
• Experience leading sales performance across multiple markets, including influencing teams and leaders outside of direct reporting relationships, preferred.

Pay Range

$125,000 - $180,000 USD

TEGNA offers comprehensive benefits designed to safeguard the physical, mental and financial health of our employees and their families. TEGNA offers two medical plan options for full and part-time employees through Blue Cross Blue Shield of Texas, as well as access to dental and eye care coverage; fertility, surrogacy and adoption assistance; disability and life insurance.

Our 401(k) program offers full, part-time and temporary employees the opportunity to contribute 1% - 80% of their pay on a pre-tax basis to TEGNA’s 401(k). Contributions made up to the first 4% of pay are eligible for a 100% match from the company and are 100% vested from day one.

Regardless of participation in TEGNA medical plans, ALL employees and their eligible family members receive nine free virtual doctor’s appointments with a physician through Teladoc, and 12 free annual therapy sessions with a licensed clinician through Spring Health.

TEGNA offers a generous Paid Time Off (PTO) benefit as well as nine paid holidays per year.

* Some jobs are covered by a collective bargaining agreement and thus some or all of the benefits described herein may not apply. For example, some newsroom bargaining unit employees receive health and retirement benefits under plans administered by the union.

EEO statement

TEGNA Inc. is a proud equal opportunity employer. We areproud to be an equal opportunity employer, hiring and developing individuals from diverse backgrounds and experiences to add to our collaborative culture. We value and consider applications from all qualified candidates without regard to actual or perceived race, color, religion, national origin, sex, gender, age, marital status, personal appearance, sexual orientation, gender identity or expression, family responsibilities, disability, medical condition, enrollment in college or vocational school, political affiliation, military or veteran status, citizenship status, genetic information, or any other basis protected by federal, state or local law. TEGNA will reasonably accommodate qualified individuals with disabilitiesin accordance with applicable law. If you are in need of an accommodation in order to submit your application, please email [e-mail]