Digital Media Sales Executive (Remote)

Position Summary

The Sales Executive is responsible for identifying, developing, and closing new business opportunities while building and maintaining strong relationships with prospective and existing clients. This role focuses on generating revenue, expanding the company's customer base, and promoting the company's products and services to organizations that can benefit from our solutions.

The ideal candidate is a proactive, results-oriented sales professional with strong prospecting, negotiation, and communication skills, who can manage the sales process from initial outreach through closing and ongoing client relationship development.

Key Responsibilities

Business Development and Lead Generation

• Identify, research, and qualify prospective customers within target markets and industries.
• Proactively generate new business opportunities through outbound prospecting, cold calling, email outreach, networking, referrals, and other sales channels.
• Develop and maintain a pipeline of qualified leads and prospective customers.
• Research target accounts to understand their business needs, challenges, and potential opportunities.
• Execute sales strategies to achieve revenue targets and support the company's growth objectives.

Sales Process and Revenue Generation

• Manage the full sales cycle, from initial prospecting and qualification through presentations, negotiations, and closing.
• Conduct discovery conversations to understand customer requirements and determine how the company's products and services can address their needs.
• Deliver compelling product presentations and sales proposals tailored to prospective clients.
• Prepare pricing proposals, negotiate commercial terms within established guidelines, and coordinate internal approvals as required.
• Maintain consistent follow-up with prospects to advance opportunities and convert leads into customers.
• Meet or exceed assigned sales quotas, revenue targets, and other performance objectives.

Client Relationship Management

• Establish and maintain strong, professional relationships with prospective and existing clients.
• Serve as a primary point of contact throughout the sales process and ensure a positive customer experience.
• Develop an understanding of customer priorities and identify opportunities for account growth, renewals, or additional sales, where applicable.
• Maintain regular communication with clients and coordinate with internal teams to address questions and support a smooth transition following the sale.

Internal Collaboration and Reporting

• Collaborate with marketing, product, technical, and customer-facing teams to support sales initiatives and customer needs.
• Work with technical or product specialists when additional expertise is required to support customer discussions and sales opportunities.
• Maintain accurate and up-to-date records of leads, opportunities, customer interactions, and sales activities in the company's CRM system.
• Prepare regular pipeline updates, sales forecasts, and performance reports.
• Monitor industry developments, competitor activity, and market trends to identify new business opportunities.
• Share customer feedback and market insights with relevant internal stakeholders.

Qualifications and Experience

• Previous experience in sales, business development, account management, or a related commercial role.
• Existing relationships with Publishers preferred.
• Demonstrated ability to prospect for new business, develop sales pipelines, and convert opportunities into revenue.
• Experience managing sales conversations, delivering presentations, negotiating commercial terms, and closing deals.
• Strong verbal and written communication, presentation, and interpersonal skills.
• Excellent relationship-building, negotiation, and problem-solving abilities.
• Strong organizational skills and the ability to manage multiple opportunities and competing priorities.
• A self-motivated, proactive approach with a strong sense of accountability and results orientation.
• Proficiency with CRM systems, sales tools, and standard business applications.
• Ability to work independently while collaborating effectively with cross-functional teams.

Preferred Qualifications

• Experience selling B2B technology, SaaS, digital media, advertising technology, audience data, or related solutions.
• Experience selling to digital publishers, media organizations, advertising agencies, or other businesses operating in the digital advertising ecosystem.
• Familiarity with consultative selling and solution-based sales methodologies.
• Experience working in a performance-driven sales environment with defined quotas and revenue targets.
• Experience working with geographically distributed clients and teams.

Key Competencies

• Business development: Ability to identify opportunities and build a sustainable sales pipeline.
• Results orientation: Focus on achieving revenue goals and delivering measurable outcomes.
• Communication and persuasion: Ability to articulate value propositions clearly and influence buying decisions.
• Relationship management: Ability to establish trust and develop long-term professional relationships.
• Negotiation and closing: Confidence in navigating commercial discussions and advancing opportunities toward a successful close.
• Adaptability: Ability to respond to changing customer needs, market conditions, and business priorities.
• Accountability: Strong ownership of sales activities, pipeline management, and individual performance.

Performance Expectations

Success in this role will be evaluated based on agreed-upon performance objectives, which may include:

• Achievement of individual sales quotas and revenue targets.
• Generation of qualified leads and new business opportunities.
• Pipeline development, accuracy, and conversion rates.
• Effectiveness in progressing opportunities through the sales cycle.
• New customer acquisition and contribution to company revenue growth.
• Quality of client relationships and adherence to internal sales processes.

Location and Travel Requirements

• Preferred location: Europe, with preference for candidates based in a major European business hub and able to support the company’s target markets.
• Frequent travel is required to meet with prospective and existing clients, attend industry events and conferences, and develop business relationships across relevant markets.
• Flexibility to travel internationally as needed to support sales activities and business development objectives.