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About the Role
The Sales Director, Digital is responsible for driving growth across XR’s Digital Ad Tech business within an assigned portfolio of advertisers, agencies, and enterprise accounts. This role owns the Digital commercial strategy for the vertical, including Digital Ad Serving, Connected TV (CTV/OTT), Dynamic Creative Optimization (DCO), Creative Management, Asset Management, and programmatic video workflow services. Success is measured by retaining and expanding Digital ad revenue while using those client relationships to increase adoption of the broader XR platform.
Responsibilities
- Retain and grow Digital ad serving and ad tech revenue across an assigned portfolio of advertisers, agencies, and enterprise accounts.
- Lead customer renewals while identifying opportunities to expand digital services and increase share of wallet.
- Prospect and acquire new digital-first customers using market intelligence, campaign delivery activity, and industry relationships.
- Develop and execute strategies to win back business from competitors and strengthen XR’s digital market position.
- Build relationships with senior decision-makers across Marketing, Digital Media, Ad Operations, and Procurement.
- Serve as the commercial lead for assigned accounts, overseeing account strategy, opportunity planning, and executive engagement.
- Drive growth across XR’s Digital portfolio, including Digital Ad Serving, Video & CTV Delivery, Dynamic Creative Optimization (DCO), Creative Automation, and Ad Verification solutions.
- Use Digital relationships to identify and advance opportunities across the broader XR platform, including Linear TV Distribution, Talent & Rights Management, and Cross-Screen Measurement solutions.
- Partner cross-functionally with Segment Sales, Product, Partnerships, Ad Operations, and Customer Success to develop and close digital platform expansion opportunities.
- 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 digital ad serving, digital media, AdTech platforms, CTV, or marketing 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, digital ad ops, media buying, or procurement functions within mid-market or large enterprise clients.
- Deep understanding of the digital advertising ecosystem, including digital ad serving, programmatic workflows, CTV/OTT, dynamic creative, and ad tracking.
- 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%).
- Prior experience in media, marketing tech, or AdTech ecosystems required.
- Prior exposure to segmented territory models and GTM transformation preferred.
- Familiarity with ABM (Account-Based Marketing) or intent-based selling approaches preferred.
Skills
- Digital Ad Serving
- Connected TV (CTV/OTT)
- Dynamic Creative Optimization (DCO)
- Creative Management
- Asset Management
- Programmatic video workflow services
- Salesforce
- ZoomInfo
- ABM (Account-Based Marketing)
- Intent-based selling
Location
- New York City
Work Type
- Onsite
- Hybrid
Experience Level
- 5-7+ years
Salary/Compensations
- $175,000 - $185,000
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 fosters 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 revolutionizing the media and creative industries.
- XR's platform and AI-driven insights help clients produce and deliver world-class content to millions worldwide.
- XR has a global team of over 1,100 talented professionals serving 140 markets, blending global scale with personalized service.
- XR is working on groundbreaking products that power TV, film, digital marketing, and entertainment.
- XR celebrates creativity and collaboration, encouraging fresh ideas, innovation, and out-of-the-box thinking.
- XR helps clients tell their stories on a global stage, ensuring their creative vision is executed with precision and style.