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Position Overview

BNP Media is growing a digital-first sales force across 60+ B2B brands. The Digital & Demand Generation Sales Director is a front-line leader who uncovers new opportunities, sharpens rep skills, and keeps every deal moving. You will lead four to eight Account Executives (Sales Reps), helping them prospect smarter, sell full-funnel programs, and maintain crystal-clear pipelines, with a focus on coaching, strategy, and creating a culture of maximizing each sale.

Key Responsibilities

• Opportunity Identification & Strategy
• Pinpoint high-value verticals, accounts, and emerging product fits.
• Build prospecting playbooks (talk tracks, sequences, discovery frameworks) that reps can deploy immediately.
• Partner with Marketing, Editorial, and Product to package fresh offers and “reasons to call.”
• Identify and pursue prospects for IgniteDemand, BNP’s new demand-generation platform.
• Team Leadership & Coaching
• Recruit, onboard, and continuously upskill a team of four high-performing digital sellers.
• Run weekly one-on-ones and pipeline “gold-digging” sessions—probing for stalled deals, untapped contacts, and next-step commitments.
• Shadow discovery calls and proposal pitches; deliver real-time feedback on questioning, storytelling, and objection handling.
• Pipeline Health & Forecast Discipline
• Champion best-practice CRM hygiene: clear next steps, accurate close dates, probability weighting, and multi-threaded contacts.
• Lead pipeline stand-ups; challenge reps to advance every deal or clear it from the funnel.
• Provide the CRO with confidence-rated forecasts and insight into deal risks or upside towards budgets and quotas.
• Deal Acceleration & Executive Support
• Jump into C-suite conversations for strategic or enterprise opportunities—modeling consultative selling and removing obstacles.
• Coach reps on structuring multi-brand, full-funnel programs that include interactive web builds, research sponsorships, SEM/SEO, events, and content marketing.
• Sales Process & Enablement
• Standardize discovery checklists, proposal templates, and mutual-action plans to shorten sales cycles.
• Deliver monthly training on emerging tools (intent data, ABM, AI personalization and outreach) and share competitive intel to keep the team ahead of market shifts.
• Culture & Performance Management
• Celebrate wins publicly, reinforce core selling behaviors, and cultivate a collaborative, high-accountability atmosphere.
• Set quarterly goals with each rep, track progress, and coach through performance gaps or roadblocks.
• Encourage knowledge-sharing across brands, fostering a “one-BNP” approach to large opportunities.

Minimum Qualifications

• 7–10 years of B2B media or MarTech sales experience, including 3+ years managing quota-carrying reps.
• Demonstrated ability to coach teams that exceed multimillion-dollar digital revenue targets.
• Mastery of full-funnel solution selling—SEM/SEO, interactive web experiences, custom research, webinars, lead-gen, content, and events.
• Expertise with CRM and sales-enablement stacks (familiarity with HubSpot, PandaDoc a big plus).
• Proven track record of influencing internal stakeholders and navigating matrixed organizations.
• Excellent communication and communication skills.
• Willingness to travel up to 20 %.

Preferred Qualifications

• Experience leading national or multi-brand teams within a large B2B publisher.
• Existing network in BNP verticals (specifically food & beverage & packaging).