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About the Role
The Sales Director, Linear is responsible for driving growth across XR’s Linear business within an assigned portfolio of advertisers, agencies, and enterprise accounts. This role owns the Linear commercial strategy for the territory, including TV distribution, captioning, clearance, traffic, and related media services. Success is measured by retaining and expanding Linear revenue while using those relationships to increase adoption of the broader XR platform.
Responsibilities
- Retain and grow Linear revenue across an assigned portfolio of advertisers, agencies, and enterprise accounts.
- Lead customer renewals while identifying opportunities to expand services and increase share of wallet.
- Develop and execute strategies to win back business from competitors and strengthen XR’s market position.
- Prospect and acquire new customers using market intelligence, delivery activity, and industry relationships.
- Build relationships with senior decision-makers across Marketing, Media, Operations, and Procurement.
- Drive growth across XR’s Linear portfolio, including TV Distribution, Clearance, Accessibility, Traffic, and Production Services.
- Use Linear relationships to identify and advance opportunities across the broader XR platform, including Digital Ad Serving, Creative Management, Asset Management, Talent and Rights, and Measurement solutions.
- Partner cross-functionally with Segment Sales, Product, Partnerships, Ad Operations, and Customer Success to develop and close platform expansion opportunities.
- Serve as the commercial lead for assigned accounts, overseeing account strategy, opportunity planning, and executive engagement.
- Maintain an accurate pipeline and forecast while identifying whitespace, monitoring competitive activity, and prioritizing opportunities through CRM, Power BI, and AI-driven insights.
Requirements
- 5–7+ years of B2B sales experience in ad delivery, media, digital platforms, or technology services.
- Demonstrated success managing a ~$5M+ revenue portfolio and achieving $1.5M+ in annual quota.
- Strong solution-selling and discovery skills; able to articulate value based on business impact.
- Experience selling to marketing, operations, or procurement functions within mid-market or large enterprise clients.
- Excellent written, verbal, and presentation skills.
- Proficiency with Salesforce and sales enablement tools (e.g., ZoomInfo).
- Ability to travel for client meetings and industry events (~30%).
- Experience working in media, marketing tech, or AdTech ecosystems preferred.
- Prior exposure to segmented territory models and GTM transformation preferred.
- Familiarity with ABM (Account-Based Marketing) or intent-based selling approaches preferred.
Skills
- Salesforce
- Sales enablement tools
- ZoomInfo
- CRM
- Power BI
- AI-driven insights
- Solution-selling
- Discovery skills
- Account-Based Marketing (ABM)
- Intent-based selling
Location
- New York City
Work Type
- Onsite
- Hybrid
Experience Level
- 5-7+ years
Salary/Compensations
- $155,000 - $165,000
About the Company
- XR is on a mission to transform how the world creates, connects, and experiences advertising.
- XR is the global leader in creative operations, helping brands and agencies bring their ideas to life and deliver them seamlessly across every screen.
- XR's leading technology and services power creativity for the marketing and entertainment industries.
- XR offers a high-energy, collaborative environment where ideas can spark real change.
- XR champions innovation at every level, empowering teams to take risks, challenge norms, and unlock new possibilities.
- XR is a place to grow, learn, and thrive.
- XR is a company revolutionizing the media and creative industries.
- XR offers a cutting-edge platform and AI-driven insights.
- XR has a global team of over 1,100 talented professionals serving 140 markets.
- XR blends global scale with personalized service.
- XR is working on groundbreaking products that power TV, film, digital marketing, and entertainment.
- XR fosters a culture that encourages fresh ideas, innovation, and out-of-the-box thinking.