Pulse by Xapads is an AI-powered contextual video targeting platform for YouTube advertising. The Sales Director will own and grow revenue across large and mid-market direct advertisers and media agencies in the US. Responsibilities include managing sales pipelines, leading consultative sales cycles, building agency relationships, negotiating agreements, managing ARR targets, and representing Pulse at industry events. Requirements include 7+ years B2B sales experience in digital advertising or media SaaS, strong commercial acumen, fluency in YouTube advertising, excellent communication skills, and existing senior agency relationships. Desirable experience includes familiarity with GARM standards and selling to in-house marketing teams. Location is New York, United States.
What you'll do
Build and manage a pipeline of large and mid-market direct advertiser accounts targeting key marketing roles
Lead consultative, end-to-end sales cycles from identifying brands to closing platform agreements
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Position Pulse as a strategic enhancement to existing YouTube media activity
Partner with Customer Success post-sale to drive platform adoption and identify upsell opportunities
Own and develop relationships across media agency groups including major holding companies and independents
Build a network of senior agency advocates to deploy Pulse across client portfolios
Structure and negotiate agency partnership agreements including preferred supplier and reseller terms
Conduct regular business reviews and executive-level stakeholder engagement with agency groups
Own a clearly defined ARR target with accountability for new business, expansion, and renewals
Maintain rigorous pipeline forecasting and provide visibility on deal stages and risks
Bring a structured, prioritized approach to territory management with proactive outbound sales
Serve as a credible external voice for Pulse at industry events and conferences
Feed market intelligence back into the business to inform roadmap and GTM decisions
Operate as a senior commercial stakeholder contributing to GTM strategy and commercial model design
Recruit, onboard, and mentor junior sales talent to build a consultative sales team culture
Requirements
7+ years of B2B sales experience in digital advertising technology, media SaaS, or programmatic solutions
Direct exposure to YouTube, video, or contextual advertising
Proven ability to sell into both direct advertiser and media agency environments
Experience managing complex, multi-stakeholder sales cycles and closing platform or SaaS agreements at five to six-figure contract values
Strong commercial acumen to structure bespoke deals, navigate procurement, and build compelling business cases
Fluency in the YouTube advertising landscape including brand safety and contextual relevance
Excellent communication and presentation skills with credibility to engage at Director and C-suite level
Existing senior relationships across US holdco and mid-market agency groups (Publicis Groupe, WPP, IPG Mediabrands, Omnicom Media Group, Havas, Dentsu, or large independents)
Desirable: Familiarity with GARM brand safety standards and contextual targeting methodologies
Desirable: Experience selling to in-house marketing teams at brands with direct YouTube investment
Desirable: Established presence in the US advertising community through IAB, ISBA, or IPA engagement
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