We're looking for a driven, detail-oriented Account Director with a proven sales background to join our commercial team and drive revenue growth for our Brand Effect, Ad Effect, Campaign Effect and Total Effect advertising measurement solutions. This is a quota-carrying sales role focused on reactivating lapsed and growing long-tail SMB accounts — clients who are smaller, dormant, or under-penetrated relative to their potential — with a primary focus on the CPG (Consumer Packaged Goods), along with travel, retail, and QSR (Quick Service Restaurant) verticals.
You will be responsible for identifying opportunities, re-engaging former clients, and selling our advertising effectiveness suite to help brands measure and optimize the impact of their advertising investment. This is a hybrid role that blends direct sales with program management — ideal for someone with 2–3+ years of sales experience who thrives on outbound prospecting, building a pipeline from scratch, and closing business, while also being organized enough to manage the internal handoffs that make a deal successful.
This is primarily a sales / revenue-generating role where you will build a book of business. You own the full sales cycle for your book of business — from prospecting through proposal, negotiation, and signed contract. Once a deal closes, our research team takes over delivery, so your focus is on driving new and reactivated revenue, not managing project execution.
What You'll Do
Sales Development – Long-Tail & Lapsed Accounts
- Own a book of long-tail and lapsed accounts, primarily within CPG, with additional coverage across travel, retail, and QSR
- Sell our Brand Effect, Ad Effect, Campaign Effect and Total Effect solutions to grow revenue within under-penetrated accounts
- Proactively research and prioritize which lapsed or under-served accounts represent the best reactivation opportunities
- Run discovery calls to understand client marketing/media challenges and position the right ad effectiveness solution
- Conduct outreach to former and dormant clients to re-establish relationships, understand current needs, and identify new opportunities
- Maintain a disciplined cadence of outreach, follow-up, and pipeline hygiene in the CRM to ensure no account falls through the cracks
- Deliver compelling, value-driven presentations and tailored solution pitches to prospect stakeholders, effectively articulating the ROI and strategic value of our advertising measurement solutions
- Build and manage a pipeline of qualified opportunities, accurately forecasting and reporting on pipeline health and revenue
- Partner with senior sales/account leadership to determine account strategy and prioritization across your book of business
- Negotiate pricing, terms, and scope, and drive deals to close
- Consistently meet or exceed individual sales quotas/targets tied to Brand Effect, Ad Effect, Campaign Effect and Total Effect revenue
Uncovering & Overcoming Bias, Objections, and Blockers
- Ask direct, diagnostic questions in early conversations to surface unspoken objections (e.g., pricing, service quality, methodology concerns, competitive relationships, internal politics)
- Maintain a deep understanding of the competitive landscape and market trends to effectively differentiate our suite of solutions against alternative offerings
- Know when to escalate deeply entrenched blockers (e.g., a negative executive relationship) to sales leadership for additional support or a relationship reset
Sales Process Management
- Manage the internal workflow for each opportunity as it moves through the sales pipeline — from initial inquiry through proposal, negotiation, and signed contract
- Coordinate internal stakeholders (subject matter experts, research leads, legal, finance) to gather scoping input, pricing, and terms needed to construct proposals
- Own the handoff process to the research team once a deal closes — ensuring all context, client expectations, scope, and documentation are cleanly transferred so delivery can start smoothly
- Identify and resolve bottlenecks in the sales cycle (e.g., stalled contracts, pending approvals)
New Business & Commercial Development
- Support broader prospecting efforts for the enterprise sales team – including research, list-building, and outreach to potential new clients beyond the existing lapsed account base
- Assist in preparing proposals, pitch materials, and pricing/quote documents
- Help coordinate and prep for client meetings, including agendas, follow-ups, and CRM updates
- Identify upsell/cross-sell opportunities within existing accounts and flag them to senior sales team members
Generalist Support
- Take on ad hoc projects and process improvements in support of the broader commercial team as needs arise
- Jump into open-ended, non-specific tasks that don't neatly fall under one function — this role requires flexibility and a "no job too small" mindset
- Contribute to building better internal tools, templates, and processes as the team scales
What We're Looking For
- 2–3 years of professional sales experience with a track record of hitting or exceeding quota — required
- Demonstrated success in outbound prospecting, pipeline building, and closing new/reactivated business
- Experience navigating complex objections, rebuilding damaged relationships, or winning back lost/churned clients
- Bachelor's degree or equivalent experience
- Prior experience in market research, advertising, media, or ad effectiveness/measurement solutions strongly preferred but not required
- Familiarity or experience selling into CPG, travel, retail, or QSR industries a plus
- Resilience and comfort with rejection; not deterred by a "no" or a cold reception on a first call
- Comfort re-engaging cold or dormant relationships; confident picking up the phone and driving conversations forward
- Strong organizational skills with the ability to juggle multiple accounts, deals, and stakeholders simultaneously
- Excellent written and verbal communication and negotiation skills
- A proactive, self-starter mentality; comfortable with ambiguity and figuring things out
- Experience with CRM tools (e.g., Salesforce, HubSpot)
Why This Role
This is a high-impact sales role where you’ll be selling a differentiated, data-driven ad effectiveness product suite into some of the most recognizable brands in CPG, travel, retail, and QSR. It's an excellent opportunity for a driven sales professional to build specialized expertise in ad measurement/effectiveness solutions and consultative win-back selling, while growing into a larger revenue-owning role over time.
Equal Opportunity Employer
This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights (https://www.eeoc.gov/poster) notice from the Department of Labor.
