Pulse by Xapads is an AI-powered contextual video targeting platform for YouTube advertising. The role is for a senior Sales Director to grow revenue with large and mid-market direct advertisers and media agencies in the US. Responsibilities include managing sales pipelines, leading consultative sales cycles, positioning Pulse's platform value, developing agency relationships, negotiating agreements, managing revenue targets, and representing Pulse at industry events. Requirements include 7+ years B2B sales experience in digital advertising technology or media SaaS, strong commercial acumen, experience with complex sales cycles, fluency in YouTube advertising, excellent communication skills, and existing senior agency relationships. The position is full-time and located in New York, United States.
What you'll do
Build and manage a pipeline of large and mid-market direct advertiser accounts, targeting Heads of Digital, Performance Marketing Directors, Brand Managers, and CMOs across verticals with significant YouTube investment including retail, FMCG, finance, travel, and entertainment
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Lead consultative, end-to-end sales cycles: from identifying brands with meaningful YouTube budgets through to demonstrating Pulse's contextual and brand safety value, structuring commercial terms, and closing platform agreements
Position Pulse as a strategic enhancement to existing YouTube media activity - helping in-house teams improve placement relevance, reduce brand risk exposure, and generate clearer performance reporting without disrupting established buying workflows
Partner with Customer Success post-sale to drive platform adoption, ensure measurable campaign outcomes, and identify upsell and expansion opportunities
Own and develop relationships across media agency groups, engaging at group trading, investment, data and technology, and brand partnerships levels within both mid-market independents and the six major holdcos
Build a network of senior agency advocates - Group Investment Directors, Heads of Digital & Programmatic, Data Strategy leads, and Planning Directors - who understand Pulse's differentiated value and can deploy it across client portfolios
Structure and negotiate agency partnership agreements, including preferred supplier arrangements, reseller terms, and joint go-to-market programmes that embed Pulse within agency planning and activation workflows
Conduct regular business reviews and executive-level stakeholder engagement across key agency groups, ensuring Pulse remains front-of-mind as YouTube budgets and brand safety requirements evolve
Own a clearly defined ARR target with full accountability for new business, expansion, and renewal performance across your book
Maintain rigorous pipeline forecasting, providing regular and accurate visibility to the VP on deal stages, conversion timelines, risks, and market signals
Bring a structured, prioritised approach to territory management with proactive outbound into high-value accounts
Serve as a credible external voice for Pulse at industry events, roundtables, and conferences (IAB, Advertising Week, ISBA, IPA, Programmatic Pioneers, etc.), generating qualified pipeline and reinforcing Pulse's reputation as a leading YouTube contextual intelligence platform
Feed market intelligence back into the business — sharing advertiser and agency perspectives on YouTube buying behaviour, brand safety concerns, competitor activity, and product gaps to inform roadmap and GTM decisions
Operate as a senior commercial stakeholder within the business, contributing to GTM strategy, commercial model design, and cross-functional initiatives as Pulse scales its revenue operations
Recruit, onboard, and mentor junior sales talent - building a team culture grounded in consultative selling, deep product knowledge, and a genuine commitment to client outcomes
Requirements
7+ years of B2B sales experience, with a clear track record in digital advertising technology, media SaaS, or programmatic solutions - ideally with direct exposure to YouTube, video, or contextual advertising
Proven ability to sell into both direct advertiser and media agency environments, with an understanding of the distinct buying dynamics, stakeholder structures, and value criteria in each
Experience managing complex, multi-stakeholder sales cycles and closing platform or SaaS agreements at five to six-figure contract values
Strong commercial acumen - able to structure bespoke deals, navigate procurement, and build compelling business cases that connect platform capability to measurable brand and performance outcomes
Fluency in the YouTube advertising landscape, including how brands and agencies currently plan, buy, and measure YouTube campaigns, and where brand safety and contextual relevance sit on the agenda
Excellent communication and presentation skills, with the credibility and gravitas to engage at Director and C-suite level across both client-side and agency-side organisations
Existing senior relationships across US holdco and mid-market agency groups (Publicis Groupe, WPP, IPG Mediabrands, Omnicom Media Group, Havas, Dentsu and/or large independents such as Essence Mediacom, Wavemaker, Zenith)
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