Account Director (Sales)

Overview
The Director, Sales is Kargo’s primary commercial link to the marketplace, owning revenue growth across a portfolio of strategic agencies, brands, and platforms. This role lands net-new business and expands existing accounts while feeding market intelligence back to the company to shape product direction and positioning. It exists to convert deep industry relationships into durable, growing revenue for Kargo.

Success in 6–12 Months

Deliver against quota. Meet or exceed your annual revenue target, with predictable quarter-over-quarter attainment across the assigned portfolio.

Open net-new business. Close a defined number of brand‑direct and agency accounts, measurably expanding Kargo’s footprint in the region.

Grow existing accounts. Increase revenue from current clients through renewals and upsell, improving year-over-year spend per account.

Maintain a healthy pipeline. Sustain qualified coverage at 3× quota, with accurate stage progression and forecast reliability inside Salesforce.

Inform the roadmap. Provide a consistent cadence of structured market feedback to the product organization that influences at least one positioning or roadmap decision.

Core Competencies & Behaviors

Builds trust across all levels of an account, behaving as a strategic partner rather than a vendor.

Moves opportunities forward without prompting, owning the full cycle from prospecting to signature.

Pursues and closes deals with persistence; treats both new logos and account expansion as personal targets.

Invests in understanding each client’s business, challenges, and goals before positioning a solution.

Hunter’s Drive.

Consultative Partnership.

Mentors and elevates junior sellers, raising the bar for the wider team.

Maintains sharp awareness of Kargo’s products, competitors, and the broader ecosystem, and keeps learning.

Partners closely with Account Management, creative, design, and yield teams to build compelling proposals.

Translates frontline market signals into clear, actionable feedback for product and leadership.

Qualifications

5+ years selling online and programmatic advertising, plus 3+ years in brand advertising, media sales, or marketing.

Deep working knowledge of the digital and mobile advertising ecosystem.

Proven ability to engage and win support from C-level executives and key stakeholders.

Established, active relationships with brand and agency contacts across the region.Strong written and verbal communication, including executive-level presentation skills.

Consultative selling fluency: building ROI cases, presenting new and existing products, and closing.

Salesforce CRM proficiency for activity tracking and forecasting.

Fluency in PowerPoint and Excel for proposals and revenue modeling.

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