Director of Sales, West Coast - Streaming

As a Director of Sales at Locality, you will be at the forefront of our mission to connect brands and agencies with local audiences through the power of Local Streaming. You will be reporting to the VP of sales, leveraging our innovative approach that combines TV advertising with digital targeting, and you will play a vital role in reaching valuable audiences by adopting new forms of viewing. Provide strategic direction and oversight for all clients in your designated region.

• Develop and implement strategic sales plans to achieve company objectives and drive market growth.

• Work closely with senior sales leaders to develop strategies for navigating Holdco, independent, and client-direct opportunities across the West Coast territory.

• Lead, mentor, and grow Account Executives (AEs), providing feedback and conducting regular performance reviews.

• Proactively prospect, qualify, and grow the account list, driving advertising revenue through direct sales within your designated market.

• Identify team training and development needs, coordinating relevant training programs to enhance team skills.

• Manage a robust sales pipeline using Salesforce.com, projecting sales on a monthly, quarterly, and annual basis.

• Meet and exceed quarterly sales quotas by selling standard media, video, mobile, programmatic, and custom advertising solutions.

• Lead negotiation processes, ensuring favorable terms for Locality while maintaining strong, long-term relationships with clients.

• Position Locality to key agency media directors/supervisors, marketing directors/managers, and key decision-makers to build strategic relationships and secure revenue growth.

• Effectively communicate the value proposition of Locality's advertising solutions and how they align with client needs and objectives.

• Identify, understand, and communicate trends within client markets and industries.

• Collaborate with internal teams, including Marketing, Planning, Ad-Ops, Broadcast, and Account Management to ensure a seamless experience for clients.

• Work as a partner or liaison with sales support leaders like ad ops, marketing research, planning, and finance.

• Analyze market trends and competitor activities to inform strategic decision-making and adjust sales strategies accordingly.

• A bachelor’s degree is highly preferred but not required.

• 10 years of experience in sales, with at least 2-3 years in sales management.

• Proven track record of hitting sales quotas and the ability to prospect and conduct business development across the region.

• Deep understanding of the market with established client and agency relationships (Strategy teams, Investment Teams, Media Planners, Media Supervisors, etc.).

• Experience selling a diverse product portfolio, with specific experience in streaming; additional experience in local broadcast, display, mobile, and programmatic video advertising is a plus.

• Proficient in using Salesforce or similar CRM tools, and familiarity with advertising technology platforms and tools.

• Possess strong negotiation skills to secure favorable terms and agreements with clients.

• Experience selling programmatic and understanding of the programmatic landscape, as well as experience selling an OTT solution or understanding of the OTT landscape, is preferred.

• Unique experience with convergent sales that can sell streaming and broadcast together is highly preferred.

• Ability to take in feedback that would benefit the team and contribute to a positive work environment.

Compensation for the role includes a competitive salary of $165,000-$185,000 and a lucrative commission plan that can bring your total potential earnings up to $280,000 - $310,000 (dependent on years of experience, level of education obtained, as well as applicable skillset) and an excellent benefits package (including but not limited to health care benefits, retirement benefits and paid days off).

At Locality, we believe our biggest asset is our people. We are proud to be an equal-opportunity employer, hiring and developing individuals from diverse backgrounds and experiences to add to our collaborative culture. Locality values and solicits applications from all qualified candidates without regard to actual or perceived race, creed, color, religion, sex, gender, age, physical or mental disability, medical condition, sexual orientation, gender identity and/or expression, alienage or national origin, ancestry, citizenship status, marital status, military or veteran status, genetic information, or any other basis protected by federal, state or local law.