Account Executive

Adelaide•New York, NY

23d•$160,000 - $180,000•Remote

About The Position

This position reports to the SVP of Sales and owns new business development across an assigned set of agency and brand accounts. Your day-to-day will include prospecting into target accounts, running discovery with media and analytics stakeholders, leading pitch conversations, scoping and launching pilots, and managing your pipeline in our CRM. You’ll work closely with Client Success and Technical Account Management to turn pilots into renewals, and you’ll represent Adelaide in market at industry events and in client meetings. You will carry a number and own your accounts end to end. You will also build much of your own pipeline—we are a category-creation business, and the sellers who do well here are comfortable generating demand rather than waiting for it. In exchange, you get a level of autonomy, product access, and executive exposure that a larger measurement company won’t offer at this stage of a career. This is a remote role with regional requirements; candidates must reside in the New York Tri-State Area to support in-market meetings and client engagement. The scope and level of responsibility will be calibrated based on experience, with opportunities to take on increasing autonomy and strategic impact over time. This role offers a competitive compensation package consisting of a base salary plus performance-based commission, with commission making up approximately 35% of total On-Target Earnings (OTE). Base Salary Range: $105,000 - $117,000 OTE Range: $160,000 - $180,000 Final compensation will be calibrated based on experience and the level at which the candidate is hired. What you'll learn An important part of our culture is continuous learning and the open sharing of ideas. We offer: Access to a broad network of investors and advisors who can help you and your team succeed Mentorship from executives with decades of experience in adtech and media Regular internal knowledge-sharing sessions An education budget to support ongoing professional growth and development In this role you'll learn: The media quality ecosystem—including verification, MTA, MMM, and emerging attention-based measurement tools How digital media “pipes” work and influence media quality and performance How to build and execute a territory plan that generates qualified pipeline from a cold start Best practices for running a full pitch cycle with agencies, brands, publishers, and platforms Approaches for managing accounts from early prospecting through pilots and long-term partnerships How to partner cross-functionally to solve client challenges and support successful campaigns How to read a media plan and translate measurement data into a commercial story Techniques for representing Adelaide across the buy and sell side and engaging senior stakeholders How to spot market opportunities and contribute to commercial strategy Skills that drive ownership, adaptability, and resilience in a fast-moving environment

Requirements

Bachelor’s degree
2–4 years of experience in adtech, media measurement, digital media sales, or agency media planning/buying
Experience carrying a quota, pipeline target, or revenue goal and a track record of hitting it
Ability to manage a sales cycle from outreach through close, with support but not supervision
A firm understanding of how digital media works: the difference between a DSP and an SSP, what an insertion order is, why viewability and attention are not the same thing
Genuine willingness to prospect. A meaningful share of your pipeline will be self-generated, and the people who succeed here like that part
Strong written and verbal communication - you can write an email a busy media director actually replies to, and hold the room in a pitch
Comfort with data; you can build a deck, read a media plan, and pull a defensible takeaway out of a spreadsheet
Resilience and a positive attitude. Category creation means hearing “we already have viewability” a lot and staying sharp anyway
Organization and follow-through: you keep your own pipeline honest without being chased

Nice To Haves

Established relationships across agency holding companies or major independents
Experience selling media measurement, verification, or analytics products
Agency-side experience planning or buying digital media: you’ve been the person on the other side of this pitch
Proven success driving revenue in a fast-paced or early-stage environment
Experience leading pitch conversations with multiple stakeholders
Familiarity with verification, MTA, MMM, brand lift, or incrementality testing
Hands-on experience with a CRM and outreach tooling (HubSpot, Salesforce, Outreach, LinkedIn Sales Navigator, Apollo)
Comfort representing a technical or measurement product externally
Ability to identify market opportunities and contribute to commercial strategy
Evidence of building something; a process, a playbook, a territory - rather than only working inside one.

Responsibilities

Sell an innovative approach to rating and measuring media quality
Own a new business target across an assigned set of agency and brand accounts
Build your own pipeline: research target accounts, develop account plans, and run consistent multi-channel outreach to generate qualified meetings
Conduct discovery with media planners, buyers, investment leads, analytics leads, and brand marketers to identify where measurement gaps exist
Lead pitch processes that can involve publishers, agencies, and brands
Build and deepen relationships with stakeholders across agency holding companies, major independents, and key brand partners
Partner with Client Success and Technical Account Management to scope pilots, troubleshoot issues, and convert pilots into renewals and expansions
Maintain accurate opportunity, activity, and forecast data in our CRM (HubSpot)
Become fluent in the AU metric and our case studies so you can defend the methodology credibly without an engineer in the room
Bring market intelligence back to the team: competitive moves, objections you’re hearing, and where the pitch is landing or missing
Represent Adelaide at industry events and contribute to our presence in the market