National Underwriting Account Executive

American Public Media Group•Saint Paul, MN

6h•Remote

About The Position

The National Underwriting Account Executive is responsible for driving national revenue growth across American Public Media's (APM) owned and operated broadcast and digital properties, the Inform Media Network, and APM’s turnkey brand solutions and sponsorship packages. This role owns a cross-platform portfolio and operates as a consultative partner to brands and agencies- leading with underwriter business objectives, audience insights, and measurable outcomes. Success in this role requires entrepreneurial discipline, documented client needs assessments leading to marketing solutions grounded in discovered client problems, and the ability to balance scalable, repeatable offerings with selective bespoke customization- while maintaining pricing discipline, rigorous pipeline hygiene, and alignment with APM’s underwriting and editorial principles. This role operates within a multi-year transformation of APM’s underwriting and digital revenue strategy. The Account Executive is expected to contribute to the evolution of how APM sells, measures, and delivers value to sponsors-particularly through data-informed underwriting models and the continued growth of the Informed Media Network.

Requirements

Bachelor's degree or equivalent work experience.
Minimum of six (6) years relevant sales experience in media.
Experience selling digital media and integrating digital with legacy-media platforms
Demonstrated success selling portfolio‑based solutions
Proven ability to meet revenue targets while maintaining pricing discipline
Ability to travel for client meetings, industry events, and internal collaboration as needed (reasonable expenses eligible for reimbursement or covered by APM)
Must be able to perform the essential duties of the position with or without reasonable accommodation.
Ability to travel during the day, with occasional overnight travel required.
Must have a personal vehicle available for use to call on clients.
Must have a valid, current driver's license.
Must have a clean driving record with no DWIs or excessive amount of traffic violations or accidents.
Required to move about in an office environment and sit for extended periods of time.
Required to move about in the community.
Frequent use of hands for data entry/keystrokes and simple grasping

Nice To Haves

Experience selling across multiple media types within a single solution
Comfort selling standardized or networked offerings where scalability and consistency are critical
Experience working with both agencies and direct advertisers
Ability to use performance data, attribution, and audience insights in sales conversations
Track record of consultative selling in outcomes‑oriented or data‑informed environments
Consultative communicator capable of challenging assumptions, positioning oneself as a client resource able to reframe brand strategy, and guide decision‑making
Strong business judgment and economic discipline
Highly organized, process‑oriented, and accountable
Comfortable operating in an environment of ongoing sales and systems transformation
Alignment with public media values and mission‑aligned sponsorship standards

Responsibilities

Own and grow a national revenue portfolio spanning: APM owned & operated broadcast underwriting, APM digital and podcast inventory, Inform Media Network inventory, Turnkey and bespoke integrated brand solutions packages
Achieve revenue targets through balanced portfolio performance across all of the above
Conduct structured, documented needs assessments to understand underwriter’s business objectives, KPIs, constraints, and decision criteria before advancing opportunities.
Diagnose where APM and Inform Media Network can deliver differentiated value—and where other platforms may be better suited, demonstrating sound judgment in opportunity selection.
Translate underwriter objectives into integrated underwriting solutions aligned with content context, audience composition, and business outcomes.
Own revenue growth for Inform Media Network inventory as part of a broader APM portfolio.
Sell scalable, brand‑safe network audio offerings to national brands and agencies.
Demonstrate fluency in network economics, standardized pricing, and yield discipline.
Prioritize selling aggregated, system‑level inventory rather than individual programs or markets.
Protect the scalability and integrity of the Network by resisting pricing erosion.
Use campaign reporting, attribution tools (e.g., Magellan AI), and audience insights to inform pre‑sale positioning, renewal strategy, and post‑campaign conversations.
Translate campaign results into business implications and learning for clients, not just metrics
Incorporate proof points and outcomes into client presentations and proposals wherever available.
Collaborate with APM departments to create client case studies to both help secure renewals and leverage for business development across category verticals.
Manage strategic relationships with a focus on long‑term account value, renewals, and multi‑platform expansion.
Grow account value through multi‑year, multi‑platform strategies
Maintain pricing discipline and underwriting integrity across all deals.
Maintain a disciplined, accurate pipeline in Salesforce, including opportunity stages, close dates, deal types, documented needs assessments, and revenue forecasts.
Demonstrate comfort operating within defined sales processes, performance metrics, and accountability frameworks, including forecast reviews and QBRs.
Work cross‑functionally with sales support, finance, traffic, and operations to ensure deals are booked, fulfilled, and invoiced accurately.
Accountable for handling collections for orders