Sales Director

What You’ll Be Doing

The Sales Director will report to the CEO, and have both leadership and hands-on individual contributor responsibilities. The position will interface extensively with key stakeholders both internally and externally, including direct reports in sales management.

This individual will lead 6AM City’s inside sales team in the capacity of direct sales, responsible for an industry-leading local and regional advertising offering across our Core Publishing markets, primarily across the southeastern United States.

• Lead direct inside sales to a minimum of 25% year-over-year revenue growth over the next two years across our Core Publishing markets.
• Build a market-by-market strategic plan that hits minimum revenue targets in every territory alongside a collective overall goal, ensuring adequate attention and tailored revenue solutions are deployed across all responsible markets.
• Own local and regional revenue growth – Carry your own book – As a hands-on individual contributor, deliver net-new logos, own key accounts, and model the selling behaviors expected of the team.
• Design, develop, and implement short and long-term direct sales strategies.
• Consultative, solutions-based selling – Instill a consultative approach that reframes clients around their funnel gaps and business objectives. Take a hands-on approach to recognizing what each client needs and helping both the client and the sales executive win.
• Manage pricing, inventory, campaigns, and regions for the local and regional direct sales business, advocate for which offerings need to be available, and coordinate with Executive Leadership stakeholders to ensure products are ready to monetize.
• Develop and communicate sales goals, performance incentives, and ownership expectations – drive results, accountability, and professional development.
• Collaborate cross-functionally – Partner closely with Product, Editorial, Client Success, and Media Labs to align sales with content strategy, product availability, and broader company objectives.

Requirements

• 7+ years working in digital media sales, 5+ years in sales management.
• Data Driven Leader: Proven track record with a passion for data-driven decision making.
• CRM Discipline: Rigorous with CRM hygiene (HubSpot), forecasting accuracy, and data-backed pipeline management.
• Newsletter Industry Expertise: Deep understanding of the email newsletter and local media landscape — how audience-first products are built, grown, monetized, and measured — grounded in content marketing and performance/analytics reporting.
• Consultative Seller: Sells solutions, not inventory — reframing clients around funnel gaps and business outcomes.
• Agency & Advertiser Relationships: Established relationships with local and regional advertisers and agencies that open doors and accelerate pipeline.
• AI-Forward: Comfortable adopting and deploying AI tools and workflows, in partnership with Revenue Operations, to improve sales productivity.
• Accountable & Proactive: Owns outcomes without excuses; anticipates and plans around market shifts, staffing changes, and client attrition rather than reacting to them.
• Commitment to Culture: Strong buy-in and alignment with 6AM Company Values.
• Communication Expert: Know how to communicate with multiple personalities across multiple markets. Set clear expectations and create a level of accountability that drives a desire to over-deliver.
• Personal Drive: Self-starting, organized, clever, confident, passionate, personable, humble, eloquent, fun, and a little bit edgy.
• Contributor: Make and justify recommendations, and share ideas to support business goals.
• Adaptable: Willing to learn, handle criticism, market feedback, and differing opinions in culture.
• Team Player: Outgoing individual who portrays enthusiasm while learning and working with others.
• Be in the Know: Know who your audience is, what they want to hear, where they’ll be seeking the information, why they’ll want to engage and effectively deliver solutions they’re seeking to drive profitability for the company.

Qualifications

• Strong and diverse knowledge of local and regional sales with a track record of success in digital media.
• Data Driven Leader: Proven track record with a passion for data-driven decision making.
• CRM Discipline: Rigorous with CRM hygiene (HubSpot), forecasting accuracy, and data-backed pipeline management.
• Newsletter Industry Expertise: Deep understanding of the email newsletter and local media landscape — how audience-first products are built, grown, monetized, and measured — grounded in content marketing and performance/analytics reporting.
• Consultative Seller: Sells solutions, not inventory — reframing clients around funnel gaps and business outcomes.
• Agency & Advertiser Relationships: Established relationships with local and regional advertisers and agencies that open doors and accelerate pipeline.
• AI-Forward: Comfortable adopting and deploying AI tools and workflows, in partnership with Revenue Operations, to improve sales productivity.
• Accountable & Proactive: Owns outcomes without excuses; anticipates and plans around market shifts, staffing changes, and client attrition rather than reacting to them.
• Commitment to Culture: Strong buy-in and alignment with 6AM Company Values.
• Communication Expert: Know how to communicate with multiple personalities across multiple markets. Set clear expectations and create a level of accountability that drives a desire to over-deliver.
• Personal Drive: Self-starting, organized, clever, confident, passionate, personable, humble, eloquent, fun, and a little bit edgy.
• Contributor: Make and justify recommendations, and share ideas to support business goals.
• Adaptable: Willing to learn, handle criticism, market feedback, and differing opinions in culture.
• Team Player: Outgoing individual who portrays enthusiasm while learning and working with others.
• Be in the Know: Know who your audience is, what they want to hear, where they’ll be seeking the information, why they’ll want to engage and effectively deliver solutions they’re seeking to drive profitability for the company.

Pay

$110,000–$140,000 base salary, plus uncapped commission, for on-target earnings (OTE) of $175,000–$225,000+ at quota.

Schedule

Remote work.