[Hiring] Senior Sales Director @RateGain

Role Description

As a Sales Director or Senior Sales Director on the Corporate Commercial Team, you will be a player-coach: owning a book of strategic travel and brand advertiser accounts with your own revenue target, while leading a small team of sellers and driving the team’s overall number. You will bring strong relationships across the travel industry and its agency partners, and use them to grow Sojern’s business with major travel and brand advertisers in the fast-paced, online travel-advertising environment. This is a remote position.

Responsibilities

• Team Leadership
  • Lead, coach, and develop a small team of sellers, setting clear goals and holding the team accountable to its revenue target.
  • Own the team’s revenue number and forecast, running regular pipeline reviews and deal strategy sessions.
  • Recruit, hire, and onboard strong sales talent, and build a high-performing, collaborative team culture.
  • Provide ongoing feedback, performance management, and career development for direct reports.
  • Partner with sales leadership on territory planning, account assignment, and go-to-market strategy.
• Individual Accounts
  • Own and grow a book of strategic accounts with an individual revenue target.
  • Identify and win new business with major travel and brand advertisers and their agencies.
  • Build and deepen relationships with holding companies and independent agencies, across both planning and buying teams.
  • Develop account strategies that maximize Sojern’s opportunities across all products and channels.
  • Lead executive-level presentations and negotiations, securing insertion orders and annual commitments on commercial terms that grow the business.
  • Partner with Account Management, Product, Marketing, and Ad Ops to ensure smooth launches, effective QBRs, and ongoing campaign success.
  • Maintain an accurate forecast of individual and team pipeline, with consistent reporting to sales leadership.
  • Stay on top of travel marketing, media, and data trends, and bring market insight back to Sojern’s leadership and Product teams.

Success Criteria

• Aligning and Executing Sales Strategy
• Coaching and Developing Others
• Building a High-Performing Team
• Business Acumen
• Building Influential Partnerships
• Guiding Sales Opportunities
• Sales Negotiation
• Driving for Results
• High-Impact Communication
• Emotional Intelligence Essentials

Qualifications

• 8+ years of sales experience in digital and programmatic advertising, travel, and/or hospitality (10+ years for Senior Sales Director).
• 2+ years of experience directly managing and developing a sales team.
• Strong, established relationships across the travel industry and with media agencies (holding company and independent) strongly preferred.
• Proven track record of exceeding both individual and team revenue targets.
• Comfortable in a player-coach role, balancing an individual book of business with team leadership.
• Experience selling data-driven and programmatic solutions to brand advertisers and agencies.
• Strong negotiation skills, with experience closing large, multi-product deals.
• Excellent written and verbal communication skills and executive presence.
• Effectively influence and communicate cross-functionally.
• Highly goal-driven and thrives in a fast-paced environment.
• Proficiency in standard business and sales software, including but not limited to Salesforce, Google Workspace, and Office products.
• Bachelor’s degree from an accredited college or university.
• Travel Required - 20%.

Equal Opportunity Employer

We are proud to be an equal opportunity employer and are committed to providing a diverse and inclusive workplace. We welcome and encourage applications from all qualified individuals, regardless of race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status.