Director of Client Partnerships

The Banner•Baltimore, MD

About The Position

The Director of Client Partnerships leads The Banner’s Client Partnership team and is responsible for achieving advertising revenue goals across Baltimore, Prince George’s County, Montgomery County, and the broader Maryland market. The role focuses on developing strong, long-term client relationships by understanding clients’ businesses and marketing objectives and creating solutions across advertising, sponsorships, events, content, and audience offerings. This is a hands-on sales leadership position. The Director leads and coaches Client Partners, manages sales pipelines and revenue forecasts, supports strategic accounts, participates in major client opportunities, and establishes consistent expectations for prospecting, selling, retaining, and growing client relationships. The Director works closely with the SVP of Client Partnerships and collaborates with Business Development, Advertising Operations, Events, Marketing, Product, Finance, and Analytics. The position offers on-target earnings of $240,000–$270,000, including base salary and targeted annual commissions, and is eligible for a commissions plan. Individual pay may vary based on experience, internal equity, and business considerations.

Requirements

At least 7 years of professional sales experience, including significant experience in digital advertising, media, marketing services, integrated marketing, or a related field.
At least 3 years of experience directly managing and coaching sales professionals.
Demonstrated history of leading teams that meet or exceed revenue goals.
Experience managing sales pipelines, revenue forecasts, client portfolios, and CRM-based sales processes.
Strong understanding of consultative and relationship-based selling.
Experience selling digital advertising or integrated marketing solutions.
Experience developing and growing significant client relationships.
Ability to coach sellers through prospecting, discovery, account strategy, proposal development, negotiation, closing, retention, and expansion.
Strong business judgment and ability to use revenue, pipeline, client, and market data to make decisions.
Strong presentation, negotiation, communication, and relationship-management skills.
Comfort providing direct feedback, setting clear expectations, and holding a sales team accountable for results.

Nice To Haves

Experience in digital media, local media, publishing, advertising, or a related industry.
Knowledge of the Baltimore, Montgomery County, Prince George’s County, Washington, D.C., or broader Maryland advertising markets.
Experience working with both direct advertisers and advertising agencies.
Experience selling display advertising, newsletters, sponsored content, audience targeting, social advertising, programmatic advertising, events, sponsorships, or integrated media programs.
Experience leading consultative, relationship-driven sales teams.
Experience balancing new-business development with long-term account growth.

Responsibilities

Lead, coach, and develop The Banner’s Client Partnership team.
Own execution against monthly, quarterly, and annual advertising revenue goals.
Set individual revenue goals, account priorities, activity expectations, and performance standards.
Manage client portfolios across Baltimore, Prince George’s County, Montgomery County, and other Maryland markets.
Conduct pipeline reviews, account reviews, forecast discussions, and individual coaching sessions.
Coach Client Partners on discovery, consultative selling, account strategy, presentations, negotiations, closing, retention, and account expansion.
Help the team build long-term client relationships by understanding business needs and identifying relevant solutions.
Maintain the quality and accuracy of the sales pipeline and revenue forecast.
Identify revenue risks, pipeline gaps, and opportunities for new business or account expansion.
Participate in major client meetings, presentations, negotiations, and strategic sales opportunities.
Develop relationships with key advertisers, agencies, businesses, community organizations, and strategic partners.
Guide account planning for high-value and high-potential client relationships.
Set priorities for prospecting and new-client acquisition.
Partner with Business Development to build a pipeline of qualified prospects.
Ensure Client Partners have support to focus on developing relationships, selling, and growing accounts.
Work with Advertising Operations to establish effective handoffs from sale through campaign execution.
Collaborate with Events, Product, Marketing, and Analytics to develop integrated client solutions.
Provide market feedback on client needs, competitive offerings, pricing, products, and emerging opportunities.
Help introduce new advertising products and prepare the Client Partnership team to position and sell them.
Partner with Finance and the SVP of Client Partnerships on revenue forecasting and planning.