Senior Sales Director role to grow revenue in large and mid-market direct advertisers and media agencies in the UK and EMEA. Responsibilities include managing sales pipelines, leading consultative sales cycles, building agency relationships, negotiating partnership agreements, managing ARR targets, forecasting, and representing Pulse at industry events. Requires 7+ years B2B sales experience in digital advertising technology or media SaaS, with direct exposure to YouTube or video advertising. Must have strong commercial acumen, excellent communication skills, and existing senior agency relationships. Desirable knowledge includes GARM brand safety standards and UK advertising community engagement.
What you'll do
Build and manage a pipeline of large and mid-market direct advertiser accounts targeting key marketing roles across verticals with significant YouTube investment
Lead consultative, end-to-end sales cycles from identifying brands to closing platform agreements
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Bellevue, United States; Boston, United States; Boulder, United States; Chicago, United States; Denver, United States; Los Angeles, United States; New York, US; San Francisco, United States; San Jose, United States; Seattle, United States; Ventura, United States•7 days ago
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 engaging senior stakeholders in mid-market independents and major holding companies
Build a network of senior agency advocates who understand Pulse's value and deploy it across client portfolios
Structure and negotiate agency partnership agreements including preferred supplier and reseller terms
Conduct regular business reviews and executive-level stakeholder engagement across key agency groups
Own ARR target with accountability for new business, expansion, and renewal performance
Maintain rigorous pipeline forecasting and provide visibility to VP on deal stages and risks
Apply structured, prioritized territory management with proactive outbound into high-value accounts
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 building a consultative sales 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 and brand safety/contextual relevance
Excellent communication and presentation skills with credibility at Director and C-suite level
Existing senior relationships across UK holdco and mid-market agency groups (Publicis Groupe, WPP, IPG Mediabrands, Omnicom Media Group, Havas, Dentsu, and/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 UK advertising community through IAB, ISBA, or IPA engagement
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