Sr Media Sales Manager, Partnerships

Topgolf•Dallas, TX

2d•Onsite

About The Position

Topgolf is seeking a Sr. Media Sales Manager, Partnerships to drive advertising revenue across our full suite of owned and operated media channels. This role owns revenue generation across programmatic, out-of-home / in-venue media, owned digital properties (website and app), and streaming and content monetization - representing the complete Topgolf media ecosystem to agencies, holding companies, and trading desks. The right person is a proven media seller with deep agency relationships and strong programmatic fluency, who knows how to get Topgolf into media plans and deal libraries and can close across multiple channel types. Brand-direct opportunities are handled in partnership with Sponsorship Sales; this role’s primary motion is agency and trading desk. This is a hunter role on a lean team - the person who takes ownership, builds relationships fast, and figures out how to get deals done.

Requirements

7-10 years of media sales experience with a demonstrated track record of meeting or exceeding revenue goals; experience at a publisher, media owner, or agency trading desk strongly preferred
Deep, working knowledge of the programmatic ecosystem - DSPs, SSPs, exchanges, PMPs, PG, and audience targeting; digital out-of-home advertising experience a strong plus
Experience selling across multiple media channels (programmatic, DOOH, digital, video/streaming); ability to package them into cohesive, multi-channel proposals
Existing relationships with media buying agencies, holding companies, OOH specialists, and trading desks across major markets; must be able to connect quickly with planning and buying decision-makers without relying on inbound leads
Strong presentation and communication skills; ability to articulate complex ad tech topics simply and compellingly to both technical and non-technical audiences
Entrepreneurial, self-sufficient, and comfortable operating in a pioneering environment where products and processes are still being built
Proficient with Salesforce; fluent with standard sales tools and comfortable learning new ones
Fluent with AI tools (ChatGPT, Claude, Copilot, or similar) for accelerating research, drafting, and analysis; able to evaluate outputs critically rather than accept them at face value
A self-starter who doesn’t wait to be told - if the opportunity exists, they’ll find it; if the pitch needs to be built, they’ll build it; if the deal needs to get done, they’ll make sure it does
Willingness to travel and entertain clients as needed; must be based in Dallas or New York City
Bachelor’s degree required, preferably in Business, Marketing, Communications, or a related field

Nice To Haves

digital out-of-home advertising experience a strong plus

Responsibilities

Own programmatic revenue targets: build and manage a pipeline of DSPs, SSPs, agency trading desks, and programmatic buyers to drive net new and recurring revenue
Serve as the internal and external expert on programmatic media - PMP deals, programmatic guaranteed, open auction, and emerging deal structures across Topgolf’s full digital inventory with a goal of balancing revenue generation while maintaining premium CPMs
Partner with Ad Ops and Product to define inventory strategy, floor pricing, and deal packaging; identify gaps and proactively recommend enhancements
Stay current on the programmatic ecosystem - DSP/SSP technology, audience trends, measurement standards, and the competitive landscape - and communicate complex topics clearly to buyers and internal stakeholders
Sell advertising across Topgolf’s owned digital properties (website, mobile app, content and social channels) - packaging display, native, video, and direct-sold formats into unified multi-channel proposals that drive higher deal value
Own in-venue media revenue across Topgolf’s venue network - digital screens, experiential placements, and integrated sponsorship opportunities that reach a captive, high-dwell-time audience
Build and maintain relationships with top OOH specialists, media buying agencies, holding companies, and trading desks; ensure Topgolf is represented and considered in agency planning cycles, media plans, and OOH budget conversations
Drive market awareness of Topgolf’s in-venue media offering - get our sales collateral, rate cards, and audience data into the right hands so buyers can plan and activate Topgolf as a standard part of their DOOH and experiential buys
Develop and pitch compelling multi-venue and national proposals that leverage scale, dwell time, and first-party audience data; work closely with the Partnership Analytics team to keep market-facing materials current and competitive
Conduct market tours and venue walkthroughs with prospective buyers and agency partners to bring the Topgolf media environment to life and accelerate deal conviction
Represent Topgolf at relevant industry events and OOH/DOOH forums to build credibility and visibility in the broader out-of-home buyer community
Work cross-functionally with Sponsorship Sales to align on integrated packages, coordinate outreach, and avoid channel conflict
Proactively prospect and develop new agency relationships - this role is not reliant on inbound leads; the expectation is active outreach into media planning and buying agencies, holding companies, OOH specialists, and programmatic platforms to get Topgolf on their radar and into their planning
Own the full agency development cycle: from first outreach and deck delivery through deal structuring, campaign launch, and renewal; build recurring relationships at the planner, buyer, and supervisor level
Retain and grow agency accounts through consistent communication, campaign analysis, and QBRs; come with data and make recommendations that make it easy for buyers to keep Topgolf in the plan
Maintain accurate pipeline and account records in Salesforce; contribute to revenue forecasting and reporting
Work closely with Campaign Operations (Ad Ops) to ensure smooth campaign execution and a high-quality experience for agency partners