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Account Executive
4 months ago
Above The Fold
“The fold” was a term used in newspapers to refer to the crease of the newspaper. “Above the Fold” was the part of the newspaper you could see when walking by a newspaper stand. Fast forward to today -
In today’s digital marketing landscape, people see up to 10,000 advertisements on any given day. Standing out has never been more critical. Above The Fold uses cutting-edge technology and hyper-targeting (think very targeted and then go ten steps beyond that) to ensure our clients get noticed. Once we’ve identified the right customer, we ensure our clients get noticed with video, CTV, audio, podcast, native ads, and display ad formats. In marketing, this is the dream We like making dreams a reality.
Programmatic Advertising in the Digital Marketing Landscape
getabovethefold.com is a trusted programmatic partner that solves problems and accelerates growth. Programmatic advertising is a large piece of overall spend for brand advertising. It is an important component for brands to utilize and focus only a portion of their budget with Google, Meta, and walled garden ads. Programmatic will be more important with the changing data privacy landscape and cookieless environments.
ATF Values
- Positivity - We see opportunities in every challenge. We transparently help others. We celebrate wins. We learn from failures. We are trusted in our community and give back to our community.
- Stay Uncomfortable. We are always learning, taking risks, not afraid to fail, and challenging the status quo.
- Quality - We do what we say we will do. We dot every “i” and cross every “t”.
- Problem Solvers - We love solving problems by connecting data, ideas, and people.
- Entrepreneurial Spirit - We go above and beyond and never say, “That’s not my job.” We are committed. We work a full and fair day. We are the last to leave when working on a strategic or client project. We make good daily decisions. We build loyalty and trust.
General Job Requirements and Goals
We seek an ambitious sales leader with a proven track record in driving programmatic advertising revenue from the US buying community. The ideal candidate will have extensive frontline experience in programmatic trading and solid connections and relationships within client and agency desks.
Sales Skills - We Will Judge Performance By These Three Bullets
- Meet and exceed monthly, quarterly, and yearly sales/revenue goals - with a disciplined commitment to the sales process - a true hunter
- Using our dialing technology, achieve and maintain metrics of 80+ outbound dials and 2+ hours of talk time to cold outreach daily and respond promptly to incoming phone calls, emails, meeting requests. Maintain CRM meticulously and ensure that all information is conveyed to the team on outreach and daily touchpoints
- Set at least 1.5 demos (on average per day) with an average show rate of 66%. Maintain a 25% close ratio
Other Sales Skills
- Bring forward consistent ideas regarding prospecting and building a pipeline of qualified leads
- Establish weekly reporting of each key step of the sales funnel. Proactively share your funnel with the team on a weekly level.
- Work with the team to hit revenue goals for the year and hit DSP minimums
- Experience in consultative selling, with proven ability to deliver sales results
- Prospect into target organizations using a range of outbound sales tools, campaigns, events, and referrals
- Create excellent templates for emails and phone calls, and constantly test & iterate to improve them
- Develop persuasive/innovative campaign proposals, terms, and deliverables.Ensure all campaigns meet deadlines throughout the sales-to-market execution cycle - present compelling sales presentations with confidence
- Previous selling history of data usage for media targeting and programmatic media
- Strong understanding of data usage for media targeting as well as programmatic platforms
- Experience engaging with agencies and brand-direct clients across marketing verticals, including Ecomm, brand & national advertising, retail, and digital media
- Proven client leadership skills; ability to develop relationships and influence
- Analytical acumen to make decisions; understand and optimize media campaigns
- Strong interpersonal skills and ability to internally partner on behalf of the client
- Demonstrated ability to share actionable recommendations in a concise and persuasive manner
- Collaborate with partners to drive revenue and meet/exceed established sales targets
- Maintain productive client communication to ensure client satisfaction
- Monitor competition to continually prospect new account leads
- Negotiate rates and ensures prompt payments
- Follow all internal procedures for preparing orders, resolving billing issues, submitting regular reports regarding sales, pipeline lists, forecasts
- Manage complete sales pipeline. Qualify, nurture, and close inbound leads - work your personal rolodex to bring in clients from your personal network
- Build and manage cold call and sales process strategy and how to accurately track across the team
- Provide feedback on sales collateral and materials that can be developed by marketing to support sales team
- Work closely with management teams, account management and sales team to build strategic processes and workflows to continue to improve and innovate
- Must be online during work hours and be comfortable with accountability and showing work leading up to results
- Travel is required to advance client relationships
Programmatic Media Knowledge
- Articulate the interplay between Programmatic Media, DSP, DMP, and SSP clearly to generalist marketing audiences
- Effectively discuss full-funnel attribution and strategize using full-funnel attribution with prospects and clientele
- Have an excellent working knowledge of 3rd party ad measurement software, especially in viewability and audience verification
- Understand why a programmatic buyer would want to use one platform versus another and sell in our value proposition in that context
- Understand the restrictions that come with today’s different ad-serving software and formats and be able to work collaboratively with key internal and external stakeholders to solve them
- Comfort interpreting closed-loop media measurement tying marketing to sales using retail data
What Will I Bring
- 5+ years of digital media sales experience (with proof of your sales abilities)
- 2+ years of programmatic, TV, or radio sales experience
- A network of strong relationships and an excellent reputation
- An advanced understanding of the programmatic ad marketplaces
- Ability to work quickly and efficiently in a fast-paced environment with tight deadlines
- Experience achieving goals and not fazed by targets or metrics
- Ability to accurately project and manage a CRM and sales pipeline
- Experience generating revenue against personal targets (and love smashing them)
- Good analytical skills in both understanding marketers objectives and analyzing campaign performance
- Model positive energy and handle stress in the face of challenges, deadlines, goal accountability and financial pressures
- Excellent written, communication skills, project management, negotiation, persuasion, closing, presentation and follow-up skills
- College degree preferred, but not required
We’d Love It If You
- Have experience in a fast-paced startup environment
- Just closed a $1MM annual deal
- Have overseen significant programmatic trading with hybrid trading desks
- Are regarded as something of an industry guru and regularly sit on panels to discuss the rise of programmatic advertising
This is a base + commission opportunity.
