Digital Agency Development Lead

Microsoft•Los Angeles, CA

2d•Hybrid

About The Position

At Microsoft AI (MAI) our mission is to inform, support and empower our consumers with responsible AI. Ads are key to enabling democratized access to many MAI services and to providing personalized, relevant, scalable consumer AI experiences. At Microsoft Advertising (MSA) we empower advertisers around the world to reach their maximum potential through digital advertising solutions via the Microsoft Advertising platform. Our vision in the Small & Midsized Business (SMB) segment is to empower every SMB marketer on the planet to do more. We are seeking an experienced Digital Agency Development Lead with deep sales expertise and practical experience helping agencies realize their digital advertising goals. In alignment with our Microsoft values, we are committed to cultivating an inclusive work environment for all employees to positively impact our culture every day. As trusted advisors to SMBs, independent agencies are vital to MSA’s market adoption and advertising product expansion amongst SMBs. They influence advertising platform selection, budget allocation, and their client’s long-term strategy. They aggregate demand from large portfolios of advertisers, and this makes them vital growth multipliers for MSA’s scale SMB business. This role is accountable for activating agencies as scaled growth partners to drive SMB acquisition, adoption, and long-term customer success. This position can be located in New York, Chicago, San Francisco, Los Angeles, or Miami (agency hubs). We are seeking a seasoned and dynamic Digital Agency Development Lead to establish MSA as a “must buy” platform among independent agencies and strengthen MSA’s position as a trusted advertising partner in the US market. This frontline, field-based role owns senior level engagement with SMB focused independent agencies and is accountable for driving scalable SMB growth through agency led acquisition, adoption, and enablement. The role requires a deep understanding of agency and client business objectives to anticipate needs and drive sustained growth. The Digital Agency Development Lead works across a portfolio of SMB focused independent agencies to evolve relationship models that drives adoption, through-agency acquisition, and sustained growth through repeatable agency programs. This is a well-supported function that sits within a global multi-disciplinary sales organization. Success requires solid accountability, ownership mindset, and a genuine entrepreneurial approach. Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond. Starting January 26, 2026, Microsoft AI (MAI) employees who live within a 50- mile commute of a designated Microsoft office in the U.S. or 25-mile commute of a non-U.S., country-specific location are expected to work from the office at least four days per week. This expectation is subject to local law and may vary by jurisdiction.

Requirements

Bachelor's Degree in related field AND 5+ years partner management, sales, business development, platform ecosystem/network, or partner channel development in the technology industry
OR 8+ years partner management, sales, business development, platform ecosystem/network, or partner channel development in the technology industry
OR equivalent experience.
1+ year(s) experience with planning, budgeting, and other project management activities.

Nice To Haves

Bachelor's Degree in related field AND 9+ years partner management, sales, business development, platform ecosystem/network, or partner channel development in the technology industry
OR 12+ years partner management, sales, business development, platform ecosystem/network, or partner channel development in the technology industry
OR equivalent experience.
3+ years experience with planning, budgeting, and other project management activities.
Experience working with C-level executives and cross-functionally across all levels of management.
Marketing / Agency / Advertising experience.
Experience managing internal and external relationships.
Solid digital advertising experience.
Crafted and implemented commercial agreements at a local level.
Exhibits a high level of competency in oral and written communication skills.
Demonstrated expertise in building relationships with agency decision-makers and working across teams within complex organizations to achieve objectives.
Proven track record of delivering results and generating transformational growth.
Deep competitive knowledge of competitor offerings and ad tech solutions across the digital advertising ecosystem.
Infectious sense of enthusiasm, fun, and imagination associated with a group committed to developing the best client experiences in the world.

Responsibilities

Act as the primary point of contact for a portfolio of SMB-focused independent agencies.
Consult, build, and maintain solid relationships with agencies at all levels to help them and their end clients leverage MSA to drive business growth.
Develop and execute agency growth strategies to maximize their clients’ advertising success, including scaled coverage models designed for repeatable SMB outcomes.
Engage virtually, and in-person with agency decision-makers. Learn about agency needs and goals and pitch the value of MSA.
[Own] Manage an SMB focused portfolio of independent agencies with accountability for driving SMB acquisition via the agency, product adoption, and sustained growth.
[Plan] Identify opportunities across agencies to drive product adoption, share of wallet, and new SMB customer acquisition, with a focus on repeatable, scalable SMB growth outcomes.
[Pitch] Sign off on Joint Business Agreements with agencies and obtain commitment to achieve product and growth milestones within the quarter using incentives where needed, with an emphasis on onboarding quality, adoption, and reducing early-life churn.
[Evaluate] Review customer performance and execution against milestones via Quarterly Business Reviews.
Complete effective agency portfolio planning to maximize revenue and customer satisfaction outcomes.
Conduct training sessions, workshops, and webinars to educate portfolio agencies on Microsoft Advertising solutions and ensure MSA remains top of mind across the agency.
Develop custom playbooks and case studies to showcase successful advertising strategies.
Ensure agencies are up to date on new features, automation tools, and best practices.
Work closely with sales and marketing to deliver a seamless agency experience.
Partner with agencies and internal teams to resolve escalations efficiently.
Partner with other MSA sales teams to ensure effective knowledge transfer and best practice adoption.
Provide feedback to product teams on agency needs, feature requests, and areas for improvement.
Build and maintain a solid personal network across agencies through industry events and forums to deepen relationships and position Microsoft Advertising as top of mind.
Partner with the SMB Vendor Digital Sales team to deliver effective account management.