West Regional Sales Lead, Digital Advertising Growth

Yahoo Holdings Inc.; Richardson (TX); Hybrid; USD 255,000 - 555,000; Full time

Benefits offered by this job

Flexible hybrid work

Healthcare benefits

401k plan

Job summary

Yahoo DSP is seeking a Senior Director of Sales to lead West region Account Directors, driving revenue growth across a diverse advertiser and agency portfolio. The role reports to the VP of Sales, West, and requires strategic leadership to translate organizational strategy into clear priorities and actions.

The ideal candidate brings deep knowledge of the digital advertising and programmatic ecosystem, strong commercial instincts, exceptional leadership, and the ability to drive results across a

Qualifications

• 12+ years in digital advertising or media sales, including 5+ years leading and developing quota carrying sellers or account teams.
• Proven track record owning a significant regional or multi-vertical book of business, with consistent performance against revenue targets.
• Deep working knowledge of the programmatic ecosystem: DSPs, SSPs, exchanges, identity and addressability, CTV, retail and commerce media, and measurement and attribution.
• Experience selling into and negotiating with both brand advertisers and holding company agencies, including platform commitments, JBPs, and multi-year partnership agreements.
• Demonstrated success hiring, coaching, and retaining high-performing sellers, including managing performance and building bench strength.
• Demonstrated use of AI tools in their own sales workflow, with a clear point of view on where AI creates leverage for a sales organization (account research, pipeline hygiene, call prep, forecasting) and where human judgment still has to own the outcome.
• Operational rigor in forecasting and pipeline management, with disciplined CRM hygiene and accurate revenue calls.
• Executive presence and credibility with CMOs, agency leadership, and internal executive stakeholders, with comfort representing the company externally at industry events.
• Ability to lead through influence across Product, Client Services, Marketing, and Agency Development.

Responsibilities

• Drive West Region Revenue and Growth by expanding strategic accounts and developing new advertiser and agency relationships.
• Build and execute a regional growth plan to increase Yahoo DSP adoption and accelerate revenue.
• Maintain operational rigor through disciplined pipeline management, accurate forecasting, and account prioritization.
• Serve as Strategic Partner to the VP of Sales, West, aligning coverage and organizational structure with business evolution.
• Collaborate with cross-functional partners to deliver integrated solutions and strengthen relationships across the West Region.
• Lead and develop a high-performing team through coaching, pipeline reviews, and strategic development.

Skills

Digital advertising sales

Leadership

Forecasting

CRM discipline

AI in sales

Agency/brand negotiations

Executive presence

Cross-functional collaboration

Strategic account management

Job description

Yahoo DSP is seeking a Senior Director of Sales to lead West region Account Directors, driving revenue growth across a diverse advertiser and agency portfolio. The role reports to the VP of Sales, West, and requires strategic leadership to translate organizational strategy into clear priorities and actions.

The ideal candidate brings deep knowledge of the digital advertising and programmatic ecosystem, strong commercial instincts, exceptional leadership, and the ability to drive results across a