Commercial Account Director

We're looking for a driven, detail-oriented Account Director with a proven sales background to join our commercial team and drive revenue growth for our Brand Effect, Ad Effect, Campaign Effect and Total Effect advertising measurement solutions. This is a quota-carrying sales role focused on reactivating lapsed and growing long-tail SMB accounts — clients who are smaller, dormant, or under-penetrated relative to their potential — with a primary focus on the CPG (Consumer Packaged Goods), along with travel, retail, and QSR (Quick Service Restaurant) verticals.

You will be responsible for identifying opportunities, re-engaging former clients, and selling our advertising effectiveness suite to help brands measure and optimize the impact of their advertising investment. This is a hybrid role that blends direct sales with program management — ideal for someone with 2–3+ years of sales experience who thrives on outbound prospecting, building a pipeline from scratch, and closing business, while also being organized enough to manage the internal handoffs that make a deal successful.

This is primarily a sales / revenue-generating role where you will build a book of business. You own the full sales cycle for your book of business — from prospecting through proposal, negotiation, and signed contract. Once a deal closes, our research team takes over delivery, so your focus is on driving new and reactivated revenue, not managing project execution.

What You'll Do

Sales Development – Long-Tail & Lapsed Accounts

• Own a book of long-tail and lapsed accounts, primarily within CPG, with additional coverage across travel, retail, and QSR
• Sell our Brand Effect, Ad Effect, Campaign Effect and Total Effect solutions to grow revenue within under-penetrated accounts
• Proactively research and prioritize which lapsed or under-served accounts represent the best reactivation opportunities
• Run discovery calls to understand client marketing/media challenges and position the right ad effectiveness solution
• Conduct outreach to former and dormant clients to re-establish relationships, understand current needs, and identify new opportunities
• Maintain a disciplined cadence of outreach, follow-up, and pipeline hygiene in the CRM to ensure no account falls through the cracks
• Deliver compelling, value-driven presentations and tailored solution pitches to prospect stakeholders, effectively articulating the ROI and strategic value of our advertising measurement solutions
• Build and manage a pipeline of qualified opportunities, accurately forecasting and reporting on pipeline health and revenue
• Partner with senior sales/account leadership to determine account strategy and prioritization across your book of business
• Negotiate pricing, terms, and scope, and drive deals to close
• Consistently meet or exceed individual sales quotas/targets tied to Brand Effect, Ad Effect, Campaign Effect and Total Effect revenue

Uncovering & Overcoming Bias, Objections, and Blockers

• Ask direct, diagnostic questions in early conversations to surface unspoken objections (e.g., pricing, service quality, methodology concerns, competitive relationships, internal politics)
• Maintain a deep understanding of the competitive landscape and market trends to effectively differentiate our suite of solutions against alternative offerings
• Know when to escalate deeply entrenched blockers (e.g., a negative executive relationship) to sales leadership for additional support or a relationship reset

Sales Process Management

• Manage the internal workflow for each opportunity as it moves through the sales pipeline — from initial inquiry through proposal, negotiation, and signed contract
• Coordinate internal stakeholders (subject matter experts, research leads, legal, finance) to gather scoping input, pricing, and terms needed to construct proposals
• Own the handoff process to the research team once a deal closes — ensuring all context, client expectations, scope, and documentation are cleanly transferred so delivery can start smoothly
• Identify and resolve bottlenecks in the sales cycle (e.g., stalled contracts, pending approvals)

New Business & Commercial Development

• Support broader prospecting efforts for the enterprise sales team – including research, list-building, and outreach to potential new clients beyond the existing lapsed account base
• Assist in preparing proposals, pitch materials, and pricing/quote documents
• Help coordinate and prep for client meetings, including agendas, follow-ups, and CRM updates
• Identify upsell/cross-sell opportunities within existing accounts and flag them to senior sales team members

Generalist Support

• Take on ad hoc projects and process improvements in support of the broader commercial team as needs arise
• Jump into open-ended, non-specific tasks that don't neatly fall under one function — this role requires flexibility and a "no job too small" mindset
• Contribute to building better internal tools, templates, and processes as the team scales

What We're Looking For

• 2–3 years of professional sales experience with a track record of hitting or exceeding quota — required
• Demonstrated success in outbound prospecting, pipeline building, and closing new/reactivated business
• Experience navigating complex objections, rebuilding damaged relationships, or winning back lost/churned clients
• Bachelor's degree or equivalent experience
• Prior experience in market research, advertising, media, or ad effectiveness/measurement solutions strongly preferred but not required
• Familiarity or experience selling into CPG, travel, retail, or QSR industries a plus
• Resilience and comfort with rejection; not deterred by a "no" or a cold reception on a first call
• Comfort re-engaging cold or dormant relationships; confident picking up the phone and driving conversations forward
• Strong organizational skills with the ability to juggle multiple accounts, deals, and stakeholders simultaneously
• Excellent written and verbal communication and negotiation skills
• A proactive, self-starter mentality; comfortable with ambiguity and figuring things out
• Experience with CRM tools (e.g., Salesforce, HubSpot)

Why This Role

This is a high-impact sales role where you’ll be selling a differentiated, data-driven ad effectiveness product suite into some of the most recognizable brands in CPG, travel, retail, and QSR. It's an excellent opportunity for a driven sales professional to build specialized expertise in ad measurement/effectiveness solutions and consultative win-back selling, while growing into a larger revenue-owning role over time.