Job brief
We are seeking a high-energy Media Sales Executive to join our expanding advertising division and lead the growth of our key account portfolios. In this role, you will be responsible for identifying market opportunities, executing strategic sales presentations, and delivering customized media solutions that drive significant ROI for our partners. You will work closely with our creative and ad-ops departments to ensure our campaigns exceed client expectations in a fast-paced, competitive market. If you are an ambitious sales professional with a passion for media strategy and relationship building, we want to hear from you.
Key highlights
- Develop and execute targeted prospecting strategies to identify high-potential advertisers and agencies for our media inventory.
- Manage a robust sales pipeline within Salesforce, providing accurate revenue forecasting and performance tracking for leadership review.
- Negotiate complex advertising contracts, including CPM, CPC, and CPA pricing models, to maximize company profitability and inventory yield.
- Deliver persuasive, data-backed sales presentations and media kits tailored to the specific marketing objectives of prospective clients.
What is a Media Sales Executive?
A Media Sales Executive is a high-impact advertising professional responsible for connecting brands with strategic audiences through targeted media inventory. By leveraging data-driven insights and sophisticated ad-tech platforms, the Media Sales Executive bridges the gap between client marketing objectives and scalable distribution channels. Their work is essential to ensuring organizational profitability, maximizing ad-yield across digital and traditional assets, and cultivating long-term partnerships with high-value agencies and brands.
What does a Media Sales Executive do?
On a daily basis, a Media Sales Executive prospects for new business leads, manages complex advertising campaigns, and negotiates multi-platform media buys. They utilize CRM tools like Salesforce or HubSpot to track pipeline velocity, conduct product demonstrations using media kits, and collaborate with ad operations teams to ensure flawless campaign deployment. Beyond closing deals, they analyze campaign performance metrics to provide clients with actionable ROI reports, identifying opportunities for upsells and renewals.
Key responsibilities
- Develop and execute targeted prospecting strategies to identify high-potential advertisers and agencies for our media inventory.
- Manage a robust sales pipeline within Salesforce, providing accurate revenue forecasting and performance tracking for leadership review.
- Deliver persuasive, data-backed sales presentations and media kits tailored to the specific marketing objectives of prospective clients.
- Negotiate complex advertising contracts, including CPM, CPC, and CPA pricing models, to maximize company profitability and inventory yield.
- Collaborate with the creative and ad operations teams to ensure seamless campaign delivery and alignment with client-defined KPIs.
- Perform in-depth analysis of market trends and competitor activities to refine our value proposition and improve market share.
- Conduct quarterly business reviews with existing clients to demonstrate ROI and identify opportunities for strategic upselling or renewals.
- Represent the company at key industry trade shows, networking events, and conferences to expand our professional reach and brand awareness.
Requirements and skills
- Proven track record of managing a sales cycle with experience hitting or exceeding annual revenue targets in excess of $500k.
- Advanced proficiency in CRM platforms such as Salesforce, HubSpot, or Zoho CRM to manage client data and pipeline integrity.
- Deep understanding of the digital advertising ecosystem, including programmatic buying, DSPs, SSPs, and direct-sold inventory.
- Ability to interpret data using tools like Google Analytics or Tableau to present meaningful performance insights to clients.
- Bachelor's degree in Marketing, Communications, Business Administration, or an equivalent combination of professional experience.
- Certification in digital advertising platforms (e.g., Google Ads Search Certification, IAB Digital Media Sales Certification).
- Exceptional ability to translate complex technical media specifications into high-level business value for C-suite marketing stakeholders.
- Strong mastery of consultative selling methodologies, such as SPIN Selling or Challenger Sale, to drive long-term partnership value.
FAQs
What does a Media Sales Executive do?
A Media Sales Executive is primarily responsible for generating advertising revenue by selling a company's media space to brands and agencies. They manage the entire sales lifecycle, from prospecting and pitching to negotiating contracts and ensuring post-campaign success. Their core objective is to align the client's marketing goals with the organization's media assets to ensure mutual growth and high ROI.
What skills are required to be a Media Sales Executive?
Successful candidates require a mix of consultative sales expertise and technical knowledge of the advertising industry. Key skills include pipeline management using CRMs like Salesforce, the ability to interpret campaign performance data, and excellent negotiation tactics for complex media buys. Furthermore, professional certifications like the IAB Digital Media Sales Certification provide a significant competitive advantage in this field.
Who does a Media Sales Executive work with?
A Media Sales Executive works within a highly collaborative ecosystem. Internally, they partner with ad operations and creative teams to execute campaigns and with leadership to report on revenue targets. Externally, they engage daily with marketing directors, brand managers at client firms, and media buyers at advertising agencies to secure long-term contracts and business partnerships.
How can a Media Sales Executive increase their earning potential?
Earning potential for a Media Sales Executive is typically linked to performance-based commissions, meaning those who consistently exceed quotas and land high-value, long-term partnerships see the highest compensation. By specializing in high-growth areas like programmatic advertising, connected TV (CTV), or influencer marketing, executives can position themselves as experts and command higher deal sizes, which directly translates to increased base pay and bonus structures.