Sales Operations Lead

About the role

TEGNA Inc. helps people thrive in their local communities by providing the trusted local news and services that matter most. With 64 television stations in 51 U.S. markets, TEGNA reaches more than 100 million people monthly across the web, mobile apps, streaming, and linear television. Together, we are building a sustainable future for local news.

We are seeking a results-oriented, highly organized Sales Operations Specialist Lead to support the San Antonio sales team by partnering closely with Account Executives and Sales Leadership to drive Total TV (linear, OTT, and digital) revenue growth. This role takes full ownership of station sales projects and special initiatives that drive new business and digital revenue. The position delivers superior customer service to agencies and direct clients while maintaining sales materials and workflow systems that keep Account Executives empowered with relevant information. With a focus on enabling Account Executives to maximize client-facing time, this position plays a key role in driving growth and operational excellence in market. This position reports to the Director of Sales.

Responsibilities

• Full ownership of station projects, Great Day SA segments and franchises, special initiatives, and go-to market strategy. Own existing list of Station projects from start to finish (creation, process, implementation, execution) and generate new ideas for non-traditional revenue generation, quarterly.
• Complete required forms and updates in Monday.com project management system to ensure accurate workflow tracking, team coordination, and commercial production project visibility across both markets.
• Work together with Sales Activation Coordinator to ensure precise execution of station projects and initiatives. Act as internal liaison between Sales Activation coordinator and station leadership/ departments.
• Create new business package opportunities based on inventory and take ownership of GDSA bundles and accelerator packages.
• Create custom solutions-driven campaigns that meet client needs across multiple media platforms including broadcast, digital, and Streaming (OTT), and attend client meetings with AE's as needed (approx. 3-5x per week).
• Prepare attribution reports for OTT and linear TV campaigns, synthesizing data into actionable presentations.
• Act as a strategic advisor for the San Antonio sales team by leveraging ratings data, competitive intelligence tools, and AI resources to conduct client research and provide market insights that empower Account Executives in client conversations.
• Organize, maintain, and update sales materials, presentations, and marketing collateral ensuring Account Executives have immediate access to current, professional materials for client meetings.
• Work closely with sales leadership on the training and development of AE's, including planning for weekly Digital Sales Huddles, bi-weekly Sales Huddles, monthly lunch and learns for underperforming AEs and AE 1-1's, as needed.
• Attend TEGNA training sessions to gain product knowledge, stay informed on TEGNA's broadcast, OTT, and digital solutions, understand sales processes, and maintain ability to discuss solutions with team members.
• Support organizational growth priorities as assigned by the Director of Sales.

Requirements

• Extensive media sales expertise, ideally 10+ years of experience in linear and/or digital media sales, with a strong preference for candidates who also have 5+ years of sales leadership or sales management experience.
• Deep understanding of client strategy and revenue generation, including identifying opportunities to drive new business, grow existing accounts, and align marketing solutions with client objectives.
• Ability to lead both pre-sale and post-sale strategy, partnering closely with Account Executives to develop campaigns, optimize client performance, and maximize revenue opportunities.
• Experience managing and optimizing complex advertising campaigns, including identifying upsell opportunities, sponsorship integrations, live sports and major event opportunities, and digital growth strategies.
• Strong analytical and consultative skills, with the ability to interpret campaign performance, ROI, conversion metrics, and audience data to deliver customized recommendations and client-facing recaps.
• Leadership capabilities and project management skills, including the ability to manage multiple campaigns, priorities, and stakeholders simultaneously while serving as a trusted resource to the sales team.
• Advanced knowledge of digital advertising and OTT solutions, enabling the individual to confidently guide sales strategy and client recommendations across both traditional and emerging platforms.
• Experience with sales pricing, inventory management, and packaging strategy, including the ability to evaluate inventory availability and develop sponsorship and advertising packages with minimal guidance.
• Proficiency leveraging AI and data-driven tools to generate category insights, organize information, create presentations, and support strategic decision-making.
• Ability to learn with CRM software, traffic system (Wide Orbit), and project management tools; ability to learn new software systems quickly.
• Understanding of broadcast television advertising, Comscore ratings, OTT/streaming platforms, and digital advertising concepts; ability to articulate TEGNA's multi-platform solutions.
• Experience in project management and proposal creation.
• Deep understanding of driving non-traditional sponsorship revenue and communicating value internally and externally.
• Team-oriented mindset with understanding that supporting Account Executives' success is the primary measure of performance in this role.
• Positive attitude and collaborative approach.

Benefits

• Two medical plan options through Blue Cross Blue Shield of Texas for full and part-time employees, as well as access to dental and eye care coverage; fertility, surrogacy and adoption assistance; disability and life insurance.
• 401(k) program with opportunity to contribute 1% - 80% of pay on a pre-tax basis; contributions made up to the first 4% of pay are eligible for a 100% match from the company and are 100% vested from day one.
• All employees and their eligible family members receive nine free virtual doctor's appointments with a physician through Teladoc, and 12 free annual therapy sessions with a licensed clinician through Spring Health, regardless of participation in TEGNA medical plans.
• Generous Paid Time Off (PTO) benefit as well as nine paid holidays per year.

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