Senior Account Executive/Director of Sales - Programmatic - Top Publisher

Three Pillars Recruiting; Chicago (IL); On-site; USD 150,000 - 230,000; Full time

Job summary

Three Pillars Recruiting is seeking a high-impact Director of Sales in Chicago to drive revenue growth across new and existing accounts in the Ad-Tech space. You will lead strategic account development, manage a portfolio of large-scale partnerships, and balance hands-on revenue generation with long-term partnerships.

The role demands 10+ years in ad-tech sales, a proven track record of $5MM+ annual revenue, and strong C-suite relationship skills.

Qualifications

• Education: College degree preferred, or equivalent work experience.
• 10+ years in Ad-Tech solutions selling, digital advertising sales, account management, or media partnerships with proven territory leadership.
• Proven track record managing $5MM+ in annual revenue with a history of exceeding goals.
• Experience working with agencies (holding companies and independents) and direct brand clients.
• Proven success in new business development with the ability to break and grow six- and seven-figure accounts.
• Deep understanding of programmatic advertising, intent targeting, and audience-based marketing.
• History of cultivating C-suite relationships and presenting to senior executives.

Responsibilities

• Own and achieve annual revenue targets and manage a portfolio of accounts.
• Sell integrated advertising and digital solutions aligned to client objectives.
• Build relationships with agencies and direct clients; identify upsell opportunities.
• Deliver campaign performance reviews and optimization strategies.
• Lead cross-functional collaboration with planning, marketing, research, ad ops, and account management.
• Develop long-term account growth strategies and mentor junior team members.

Skills

Ad-Tech sales

Digital advertising

Strategic account growth

New business development

C-suite relationships

Team leadership

Education

College degree preferred

Job description

We are seeking a high-impact sales professional to drive revenue growth across new and existing accounts. The ideal candidate is a results-driven seller who can both execute day-to-day revenue generation and, at the senior level, lead strategic account development and large-scale partnerships. As Director of Sales, you will leverage the robust MNI portfolio of products and solutions. This is an exceptional opportunity for a proven sales leader who can balance strategic partnership development with the hustle of territory building.

About The Position's Contributions

55% Revenue Growth & Client Management

• Own and achieve annual revenue targets ($3MM+ for SAE level; $5MM+ for Director level)
• Manage and grow a portfolio of existing and developmental accounts
• Sell integrated advertising and digital solutions aligned to client objectives
• Build strong relationships with agencies and direct clients
• Identify upsell and cross-sell opportunities across full product portfolio
• Deliver ongoing campaign performance reviews and optimization strategies

20% New Business Development

• Prospect and develop new business across B2B and B2C categories
• Conduct outreach through meetings, presentations, events, and networking
• Build and maintain a healthy, active sales pipeline

  10% Strategic Selling & Insights

  • Leverage data, research, and industry insights to inform sales approach
  • Develop customized, impactful proposals and presentations
  • Translate client marketing needs into actionable strategies
  • Position offerings effectively within the competitive landscape

  10% Cross-Functional Collaboration

  • Partner with internal teams (planning, marketing, research, ad ops, account management)
  • Contribute to development of integrated media plans and sales materials
  • Ensure seamless execution of client campaigns

  5% Reporting & Operations

  • Maintain accurate pipeline, forecasting, and performance tracking
  • Provide regular updates on revenue, opportunities, and account status
  • Complete reporting requirements in a timely manner

  Additional Responsibilities

  • Leads both revenue and strategic account growth
  • Shapes account and territory strategy
  • Engages C-suite and enterprise-level decision-makers
  • Structures complex, multi-year partnerships
  • Influences cross-functional direction and priorities
  • Assess market potential and shape territory strategy
  • Represent the organization at industry events and leadership forums
  • Develop and execute long-term account growth strategies
  • Mentor junior sales team members where applicable
  • Provide strategic input on product positioning and go-to-market efforts

  The Role's Minimum Qualifications And Job Requirements

  • Education: College degree preferred, or equivalent work experience.
  • 10+ years in Ad-Tech solutions selling, digital advertising sales, account management, or media partnerships with proven territory leadership
  • Demonstrated track record managing $5MM+ in annual revenue with a history of exceeding goals
  • Experience working with agencies (holding companies and independents) and direct brand clients
  • Proven success in new business development with the ability to break and grow six and seven-figure accounts
  • Deep understanding of programmatic advertising, intent targeting, and audience-based marketing
  • History of cultivating C-suite relationships and presenting to senior executives

  Specific Knowledge, Skills, Certifications And Abilities

  • Business development specialist with demonstrated ability to grow client and agency relationships through prospecting and deep organizational engagement
  • Strategic thinker with strong business acumen and consultative, insight-driven sales approach
  • Exceptional presentation, communication, and interpersonal skills
  • Self-starter capable of working independently while collaborating across teams
  • Highly driven and entrepreneurial with a passion for success and a strong work ethic
  • Excellent organizational, multitasking, and problem-solving abilities
  • Ability to thrive in a collaborative, competitive, and fast-paced environment
  • Professional demeanor with strong customer service skills
  • Valid U.S. driver's license required