Director, Automated Sales (Disney Ad Sales)

Reporting to the VP, Automated Sales, this role focuses on driving Automated revenue growth across assigned agencies and clients through Programmatic Marketplaces and Disney Campaign Manager.

Key Stakeholders/Interactions:

• Ad Agencies and Client Direct teams
• Demand Side Platforms
• Sales Leadership
• Multimedia Sales Teams
• Revenue Management & Automated Operations teams
• Client Solutions & Addressable Enablement teams

Responsibilities and Duties of the Role:

• Lead the overall automated sales strategy for assigned client/agency groups in the upfront and scatter marketplace.
• Play a pivotal role in developing and executing the regional strategy to accelerate automation across self-service, managed service and programmatic advertising.
• Directly lead the team in driving new, automated demand with a focus on regional/independent agencies and direct advertisers.
• Build and maintain high-impact relationships with key clients and agency partners to set goals and lead day-to-day business.
• Collaborate with the Data and Revenue Analytics teams to transform trend data into actionable business insights and revenue opportunities.
• Manage the day-to-day sellers (AEs & AAEs) as they drive Programmatic sales activity of our data-driven products.
• Manage and develop the Programmatic sales pipeline with the team to achieve automation sales goals.
• Work closely with other DAS teams related to the advertising sales process: Finance, Planning, Operations, Solutions, and cross-functional sales teams.
• Address individual team member revenue goals and track success.
• Stay ahead of industry trends across identity solutions, measurement capabilities ad tech solutions to identify products gaps and customer needs.
• Manage 4-6 Direct Reports.

Skills & Capabilities:

• Proven sales leader with a history of prospecting new clients, generating leads, and closing sales.
• Deep understanding of client priorities and performance goals, aligning product portfolio to meet those needs.
• Effective communication with executives, department teams, and clients while managing multiple projects with tight deadlines.
• High performance under unexpected changes; creative problem solver for difficult challenges.
• Strong internal and external relationship-building skills and collaborative problem solver across functions.
• Strong understanding of new media technologies and familiarity with DSP, SSP, and Salesforce/CRM tools.

Required experience:

• A minimum of 10 years digital media experience with emphasis in Programmatic.
• Significant experience in premium streaming TV and ad technology.
• Proven track record of developing, setting, and implementing the strategic direction required to meet and exceed sales goals.
• An expert understanding of the ad tech marketplace and existing relationships with key stakeholders within agency holding groups and demand side platforms.
• Strong understanding of demand and supply side platform technology as well as Salesforce/CRM tools to manage business.
• Active participation in industry and marketplace initiatives surrounding automation and data-driven sales initiatives.
• A change leader with experience guiding teams to deliver revenue.
• Experience interfacing with high level executives, clients and agencies.
• Experienced leader of data driven sales managing the sales cycle with advanced campaign measurement and attribution.

Preferred experience:

• Extensive experience leading geographic or account-based territories, with a demonstrated ability to generate new business, multiply demand and exceed sales targets.
• Proven history leading a team in high-value sales conversion of net-new advertisers.

The hiring range for this position in Chicago, IL is $211,000 to $283,000 per year. The base pay actually offered will take into account internal equity and also may vary depending on the candidate’s geographic region, job-related knowledge, skills, and experience among other factors. A bonus and/or long-term incentive units may be provided as part of the compensation package, in addition to the full range of medical, financial, and/or other benefits, dependent on the level and position offered.