Sales Manager Advertising, Media, Enterprise & Technology

About the Role

We are looking for an energetic, commercially driven Sales Manager with 3+ years of experience to join our growing team.

This role will have specific responsibility for driving advertising revenue through the sale of digital display inventory, branded content, campaign packages, sponsorships and technology-enabled audience engagement solutions.

This is a hunter-style sales role spanning advertising, media, technology, B2B and enterprise. You will be responsible for generating new business, developing relationships and building a healthy ecosystem across advertising agencies, PR firms, media buyers, brands, merchants, retailers and enterprise clients.

We strongly value candidates with agency experience, but are also open to strong in-house sales professionals with experience in technology, B2B, enterprise solutions, platforms, market places or customer-facing commercial roles.

The right person understands that enterprise sales is not simply about getting the first meeting or signing the first contract. You need to know how to navigate complex organisations, identify decision-makers and influencers, manage multiple stakeholders, work through procurement and build long-term customer relationships.

You will own opportunities from first touch through to closure, while working closely with Customer Success andinternal teams to support retention, expansion, cross-sell and retargeting opportunities.

What You'll Be Doing

New Business & Hunting

• Own the sales cycle from lead generation, first touch and qualification through to negotiation and closure.
• Proactively generate new opportunities through outbound prospecting, networking, events, referrals and industry relationships.
• Develop relationships across advertising agencies, PR agencies, media buyers, brands, merchants, retailers and enterprise organisations.
• Build a strong commercial ecosystem rather than relying solely on inbound leads.
• Identify opportunities for new customer acquisition, partnerships and strategic accounts.
• Maintain disciplined CRM and pipeline management.

Enterprise Sales & Account Navigation

• Navigate complex enterprise organisations and understand how decisions actually get made.
• Identify and map economic buyers, decision-makers, influencers, users, procurement and other key stakeholders.
• Build multi-threaded relationships across different levels and departments within an organisation.
• Understand enterprise sales cycles, procurement processes, budgets, approvals and internal politics.
• Develop account strategies to move opportunities forward and prevent deals from becoming stalled.
• Build relationships beyond a single point of contact to create long-term account value.
• Confidently engage with both working-level contacts and senior decision-makers.
• Understand when to sell, when to nurture and when to bring in the right internal stakeholder.

Advertising, Media & Retargeting

• Develop relationships with advertising agencies, media agencies, PR firms, media buyers and brand-side marketing teams.
• Develop an innovative, solutions-led approach to selling advertising content by converting each advertiser's objectives into distinctive campaign concepts suited to the available digital screens, audience touchpoints and surrounding environment.
• Proactively originate new advertising formats, themed content series, seasonal campaigns, sponsorship concepts, merchant collaborations and precinct-wide activations instead of relying only on conventional screen-inventory sales.
• Understand media planning, campaign objectives, budgets, audience targeting, performance and deadlines.
• Develop integrated commercial packages that may combine digital displays, interactive content, audience participation, events, loyalty, marketplace activity and retargeting.
• Translate campaign objectives - including brand awareness, audience engagement, footfall, lead generation, conversion and retention - into executable content ideas with measureable outcomes.
• Identify opportunities to use customer and campaign data to support retargeting, re-engagement and repeat commercial activity.
• Work with clients and internal teams to develop opportunities for initial acquisition, retargeting and ongoing customer engagement.
• Understand the importance of building a customer journey rather than treating each campaign or transaction as a one-off.
• Identify opportunities to increase customer lifetime value through repeat campaigns, loyalty and marketplace activity.
• Help clients understand how our platform can support acquisition, engagement, retention and retargeting.
• Work with design, content, technology and operations team to assess creative feasibility and convert innovative concepts into scalable, commercialy viable proposals.
• Balance originality with advertiser ROI, pricing and margin requirements, operational feasibility, brand safety and applicable advertising or content requirements.

Customer Success & Account Growth

Sales does not stop at the signed contract.

You will work closely with Customer Success and Operations to ensure customers are successfully onboarded, engaged and positioned for further growth.

• Maintain strong relationships with customers after the initial sale.
• Work with Customer Success to understand customer health, satisfaction and future needs.
• Identify upsell, cross-sell, renewal and retargeting opportunities.
• Recognise when an existing customer has potential for a broader deployment or additional commercial solution.
• Bring customer feedback back into the wider business to improve our proposition.
• Help turn successful deployments into long-term commercial relationships.
• Develop account expansion opportunities rather than continually starting from zero.

