Sales Director

Wave Recruit; New York (NY); On-site; USD 120,000 - 160,000; Full time

Job summary

Wave Recruit is seeking a highly motivated Sales Director with a true hunter mentality to drive new business and expand presence across mid-market and enterprise B2C brands. You will create opportunities, build relationships with senior marketing executives, and manage a $2M–$3M quarterly pipeline.

The role emphasizes consultative selling, pipeline discipline, and end-to-end deal ownership through negotiation to handoff to success teams.

Qualifications

• 5–8+ years of successful B2B sales experience in SaaS, AdTech, digital media, performance marketing, or marketing technology.
• Proven success generating new business and building pipeline independently, without heavy reliance on inbound leads or SDR support.
• Experience selling to senior marketing decision-makers, including CMOs, VPs of Marketing, Growth leaders, and ecommerce executives.
• Proven ability to sell consultatively and position solutions around measurable business outcomes rather than product features.
• Experience managing complex, multi-stakeholder sales cycles and closing significant new business opportunities. Experience with $100K+ deals preferred.

Responsibilities

• Proactively identify, develop, and close new business opportunities across mid-market and enterprise B2C brands.
• Build and manage a self-generated pipeline through strategic prospecting, networking, industry events, and in-person client engagement.
• Develop trusted relationships with senior marketing executives, C-suite leaders, and agency partners.
• Lead consultative sales conversations focused on business outcomes, including customer acquisition, ROAS, conversion, retention, and incremental revenue growth.
• Challenge prospective customers to think differently about their marketing strategies and identify opportunities to drive stronger business performance.
• Manage complex sales cycles involving multiple stakeholders across marketing, finance, technology, procurement, legal, and executive leadership.
• Own the sales process from initial engagement through negotiation, contract execution, and successful handoff to the client success team.
• Maintain a disciplined approach to pipeline development, forecasting, and revenue generation.

Skills

New business development

Pipeline management

Consultative selling

Executive relationship building

Negotiation

hunter mentality

Job description

Compensation

$120,000-$160,000 base with 50/50 OTE

About

Our client is a leading performance marketing company partnering with mid-market and enterprise B2C commerce brands across retail, travel, and consumer goods and services. The company helps brands drive measurable business outcomes through innovative marketing solutions focused on customer acquisition, engagement, and growth.

The Opportunity

We are seeking a highly motivated, consultative Sales Director with a true hunter mentality to drive new business and expand presence across the market.

This individual will be responsible for creating opportunities, building relationships with senior marketing executives, and developing strategic partnerships with brands and agencies. We are looking for a confident, challenger-style seller who knows how to uncover business challenges, challenge conventional thinking, and translate marketing objectives into measurable business outcomes.

This is a hands-on, new-business-focused role for someone who thrives in a competitive environment, is comfortable creating opportunities from the ground up, and takes ownership of the sales process from initial outreach through contract execution and handoff to the client success team.

Ideal Background

We are targeting candidates from growth-stage or challenger organizations where success required building relationships, creating demand, and establishing credibility without relying on a household-name brand.

• Performance AdTech: Experience selling digital media, programmatic advertising, or performance marketing solutions directly to brands.
• Marketing Technology / SaaS: Experience selling SaaS solutions to CMOs, growth leaders, and ecommerce or CRM executives.

The ideal candidate consistently generates approximately two self-sourced opportunities per month, averages six client meetings per week, and manages $2M–$3M in quarterly pipeline.

Key Responsibilities

• Proactively identify, develop, and close new business opportunities across mid-market and enterprise B2C brands.
• Build and manage a self-generated pipeline through strategic prospecting, networking, industry events, and in-person client engagement.
• Develop trusted relationships with senior marketing executives, C-suite leaders, and agency partners.
• Lead consultative sales conversations focused on business outcomes, including customer acquisition, ROAS, conversion, retention, and incremental revenue growth.
• Challenge prospective customers to think differently about their marketing strategies and identify opportunities to drive stronger business performance.
• Manage complex sales cycles involving multiple stakeholders across marketing, finance, technology, procurement, legal, and executive leadership.
• Own the sales process from initial engagement through negotiation, contract execution, and successful handoff to the client success team.
• Maintain a disciplined approach to pipeline development, forecasting, and revenue generation.

Required Qualifications & Experience

• 5–8+ years of successful B2B sales experience in SaaS, AdTech, digital media, performance marketing, or marketing technology.
• Demonstrated success generating new business and building pipeline independently, without heavy reliance on inbound leads or SDR support.
• Experience selling to senior marketing decision-makers, including CMOs, VPs of Marketing, Growth leaders, and ecommerce executives.
• Proven ability to sell consultatively and position solutions around measurable business outcomes rather than product features.
• Experience managing complex, multi-stakeholder sales cycles and closing significant new business opportunities. Experience with $100K+ deals preferred.
• Strong communication, negotiation, and relationship-building skills, with the ability to be both personable and direct.
• A track record of resilience, persistence, and accountability in competitive sales environments.
• Comfortable with regular travel, in-person prospect meetings, and industry events.