Sales Director

Way Media; United States; On-site; USD 240,000 - 360,000; Full time

Job summary

Way Media is seeking a Sales Director – U.S. Growth (Individual Contributor) to lead personal U.S. sales activity and revenue growth.

This senior role requires owning the sales process, building relationships with agencies and clients, and closing new business in a hands-on, quota-carrying capacity. The ideal candidate will bring deep B2B media/advertising experience, a strong network of U.S. agency partners, and a proven track record of generating revenue through direct clients and agency

Responsibilities

• Own the complete sales cycle from prospecting through negotiation and closure.
• Identify and target new accounts, industries and revenue opportunities.
• Build relationships with senior marketing and business decision-makers.
• Generate new business through outbound prospecting, referrals and partnerships.
• Maintain accurate pipeline and forecast across the U.S. market.

Skills

Agency relationships

Enterprise sales

Strategic selling

B2B advertising industry knowledge

Job description

Way Media is looking for an experienced Sales Director – U.S. Growth (Individual Contributor) to drive our U.S. sales and revenue growth.

This is a senior individual contributor role with no team management responsibilities. The successful candidate will personally own the sales process, build relationships, generate opportunities, manage agency and client partnerships, and close new business. We are looking for a hands-on sales professional who can operate independently and take ownership of the U.S. market.

We are specifically looking for candidates from the B2B media, advertising, AdTech, MarTech, demand generation, lead generation, content syndication, programmatic advertising, data or related industries, with an existing network of agencies and marketing partners in the U.S.

The ideal candidate will understand how the U.S. B2B marketing ecosystem works and have a proven track record of generating business through direct clients as well as agency relationships.

This is a hands-on, quota-carrying individual contributor role for a strong hunter who can open doors, build relationships with senior decision-makers, develop agency partnerships and close new business.

Key Responsibilities

• Own and drive personal U.S. sales activity and revenue targets.
• Build and manage a strong pipeline of enterprise and mid-market opportunities.
• Identify and target new accounts, industries and revenue opportunities.
• Build relationships with senior marketing and business decision-makers.
• Generate new business through outbound prospecting, networking, referrals, partnerships and existing industry relationships.
• Own the complete sales cycle from prospecting through negotiation and closure.
• Consistently achieve and exceed quarterly and annual revenue targets.
• Take full individual ownership of pipeline generation, opportunity development and revenue closure.

A key focus of this role will be personally developing and managing relationships with agencies across the U.S.

• Build and maintain relationships with advertising agencies, media agencies, performance agencies, demand-generation agencies and other marketing service providers.
• Leverage an existing agency network to generate new opportunities for Way Media.
• Identify agencies that can become long-term clients, referral partners or channel partners.
• Present Way Media's solutions to agency leadership, media teams, account teams and their clients.
• Develop recurring revenue opportunities through agency relationships.
• Understand agency buying processes, client requirements and commercial models.
• Build strategic partnerships that create a consistent pipeline of business.
• Personally manage agency relationships and commercial opportunities from initial contact through closure.
• Identify and engage senior decision-makers at B2B companies.
• Build relationships with CMOs, CROs, Heads of Demand Generation, Marketing Directors and other senior stakeholders.
• Understand clients' lead generation, pipeline and customer acquisition challenges.
• Position Way Media's solutions around measurable business outcomes.
• Develop proposals, presentations and commercial business cases.
• Lead negotiations and close high-value opportunities.
• Own direct client relationships throughout the sales process.

Solution Selling

You will be expected to personally sell across Way Media's portfolio, including:

• Demand Generation
• Account-Based Marketing
• Intent-Based Marketing
• Content Syndication
• Programmatic Advertising
• Data & Audience Solutions
• Digital & Event Engagement
• Multilingual Demand Generation

The candidate should be comfortable selling complex marketing solutions rather than transactional products and be able to clearly communicate their value to both agencies and end clients.

Account Development

• Build long-term relationships with clients and agency partners.
• Identify cross-sell and upsell opportunities.
• Expand initial engagements into larger and recurring programs.
• Work closely with Client Success, Marketing and Delivery teams to ensure strong client relationships.
• Develop strategic accounts into long-term revenue partnerships.
• Personally identify and develop expansion opportunities within existing accounts.

While this is not a people-management role, the Sales Director will be responsible for maintaining strong personal sales discipline and accurate forecasting.

• Maintain accurate pipeline and opportunity data in the CRM.
• Provide regular personal sales forecasts and pipeline reports.
• Track deal velocity, conversion rates, average deal size and revenue performance.
• Maintain disciplined sales processes and reporting.
• Share market intelligence and competitive insights with the leadership team.
• Maintain visibility into personal pipeline, revenue performance and upcoming opportunities.