Industry Director, Global Business Group

As a Director in Large Customer Sales you own and grow a $20M-$80M annual book of business across a portfolio of the regions most sophisticated advertisers. You partner with CMOs Heads of Digital Performance Marketing and E-commerce leaders plus their agency holding groups to unlock business growth through ads measurement and AI.

You are both a commercial leader and a strategic advisor. You set the multi-year joint business plan with customers orchestrate cross-functional teams to execute it and drive adoption of new products like GenAI creative Advantage Performance Max and advanced measurement.

Core Responsibilities

1. Business Leadership & Revenue Growth

• Own total revenue product adoption and customer growth targets for a portfolio of 8-15 large enterprise advertisers and/or agencies.
• Build 2-3 year Joint Business Plans that align customer business objectives to ads investment measurement maturity and AI adoption.
• Identify and close new opportunities across full-funnel: brand demand gen app and retail media. Drive $1M-$10M incremental annual spend per customer.
• Lead annual negotiations upfronts and commercial agreements with C-level and procurement.

2. Executive Engagement & Influence

• Serve as trusted advisor to CMOs and senior marketing leadership. Translate business challenges into media and technology strategies.
• Orchestrate Quarterly Business Reviews with customers and their agencies. Use data to tell a growth story and align on next steps.
• Navigate complex stakeholder maps across brand performance analytics data science and finance teams.

3. Solution & Product Leadership

• Lead full-funnel strategy across YouTube Instagram Reels Search Display and App campaigns.
• Accelerate customer maturity in measurement: first-party data strategy MMM incrementality testing data clean rooms and attribution.
• Drive adoption of AI-powered solutions: GenAI creative Advantage Shopping/Leads Performance Max broad match Smart Bidding automated creative testing.
• Partner with Product gTech and Marketing to land new betas and provide APAC market feedback to global product teams.

4. Team & Ecosystem Leadership

• Lead and develop a team of Account Directors/Account Executives and specialists. Or operate as a senior IC leading a pod with cross-functional resources.
• Co-sell with agency holding groups: WPP Publicis Omnicom Dentsu. Align on training certification and incentive programs.
• Coordinate specialists across Measurement Creative Technical and Industry teams to deliver one-company solutions.

5. Operational Excellence

• Maintain rigorous pipeline and forecast hygiene in Salesforce. Provide clear visibility to VP-level leadership.
• Use data to diagnose performance identify growth levers and build executive-ready narratives.
• Ensure compliance with company policies on data privacy ads policy and contracting.

Minimum Qualifications

• 12 years of experience in digital marketing adtech media sales or consulting with a focus on performance marketing.
• Proven track record of owning and exceeding $20M annual revenue quotas with large complex advertisers.
• Deep fluency in performance metrics: LTV CAC ROAS MER payback period. Can build and defend a business case to a CFO.
• Expertise across full-funnel ads platforms and measurement: MMM MTA lift studies incrementality first-party data onboarding.
• Experience selling to and influencing C-level marketers and working with major agency holding companies.
• Strong executive presence negotiation skills and ability to simplify complex topics.
• BA/BS degree or equivalent practical experience.

Preferred Qualifications

• 5 years people management experience including managing other sellers.
• Knowledge of GenAI for marketing: creative automation audience insights copy testing.
• Vertical expertise in Retail E-commerce Fintech Travel or Apps/Gaming.
• MBA or advanced degree in Marketing Economics or related field.
• Regional experience across Southeast Asia India or ANZ markets.

Leadership Expectations

• Think Big: Set ambitious vision for how a customers business can grow with us over 3 years.
• Bias for Action: Move fast on new product alphas/betas and remove blockers for customers.
• Earn Trust: Operate with integrity with customers agencies and internal partners.
• Dive Deep: Be data-driven. Know your customers business as well as they do.
• Hire & Develop: Attract and grow top sales talent. Coach teams to be customer-obsessed.