Sales Director - Ad Intelligence

Chris Baily; New York (NY); On-site; USD 180,000 - 250,000; Full time

Benefits offered by this job

Medical benefits

Dental & Vision

401(k) match

Unlimited PTO

Parental leave

Commuter benefits

Recognition program

Referral bonus

Job summary

Guideline is a global provider of ad intelligence and media plan management technology. We empower enterprises to optimize media performance and drive outcomes. As Sales Director you will expand our data solutions business, sourcing and closing high-value prospects.

You’ll work with Customer Success to expand existing relationships and drive growth across channels. Success requires seven-plus years in data/SaaS/ad tech sales, a strong network, and excellent negotiation and presentation skills.

Qualifications

• Five+ years in data, SaaS, or ad tech sales with publishers/media owners preferred.
• Proven ability to build and close a robust sales pipeline.
• Strong consultative selling with data-driven insights.
• Excellent presentation and negotiation skills.
• Deep network in media companies and agencies.

Responsibilities

• Represent Guideline's data solutions to media owners, publishers, platforms, and consultancies.
• Generate inbound/outbound leads and manage a proactive pipeline.
• Navigate complex sales cycles and close net-new logos.
• Collaborate with product, marketing, and success teams to maximize value.
• Provide forecasts and weekly insights using Salesforce and Gong.

Skills

Sales pipeline

Strategic selling

Media & ad tech

Data analytics

Consultative selling

Network in media

Deal negotiation

Forecasting & reporting

Presentations

Communication

Excel proficiency

Salesforce

Education

Bachelor's degree

Tools

Salesforce

Gong

Microsoft Excel

PowerPoint

Job description

Job Description

Job DescriptionJob DescriptionDescription:

About Guideline Guideline is a global provider of ad intelligence and media plan management technology, powering the strategy, planning, and management of advertising buying and selling for the world’s leading enterprises. Our solutions deliver the industry’s most comprehensive and timely insights, enabling publishers, agencies, brands, investors, and consulting firms to optimize media performance and drive superior business outcomes. Guideline’s proprietary spend and pricing data represents approximately $200 billion in annual media investment across 65 countries, providing the most complete and transparent view of the global advertising marketplace available today. In 2026 we are accelerating our investment in analytics and AI-powered solutions for the advertising and capital markets industries.

About the Role

As a Sales Director at Guideline, you will play a pivotal role in driving our growth in the data solutions business. You will be responsible for identifying, sourcing, and closing prospects who are an excellent fit for our solutions. With strong consultative selling skills, you will engage with inbound leads, proactively generate new leads to build a robust sales pipeline, and work closely with our Customer Success team to expand existing relationships. This is a true business development role, with the primary objective of securing net-new logos for Guideline.

Collaboration with internal teams across product, marketing, and sales development is key to achieving individual and team goals and contributing to our mission-driven approach. You'll translate the value of our software and data solutions into terms that resonate with each client's unique use case, helping them see a clear path to business growth.

Key Responsibilities

• Drive Forward: Represent Guideline's powerful data solutions to media owners, publishers, platforms, and consulting firms.
• Initiate Growth: Proactively reach out to (and engage) high-value prospects, cultivating a robust pipeline of fresh opportunities.
• Master the Sales Process: Navigate diverse sales cycles with finesse, confidently steering intricate negotiations.
• Follow Proven Processes: Employ MEDDICC and Value-Selling methodologies to forge profound partnerships and enduring relationships.
• Collaborate Effectively: Embrace a cross-functional approach, demonstrating a keen grasp of the omni-channel advertising landscape, market needs, and the unique value Guideline brings.
• Manage Your Business: Offer precise forecasts and weekly insights, leveraging Salesforce and Gong to manage and enhance your business strategies.

Desired Skills & Experience

• Sales Savvy: A proven track record of more than seven years in data, SaaS, or ad tech sales, with a preference for experience selling to publishers and media owners.
• Strategic Mindset: Expertise in crafting winning sales strategies for advanced advertising, technology, and data products and services.
• Media Maven: An in-depth comprehension of the media, advertising, currency, and measurement markets.
• Data Aficionado: A background in aiding clients to leverage intricate data sets for analytics and business intelligence.
• Consultative Artistry: Proficiency in consultative, solution-based sales, consistently surpassing quarterly quotas.
• Deep Network: Established contacts within media companies, publishers, or consulting firms.
• Deal Maker: A skilled negotiator, with strong presentation skills and a track record of sealing deals.
• Pipeline Architect: An adept identifier of new business prospects and a builder of dynamic pipelines within Salesforce.
• Problem-Solving Pro: Devoted to addressing clients' pivotal business challenges and needs.
• Superb Communicator: Exceptional communication, organization, and presentation skills.
• Tech Whiz: Advanced proficiency in Excel, Word, PowerPoint, Gong, and Salesforce.

Compensation

We consider a wide range of factors when determining compensation including relevant experience, education, and skill level. Additional commission incentives will be included as part of a market-competitive total compensation package.

Benefits

Guideline offers full- time employees a comprehensive benefits package based on location. Some benefits may include, but are not limited to:

• Medical, Dental, Vision, Health Savings Account, Flexible Spending Account
• STD, Life, LTD and AD&D
• 401(k) with a company match program
• Unlimited Paid Time Off (PTO)
• Paid Parental Leave
• Commuter Benefits
• Employee Recognition Program
• Referral Bonus Program

Equal Opportunity Employer

Guideline is an equal opportunity employer, committed to our diversity and inclusiveness. We will consider all qualified applicants without regard to race, color, nationality, gender, gender identity or expression, sexual orientation, religion, disability, or age. We strongly encourage women, people of color, members of the LGBTQIA community, people with disabilities, and veterans to apply.

Requirements