Sales Director - AdTech / Digital Media

Equate Recruitment; Gauteng; Hybrid; ZAR 1,200,000 - 1,800,000; Full time

Benefits offered by this job

Hybrid working arrangement in Northern

Johannesburg

Senior leadership opportunity

Exposure to leading brands and media

Commission linked to sales team

Amazing company culture

Job summary

Equate Recruitment is seeking a commercially ambitious sales leader to spearhead growth in digital advertising and AdTech in South Africa. You will shape the sales strategy, own client acquisitions and build long-term partnerships with major brands, agencies and advertisers.

You will lead a high-performing sales team, forecast revenue, and report to the leadership. The role offers a hybrid work arrangement in Northern Johannesburg and opportunities to influence strategy.

Qualifications

• 8+ years in digital media or AdTech.
• 5+ years leading sales teams.
• Established SA network among media agencies and brands.
• Bachelor's degree or equivalent qualification.
• Strong commercial acumen and negotiation skills.
• Experience with programmatic advertising is a plus.

Responsibilities

• Develop and implement the overall sales strategy to drive revenue and gross-profit growth.
• Identify and pursue new business opportunities across SA brands, media agencies and advertisers.
• Own the sales pipeline, revenue forecasting and performance reporting.
• Develop strategic initiatives to strengthen the AdTech and digital media position.
• Expand market presence and new revenue streams while increasing share of ad spend.
• Set sales targets and measurable objectives; align with leadership.
• Lead pitches, negotiations and closing of significant opportunities.
• Drive partnerships with technology and media stakeholders.
• Mentor and lead the sales team; maintain CRM accuracy.

Skills

Digital media

AdTech

Sales leadership

Strategic partnerships

Negotiation

Forecasting

Education

Bachelor's degree or equivalent qualification

Tools

Salesforce

CRM software

Job description

Key Responsibilities

Sales Strategy and Commercial Growth

• Develop and implement the overall sales strategy to drive sustainable revenue and gross-profit growth.
• Identify and pursue new business opportunities across leading South African and international brands, media agencies and advertisers.
• Take ownership of the sales pipeline, revenue forecasting and commercial performance.
• Develop strategic sales initiatives that strengthen the business's competitive position within the AdTech and digital media landscape.
• Identify opportunities to expand market presence, develop new revenue streams and increase share of advertising spend.
• Establish clear sales targets, commercial priorities and measurable performance objectives.
• Work closely with the leadership team to align commercial activity with the broader business growth strategy.

New Business Development

• Personally drive high-value new business opportunities and strategic client acquisitions.
• Leverage an established network of senior decision-makers across major media agency groups, brands and marketing departments.
• Build relationships with prospective clients, understand their marketing objectives and develop compelling advertising solutions.
• Lead pitches, presentations, commercial negotiations and the closing of significant opportunities.
• Identify opportunities across programmatic advertising, digital media, audience targeting and the broader advertising technology portfolio.
• Build a healthy, qualified sales pipeline with clear opportunities, values, probabilities and anticipated closing dates.

Existing Client Growth and Relationship Management

• Strengthen relationships with existing clients and agency partners.
• Identify opportunities to increase client investment through cross-selling, upselling and additional advertising solutions.
• Develop strategic account plans that support long-term relationships and recurring revenue.
• Engage senior client stakeholders to understand their commercial challenges, marketing priorities and future opportunities.
• Ensure clients receive relevant, innovative solutions that deliver measurable value.
• Work collaboratively with Client Services, Strategy and Ad Operations teams to maintain strong client satisfaction and retention.

Sales Leadership and Team Development

• Lead, motivate and develop the sales team to consistently achieve and exceed performance targets.
• Establish clear individual and team sales objectives, accountability and performance standards.
• Coach team members on business development, relationship management, pitching, negotiation and closing.
• Conduct regular pipeline reviews, sales meetings and performance discussions.
• Identify development opportunities and implement practical coaching initiatives to improve team effectiveness.
• Create a performance-driven, collaborative sales culture built around ownership, accountability and results.
• Address underperformance constructively while recognising and developing high-performing team members.
• Ensure the sales team maintains accurate CRM records, pipeline information and revenue forecasts.

Commercial Management and Reporting

• Take accountability for sales performance against agreed revenue and profitability targets.
• Monitor pipeline quality, conversion rates, sales cycles and forecasting accuracy.
• Evaluate opportunities based on revenue potential, profitability and strategic value.
• Prepare regular sales reports and commercial performance updates for the leadership team.
• Identify commercial risks and implement corrective actions where required.
• Work with Finance and operational stakeholders to ensure that sales commitments are commercially viable and deliverable.
• Continuously assess sales processes, pricing approaches and go-to-market strategies to improve efficiency and performance.

Market Development and Strategic Partnerships

• Maintain a strong understanding of developments in digital advertising, programmatic media and advertising technology.
• Identify emerging market opportunities, industry trends and competitor activity.
• Build and maintain relationships with relevant technology partners, media agencies and industry stakeholders.
• Collaborate with internal teams to develop innovative client propositions and commercially attractive advertising solutions.
• Represent the business professionally within the advertising and media industry.

Requirements

• Minimum 8 years' experience in digital media, digital advertising or AdTech.
• At least 5 years' experience in sales or new business development.
• Proven experience leading and developing sales teams.
• A strong track record of achieving revenue targets and driving business growth.
• An established network of senior decision-makers across leading South African media agencies and brands.
• Solid understanding of programmatic advertising and digital media solutions.
• Strong commercial acumen, negotiation and presentation skills.
• Relevant Bachelor's degree or equivalent qualification.

The Person We Are Looking For

We are looking for a commercially ambitious, confident and well-connected sales leader who is genuinely passionate about digital media.

You should be:

• A natural relationship builder with strong industry connections.
• A hands-on leader who enjoys opening doors and closing significant deals.
• Strategic in your thinking but practical and decisive in your execution.
• Commercially driven, accountable and motivated by results.
• Confident engaging with senior stakeholders and decision-makers.
• Passionate about coaching, mentoring and building successful sales teams.
• Comfortable working in a fast-paced, entrepreneurial environment.

Above all, we want someone who can turn commercial strategy into measurable business growth.

Why Join?

• Competitive basic salary.
• Commission linked to sales team performance.
• Incentive trips and bonuses.
• Hybrid working arrangement in Northern Johannesburg.
• Senior leadership opportunity within a growing AdTech business.
• Exposure to leading brands, agencies and innovative advertising technologies.
• The opportunity to shape commercial strategy and lead a successful sales team.
• Amazing company culture!