Account Director
Who We Are
Kargo creates powerful moments of connection between brands and consumers to build businesses. Every day, our 600+ employees work to radically raise the bar on what agentic AI, CTV, eCommerce, social, and mobile can do to deliver unique ad experiences across the world’s most premium platforms. Taking a creative science approach to all we do, we continuously innovate solutions that outperform industry benchmarks and client expectations. Now 20+ years strong, Kargo has offices in NYC, Chicago, LA, Dallas, Sydney, Auckland, London, and Waterford, Ireland.
Who We Hire
Techies who want to build the future. Creatives who want to design it better. Communicators to win business. Collaborators to build it. Data pros who turn numbers into insights. Product builders who turn ideas into innovations. Anyone eager to be on a team that doesn’t stop to ask what’s next, because they’re already building it.
Mission
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.
Outcomes — What Success Looks Like 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 new 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 3x 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.
Skills — Core Technical Capabilities
- 5+ years selling online and programmatic advertising, plus 3+ years in brand advertising, media sales, or marketing
- Established, active relationships with brand and agency contacts across the region
- Proven ability to engage and win support from C-level executives and key stakeholders
- Deep working knowledge of the digital and mobile advertising ecosystem
- Consultative selling fluency: building ROI cases, presenting new and existing products, and closing
- Strong written and verbal communication, including executive-level presentation skills
Preferred
- Salesforce CRM proficiency for activity tracking and forecasting
- Fluency in PowerPoint and Excel for proposals and revenue modeling
Competencies — Behaviors We Like to See
- Hunter's Drive: Pursues and closes deals with persistence; treats both new logos and account expansion as personal targets; moves opportunities forward without prompting, owning the full cycle from prospecting to signature
- Consultative Partnership: Invests in understanding each client's business, challenges, and goals before positioning a solution; builds trust across all levels of an account, behaving as a strategic partner rather than a vendor
- Market Fluency & Curiosity: Maintains sharp awareness of Kargo's products, competitors, and the broader ecosystem, and keeps learning; translates frontline market signals into clear, actionable feedback for product and leadership
- Team Leadership: Partners closely with Account Management, creative, design, and yield teams to build compelling proposals; mentors and elevates junior sellers, raising the bar for the wider team
Our Laurels
- AdAge Best Places to Work
- ThinkLA Partner of the Year
- Built In Best Places to Work
- Cynopsis 2025 Top Women in Media - Jeannine Shao Collins
- Martech Breakthrough Awards - Best Overall Adtech Company
- Digiday Media Awards Best Event
- Cynopsis Media Impact Awards-Best CTV Platform
- Martech Breakthrough Awards-CTV Innovation
- Adweek Media Plan of the Year Awards - Best Use of Insights
Follow Our Lead
- Big Picture: kargo.com
- The Latest: Instagram (@kargomobile) and LinkedIn (Kargo)