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About the Role
We are looking for a commercially ambitious Senior Account Director to join our North American team. This is a senior individual contributor role for someone who can build strategic client relationships, open new business and turn complex technology marketing challenges into meaningful commercial programmes.
Responsibilities
- Build and grow strategic relationships with major technology vendors, direct clients and media agencies.
- Develop net-new business while expanding revenue within an existing portfolio of accounts.
- Understand clients' marketing, pipeline and go-to-market challenges and translate them into integrated programmes across audience, intelligence, content, demand, brand and executive engagement.
- Sell consultatively at senior level, moving conversations beyond individual media products toward larger, multi-product and longer-term partnerships.
- Introduce clients to emerging Situation Publishing capabilities, including The Register Intelligence, first-party audience signals and new AI-powered commercial products.
- Develop a strong understanding of enterprise technology markets and use that knowledge to create relevant commercial ideas for clients.
- Present confidently to senior stakeholders and larger client or agency groups.
- Own the complete commercial process: prospecting, discovery, proposal development, forecasting, negotiation, closing, delivery oversight, renewal and growth.
- Maintain an accurate pipeline and forecast, with clear ownership of revenue performance against target.
- Work collaboratively with editorial, product, marketing, insights and campaign teams to create programmes that genuinely answer client problems.
Requirements
- A proven track record of delivering revenue in a senior B2B sales role.
- Experience selling complex, consultative solutions rather than relying solely on transactional media inventory.
- Strong understanding of enterprise technology marketing and the challenges facing technology vendors, agencies and marketing leaders.
- The ability to build credibility and relationships with senior client stakeholders.
- Excellent verbal, written, presentation and negotiation skills.
- Strong commercial judgement and the ability to structure proposals that balance client outcomes with profitable growth.
- The ability to think strategically about technology marketing, audience behaviour and client growth - and translate that thinking into commercial opportunities.
- Curiosity and a genuine interest in enterprise technology, AI, data, audience intelligence and how B2B technology buying is changing.
- Experience in B2B media is valuable, but we are equally interested in strong candidates from intent/data, ABM, content syndication, research, martech or other complex technology-marketing businesses.
Skills
- B2B sales
- Complex consultative solutions selling
- Enterprise technology marketing
- Relationship building
- Verbal communication
- Written communication
- Presentation skills
- Negotiation skills
- Commercial judgement
- Strategic thinking
- B2B media sales
- Intent/data sales
- ABM sales
- Content syndication sales
- Research sales
- Martech sales
Location
- North America
Work Type
- Hybrid
Experience Level
- Senior
Salary/Compensations
- Uncapped commission structure
Benefits
- Health package: Medical & Dental
- 401(k)
About the Company
- Situation Publishing helps technology companies understand, reach and influence the people making the world's most important enterprise technology decisions.
- Built around The Register and its global audience of technology professionals, we combine independent technology publishing, first-party audience intelligence, AI-powered content discovery and high-impact commercial programmes.
- Our commercial offering spans brand, demand generation, content, research, digital experiences and executive engagement.
- We are evolving from a traditional technology media business into a technology audience and intelligence company, while retaining the editorial credibility, specialist expertise and scale that have made The Register one of the world's most influential enterprise technology publications.
- We are entrepreneurial, ambitious and performance-led. Strong performers are given the opportunity to take ownership, develop quickly and help shape the next stage of the business.