About this role
Drive revenue growth through direct advertiser sales, managing a growing book of business and scaling go-to-market across IE digital products. Lead disciplined pipeline execution in HubSpot, carry a personal quarterly quota, coach AEs and SDRs, and drive advertiser outcomes including performance reporting, renewals, and expansions.
Key Responsibilities
- Carry and exceed quarterly bookings and cash-in targets with rigorous pipeline hygiene
- Run weekly pipeline reviews, pacing reports, and forecasts with accurate HubSpot CRM data
- Sell IE's flagship products through multi-product deals using pitch materials and rate cards
- Coach AEs and SDRs on prospecting, proposal quality, objection handling, and negotiation
- Own advertiser outcomes with performance reporting, SLA commitments, post-mortems, and renewal/expansion conversations
Technical Overview
This is a sales leadership role with strong operational requirements around CRM-based pipeline hygiene and reporting. The core system mentioned is HubSpot, along with structured forecasting, dashboarding for pipeline health/win rate/deal margin, and collaboration with RevOps on tracking, attribution, and automation.
Ideal Candidate
The ideal candidate is a sales leader who can carry a personal quarterly bookings and cash-in quota while running disciplined pipeline management in HubSpot. They’ve coached and developed AEs and SDRs, can close multi-product deals using pitch materials and rate cards, and drives advertiser outcomes through performance reporting, renewals, and expansion conversations.
Must-Have Skills
Carry and exceed a quarterly bookings and cash-in targetMaintain rigorous pipeline hygiene with clear stage exit criteria and deal-level win plansEnsure CRM (HubSpot) data is accurate and up to date
Required Skills
direct advertiser salespipeline managementpipeline hygienedeal-level win plansHubSpotforecastingcoaching AEs and SDRsprospectingproposal qualityobjection handlingnegotiationperformance reportingSLA commitmentspost-mortemsrenewal and expansionoffer design (packagingpricinglanding pages)RevOps collaborationSQL conversionupsellcross-sellARPUco-branded partnershipsautomationattribution
Hard Skills
direct advertiser salesrevenue generationaccount managementpipeline managementpipeline hygienedeal-level win plansCRM data managementHubSpotforecastingpacing reportsquarterly bookings targetscash-in targetsCRM (HubSpot) maintenancemulti-product dealspitch materialsrate cardscoaching AEs and SDRsprospectingproposal qualityobjection handlingnegotiationsales performance reportingpost-mortemsrenewal and expansion conversationscampaign execution trackingSLA commitmentsoffer design collaborationpackagingpricinglanding pagespipeline dashboardswin rate trackingdeal margin trackingRevOps partnershiptrackingattributionautomationSQL conversionupsell and cross-sellARPU growthco-branded partnershipseventswebinarsresearchsponsored series
Soft Skills
leadershipcoachingmentoring AEs and SDRscross-functional collaborationcommunicationdiscipline in pipeline reviewsrelationship buildingnegotiationstrategic thinking
Keywords for Your Resume
Director of Advertising SalesSales Manageradvertiser salesdirect advertiser salesHead of Sales & Marketingquarterly bookingscash-in targetpipeline hygienestage exit criteriadeal-level win plansweekly pipeline reviewspacing reportsforecastsCRM (HubSpot)HubSpotSell the portfoliopitch materialsrate cardscoach and develop repsAEsSDRsprospectingproposal qualityobjection handlingnegotiationdeliver advertiser outcomesperformance reportingSLA commitmentspost-mortemsrenewalexpansion conversationsoffer designpackagingpricinglanding pagespipeline healthwin ratedeal marginRevOpsattributionautomationSQLsupsellcross-sellARPUco-branded partnershipseventswebinarssponsored series
Deal Breakers
Must be able to maintain accurate CRM (HubSpot) data, Must be able to carry and exceed quarterly bookings and cash-in targets
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