Account Director

What you'll do

• Deliver against quota by meeting or exceeding annual revenue targets with predictable quarter-over-quarter attainment across assigned portfolio
• Open net-new business by closing new brand-direct and agency accounts to expand Kargo's footprint
• Grow existing accounts through renewals and upsell, improving year-over-year spend per account
• Maintain a healthy pipeline with qualified coverage at 3x quota, accurate stage progression, and forecast reliability inside Salesforce
• Inform the product roadmap by providing structured market feedback influencing positioning or roadmap decisions
• Pursue and close deals with persistence, owning the full sales cycle from prospecting to signature
• Invest in understanding each client's business, challenges, and goals before positioning solutions
• Build trust across all levels of an account, acting as a strategic partner rather than a vendor
• Maintain sharp awareness of Kargo's products, competitors, and the broader ecosystem, continuously learning
• Translate frontline market signals into actionable feedback for product and leadership
• Partner closely with Account Management, creative, design, and yield teams to build compelling proposals
• Mentor and elevate junior sellers, raising the bar for the wider team

Requirements

• 5+ years selling online and programmatic advertising
• 3+ years in brand advertising, media sales, or marketing
• Established, active relationships with brand and agency contacts across the region
• Proven ability to engage and win support from C-level executives and key stakeholders
• Deep working knowledge of the digital and mobile advertising ecosystem
• Consultative selling fluency: building ROI cases, presenting new and existing products, and closing
• Strong written and verbal communication, including executive-level presentation skills
• Salesforce CRM proficiency for activity tracking and forecasting (preferred)
• Fluency in PowerPoint and Excel for proposals and revenue modeling (preferred)

Tech stack