Director of Sales, Ad Agencies
About The Position
Skai is seeking a Director of Sales for their US Independent Agency Team. This role is responsible for generating new agency accounts, owning the Go-To-Market (GTM) sales process, and developing strategic agency partnerships. The position requires outworking the competition, developing internal and external relationships, and owning net new revenue, retention, and expansion across a defined book of independent agency accounts. The role involves regional GTM planning tailored to how independent agencies operate, focusing on principal-led decisions and margin sensitivity. A key aspect is building and maintaining a high-quality pipeline through disciplined discovery, active multithreading across agency stakeholders, and rigorous account planning, with forecasts based on verified buyer intent. The Director of Sales will lead the full sales cycle, from discovery through negotiation, pricing, and contract close, in partnership with the EVP Sales. They will bring a differentiated commercial point of view, reframing how agencies think about AI-driven optimization and commerce media, and develop account-level strategies for expansion. Collaboration with cross-functional teams such as Industry leads, Client Success, Product, and Legal is essential to ensure clean handoffs, accurate scoping, long-term partnership health, and to feed agency insights back into product and GTM strategy. The role also involves managing pipeline development, account planning, revenue forecasting, internal resource utilization, driving regional TAM and GTM strategy with support teams, developing budgets for client visits and industry events, and understanding the AdTech, MarTech, and Independent Agency landscapes, as well as client business practices.
Requirements
- 5+ years in AdTech, commerce media, or AI/data SaaS sales, with a documented track record of exceeding quota in complex, multi-stakeholder environments.
- Experience selling into independent agencies specifically is strongly preferred.
- Passion for your craft! A willingness to learn and develop every day
- Proven ability to run a full discovery-led sales process: mapping stakeholders, surfacing unconsidered problems, and building consensus across agency principals, strategists, and ops leads simultaneously.
- A proven track record with independent agencies and Founder/C level clients
- Running a consultative and complex sales cycle for small to large agency organizations
- A genuine point of view on where AI is (and isn't) delivering for media buyers today.
- Strategic and creative commercial thinking: the ability to diagnose an agency's real growth constraints and construct partnership structures that create durable value for their business and yours.
Responsibilities
- Develop relationships both internal and external
- Own net new revenue, retention, and expansion across a defined book of independent agency accounts
- Build and maintain a high-quality pipeline through disciplined discovery, active multithreading across agency stakeholders, and rigorous account planning
- Lead the full sales cycle — from discovery through negotiation, pricing, and contract close
- Bring a differentiated commercial point of view into every account
- Develop account-level strategies that create expansion opportunity beyond the initial sale
- Collaborate cross-functionally with Industry leads, Client Success, Product, Legal, and EVP to ensure clean handoffs, accurate scoping, and long-term agency partnership health
- Feed ground-level agency insight back into product and GTM strategy
- Manage consistent quality pipeline development, account planning, revenue forecasting and internal resource utilization
- Drive a regional TAM and GTM strategy in collaboration with your EVP, SDR and Marketing support team
- Develop budgets for client visits and industry events necessary for quota success
- Know your industry! Know the AdTech, MarTech and Independent Agency landscapes
- Know your clients! Understand how independent agencies like to do business and make profit
Benefits
- Strong commission plan
- Equity
- Home/office work mix (three days in office per week)
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What This Job Offers
Job Type
Full-time
Career Level
Director
Education Level
No Education Listed
