Senior Sales Executive 3 (LA Times Studios)

Detroit Institute of Arts; El Segundo (CA); On-site; USD 180,000 - 240,000; Full time

Job summary

The Detroit Institute of Arts seeks a Senior Sales Executive to manage a high-value portfolio of enterprise and studios accounts, engaging executive decision-makers with customized proposals. You will develop long-term strategic plans, lead integrated campaigns across digital, print, programmatic, and custom studios content, and mentor junior teammates while driving revenue growth.

This role requires outstanding executive communication, CRM-driven forecasting, and a proven ability to win complex

Qualifications

• Bachelor's degree required; advanced degree preferred with 5+ years in media or 8+ years in sales.
• Proven experience selling integrated marketing solutions to senior-level clients.
• Deep knowledge of digital advertising, branded content, and custom studios or content marketing solutions.
• Exceptional consultative selling, negotiation, and executive communication skills.
• Strong ability to develop and maintain long-term client relationships at the decision-maker level.
• Experience mentoring junior sales colleagues.
• Proficiency in CRM and sales forecasting tools.
• Executive presence to command credibility in high-stakes client settings.
• Collaborative mindset to share knowledge and elevate peers.
• Analytical thinking translating market insights into strategic client recommendations.

Responsibilities

• Own and grow a portfolio of enterprise and studios accounts, delivering against a substantial annual revenue quota.
• Develop and execute long-term strategic account plans that align organizational capabilities with client objectives.
• Build and maintain executive-level relationships with clients, agencies, and key decision-makers.
• Lead the development of integrated campaign proposals spanning digital, print, programmatic, and custom studios content.
• Identify new enterprise opportunities and expand the organization's presence within high-value categories.
• Act as a senior resource and informal mentor to Sales Executives and Sales Executive 1 and 2 colleagues.
• Partner with editorial, studios, and product teams to develop bespoke solutions for complex client needs.
• Accurately forecast revenue and maintain detailed pipeline documentation in CRM.
• Represent the organization at industry events, client entertainment, and networking opportunities.

Skills

Account strategy

Executive relationships

Consultative selling

Negotiation

Forecasting

Mentoring

CRM proficiency

Sales leadership

Industry knowledge

Education

Bachelor's degree

Advanced degree

Tools

CRM software

Forecasting tools

Job description

The Senior Sales Executive 3 manages a high-value portfolio of enterprise and studios advertising accounts, engaging executive-level decision-makers with compelling, customized proposals. This individual brings strategic thinking and deep knowledge of integrated media solutions to every client relationship, driving significant revenue growth and delivering fully integrated campaigns. The Senior Sales Executive 3 also serves as a subject matter expert and informal mentor to junior members of the sales team, elevating the collective knowledge and performance of the broader organization.

Responsibilities:

• Own and grow a portfolio of enterprise and studios accounts, delivering against a substantial annual revenue quota.
• Develop and execute long-term strategic account plans that align organizational capabilities with client marketing objectives.
• Build and maintain executive-level relationships with clients, agencies, and key decision-makers.
• Lead the development of sophisticated, integrated campaign proposals spanning digital, print, programmatic, and custom studios content.
• Identify new enterprise opportunities and expand the organization's presence within high-value categories.
• Act as a senior resource and informal mentor to Sales Executives and Sales Executive 1 and 2 colleagues, sharing best practices and market insights.
• Partner with editorial, studios, and product teams to develop bespoke solutions for complex client needs.
• Accurately forecast revenue and maintain detailed pipeline documentation in CRM systems.
• Represent the organization at industry events, client entertainment, and networking opportunities.
• Other duties as assigned.

Requirements:

• Bachelor's degree required; advanced degree in marketing, business, or a related field and 5+ years of media, advertising, or digital sales experience with a demonstrated record of managing enterprise accounts and exceeding quota. OR 8+ years of media, advertising, or digital sales experience with a demonstrated record of managing enterprise accounts and exceeding quota.
• Proven experience selling complex, integrated marketing solutions to senior-level clients.
• Deep knowledge of digital advertising, branded content, and custom studios or content marketing solutions.
• Exceptional consultative selling, negotiation, and executive communication skills.
• Strong ability to develop and maintain long-term client relationships at the decision-maker level.
• Experience mentoring or informally coaching junior sales colleagues.
• Proficiency in CRM and sales forecasting tools.
• Executive presence and the ability to command credibility in high-stakes client settings
• Collaborative mindset with a natural inclination to share knowledge and elevate peers
• Analytical thinking that translates market insights into strategic client recommendations

Preferred Qualifications:

• A genuine interest in media, advertising, or digital marketing is a plus.