Director of Sales, eCommerce Paid Media

Cart.com•Time, IL

22d•Remote

About The Position

We’re Cart.com, one of the fastest growing commerce enablement companies in the world. We provide the digital and physical infrastructure that empowers thousands of leading B2C, B2B and public sector organizations to unify commerce operations from product discovery to product delivery. We’re building toward a world where commerce has no bounds. Our enterprise-grade software, services and logistics infrastructure, including our own network of omnichannel fulfillment and distribution centers, enable merchants to navigate an increasingly complex operating landscape and drive efficient growth. Our goal is to be the global backbone of commerce. To achieve it, we’re looking for entrepreneurial, innovative and determined teammates who are eager to help our growing base of customers simplify their commerce operations and seamlessly reach their own customers, wherever they are. Sound like you? We’d love to hear from you. Cart.com Fast Facts: 6,000+ customers worldwide 1,600+ employees globally 17 warehouses nationwide, totaling over 10 million square feet of space Headquartered in Houston, TX with international offices in Mexico and Poland Our values: Cart.com is building a company that is committed to living out these 6 core values: Be brand obsessed: Our lives are shaped by the brands we interact with daily. We obsess over the brands we serve, and about the things they care about. Think beyond the box: “We’ve always done it that way” is not a phrase uttered often at our office. We create creative solutions to complex problems. Don’t give up: We learn from our challenges and see them for what they are; great building blocks to an amazing brand story. Speak up: We communicate clearly and directly because we care deeply. Communication is the bedrock of our community. Work together: We’ve built a team that prides itself on diversity of thought and background. Collaboration is better with contrast. Remember to be human: We work hard, but we leave room for the people, places and things that we love. The Sales Director, eCommerce Paid Media is a quota-carrying sales leader responsible for driving new business across Cart.com’s digital marketing and performance media services—including paid search, paid social, programmatic, marketplace advertising, and cross-channel eCommerce media strategy. This individual will be a deep subject-matter expert in DTC and eCommerce marketing, capable of translating sophisticated media solutions into clear customer and business outcomes. You will own the full sales lifecycle, partner closely with internal strategy and delivery teams, and represent Cart.com as a trusted advisor to mid-market and enterprise brands. This role combines strategic enterprise selling, technical marketing expertise, and collaboration across Product, Strategy, Media, Analytics, and Client Success to build solutions that meet measurable customer goals.

Requirements

7+ years of experience in digital marketing, advertising, or eCommerce; 4+ years in sales, account executive, or business development roles.
Experience selling directly to DTC or eCommerce brands.
Demonstrated success selling paid media services within an agency, AdTech, MarTech, or performance marketing environment.
Deep expertise in performance channels such as Google Ads, Meta Ads, TikTok, Amazon Ads, programmatic DSPs, attribution models, ROAS/efficiency strategies, and cross-channel orchestrations.
Strong consultative selling skills with the ability to simplify technical solutions and influence senior marketing leaders.
Exceptional communication, storytelling, presentation, and negotiation skills.
Experience building and maintaining relationships with CMOs, VPs of Marketing, Directors, and eCommerce leadership.

Nice To Haves

Knowledge of marketplace advertising, feed management, CRO, or analytics services.
Existing network of brand-side marketing and eCommerce decision-makers.
Background in agency, SaaS, or platform-side selling strongly preferred.

Responsibilities

New Business Development Own the complete sales cycle—from outbound prospecting and discovery to solution design, proposal creation, pricing, negotiations, and close.
Build and maintain a qualified pipeline of mid-market and enterprise eCommerce brands.
Develop customized pitches that articulate the value and ROI of Cart.com’s paid media and omnichannel growth solutions.
Paid Media & eCommerce Expertise Serve as a trusted advisor on eCommerce paid media across platforms including Google, Meta, TikTok, Amazon, programmatic DSPs, and emerging channels.
Conduct needs assessments to uncover client pain points and growth opportunities.
Partner cross-functionally with Strategy, Media, Analytics, and Client Success to scope accurate and impactful solutions.
Revenue Growth & Forecasting Meet or exceed quarterly and annual revenue targets.
Maintain clear, accurate forecasting and pipeline tracking within CRM (Salesforce, HubSpot, etc.).
Monitor market shifts, competitive insights, and channel performance trends to refine sales plays and offering positioning.
Cross-Functional Partnership & Representation Collaborate closely with Agency leadership to refine pricing models, packaging, GTM materials, and service offerings.
Ensure seamless handoff to delivery and client success teams to support long-term client growth and retention.
Represent Cart.com at industry conferences, webinars, partner events, and thought leadership opportunities.