Proposals, RFPs & Tenders

• Develop proposals ranging from straightforward commercial pitches to complex enterprise solutions.
• Write and coordinate proposals across different levels of complexity.
• Participate in open tenders, RFPs and formal procurement processes.
• Work with product, technology, design, project and operations teams to build compelling solutions.
• Present proposals and commercial concepts confidently.
• Manage deadlines, submissions, revisions and stakeholder feedback.
• Lead commercial discussions and negotiations through to closure.

Platform & Commercial Development

• Sell and develop opportunities around our Platform-as-a-Service and loyalty marketplace offerings.
• Understand how technology, advertising, loyalty, customer engagement and commerce can work together.
• Help identify new use cases, markets and revenue opportunities.
• Build repeatable advertising-content propositions and sales packages that can be offered across multiple advertisers, locations, audience segments or campaign periods.
• Monitor advertising, digital out-of-home, retail, experiential and technology trends and translate relevant developments into new revenue opportunities.
• Contribute to overall sales and go-to-market strategy.
• Bring market and customer intelligence back into the business.
• Help shape commercial propositions based on real customer demand.

What We're Looking For

• 3+ years of experience in sales, business development or commercial roles.
• Experience in advertising, media, PR, technology, SaaS, B2B, enterprise, marketplaces, retail or related industries.
• Experience in digital out-of-home advertising, media sales, sponsorships, experiential marketing or integrated campaign development will be an advantage.
• Agency experience is highly preferred, but strong in-house sales professionals are welcome.
• Proven hunter mentality and ability to independently generate pipeline.
• Demonstrated understanding of enterprise sales and complex stakeholder environments.
• Comfortable navigating organisations with multiple decision-makers, procurement processes and long sales cycles.
• Strong understanding of customer lifecycle, retention, account growth and retargeting.
• Comfortable working closely with Customer Success after the sale.
• Strong relationship-building and networking skills.
• Extroverted, energetic and confident making the first touch.
• Excellent storytelling, pitching and presentation skills.
• Demonstrated ability to originate innovative advertising-content concepts and convert creative ideas into revenue-generating client proposals.
• Ability to understand a client brief, challenge conventional formats constructively and present campaign ideas that are creative, executable and commercially sound.
• Strong commercial judgement and negotiation ability.
• Comfortable discussing advertising, media, technology and business outcomes with different audiences.
• Strong CRM discipline and process orientation.
• Experience with RFPs, tenders and proposal development.
• Comfortable with ambiguity and able to create structure in a fast-moving environment.
• Highly organised and able to manage multiple opportunities and deadlines.
• Collaborative and comfortable working across sales, customer success, product, design, technology, project and operations.
• Commercially accountable and comfortable being measured against advertising revenue, gross margin, pipeline conversion, new advertiser acquisition, campaign renewals and the performance of newly launched advertising concepts.

The Person We're Looking For

You're a hunter who knows how to build relationships beyond the first sale.

You know how to open a door, create interestand get a meeting - but you also understand what happens afterwards.

You know how to navigate an enterprise organisation, work out who really makes the decision, build multiple relationships and keep an opportunity moving through procurement and internal approvals.

You understand that the best commercial relationships don't end when the contract is signed.

You work closely with Customer Success to understand what customers actually need, identify opportunities for retargeting, expansion, upsell and repeat business, and turn successful customers into long-term accounts.

You're comfortable with the pace and language of advertising and media, but equally comfortable sitting across from an enterprise technology buyer discussing business requirements, procurement and ROI.

You're a storyteller, relationship builder and closer, but you're also process-driven. You keep your CRM up to date, manage your pipeline properly and follow through.

Most importantly, you're comfortable with ambiguity. You don't need every step mapped out for you. You have the initiative to figure things out, ask the right questions and move forward.

What You'll Get

You won't be expected to figure everything out alone.

You'll work closely with Customer Success, Strategy, Product, Technology, Design, Project and Operations, giving you the support needed to develop and close opportunities and grow customer relationships.

What we need from you is the energy, ownership, resilience and commercial drive to go out and create those opportunities.

Why Join Us

You'll be joining a growing technology business where you can have a direct impact on how we build our commerciale cosystem.

You'll have the opportunity to:

• Build relationships across advertising, media, enterprise and technology markets.
• Develop new customer and partner ecosystems.
• Navigate and develop strategic enterprise accounts.
• Build opportunities from first touch through to long-term account growth.
• Work across acquisition, customer engagement, loyalty and retargeting.
• Help shape our sales and go-to-market strategy.
• Sell innovative Platform-as-a-Service and loyalty marketplace solutions.
• Work on complex enterprise projects, tenders and strategic partnerships.
• Collaborate across sales, Customer Success, product, technology, design and operations.
• Create new revenue opportunities and markets.

If you're an energetic sales professional who loves opening doors, navigating complex organisations, building relationships and turning customers into long-term accounts, we'd like to hear from you.‍