Senior Account Executive / Director, Sales - Washington DC

Job Title

Job Description

About The Position:

We are seeking a high-impact sales professional to drive revenue growth across new and existing accounts. This role is designed to flex between a Senior Account Executive and Director, Sales based on candidate experience, strategic capability, and leadership scope. The ideal candidate is a results-driven seller who can both execute day-to-day revenue generation and, at the senior level, lead strategic account development and large-scale partnerships.

As Senior Account Executive or Director, Sales you will leverage the robust MNI portfolio of products and solutions, with the D/Cipher platform and team at the forefront. D/Cipher is People Inc.’s proprietary intent targeting platform—to help advertisers make informed media buying decisions both on and off People Inc. content. This is an exceptional opportunity for a proven sales leader who can balance strategic partnership development with the hustle of territory building.

About The Position’s Contributions:

55% Revenue Growth & Client Management 

• Own and achieve annual revenue targets ($3MM+ for SAE level; $5MM+ for Director level)

• Manage and grow a portfolio of existing and developmental accounts

• Sell integrated advertising and digital solutions aligned to client objectives

• Build strong relationships with agencies and direct clients

• Identify upsell and cross-sell opportunities across full product portfolio

• Deliver ongoing campaign performance reviews and optimization strategies

20% New Business Development 

• Prospect and develop new business across B2B and B2C categories

• Conduct outreach through meetings, presentations, events, and networking

• Build and maintain a healthy, active sales pipeline

• Engage decision-makers to uncover business challenges and position solutions

10% Strategic Selling & Insights 

• Leverage data, research, and industry insights to inform sales approach

• Develop customized, impactful proposals and presentations

• Translate client marketing needs into actionable strategies

• Position offerings effectively within the competitive landscape

10% Cross-Functional Collaboration 

• Partner with internal teams (planning, marketing, research, ad ops, account management)

• Contribute to development of integrated media plans and sales materials

• Ensure seamless execution of client campaigns

5% Reporting & Operations 

• Maintain accurate pipeline, forecasting, and performance tracking

• Provide regular updates on revenue, opportunities, and account status

• Complete reporting requirements in a timely manner

Additional Responsibilities (Director-Level Scope)

• Leads both revenue and strategic account growth

• Shapes account and territory strategy

• Engages C-suite and enterprise-level decision-makers

• Structures complex, multi-year partnerships

• Influences cross-functional direction and priorities

• Assess market potential and shape territory strategy

• Represent the organization at industry events and leadership forums

• Develop and execute long-term account growth strategies

• Mentor junior sales team members where applicable

• Provide strategic input on product positioning and go-to-market efforts

About The Team:

D/Cipher is People Inc.’s in-house Media platform and activation team, fueled by the rich user engagement data of People Inc., the nation’s largest publisher.  D/Cipher helps advertisers make informed media buying decisions on and off People Inc. content.  Media Now Interactive (MNI), part of the People Inc. family, has been a trusted partner to regional and national agencies and brands for over 55 years, and is an integral distribution channel for the People Media offerings.

The D/Cipher-MNI team provides a single point of contact for multiplatform, customized, and targeted advertising solutions. From research and strategy to execution and analysis, the  team offers a comprehensive suite of digital products, services, and integrated opportunities designed to efficiently and effectively reach audiences in select markets.

The Role’s Minimum Qualifications and Job Requirements:

Education:  College degree preferred, or equivalent work experience.

Experience for Senior Account Executive:

• 5-7 Years of Ad-Tech solutions selling as well as relevant digital media sales

• Proven track record of sales success, often exceeding $3MM-$5MM, and development of effective sales presentations.

Experience for Director, Sales:

• 10+ years in Ad-Tech solutions selling, digital advertising sales, account management, or media partnerships with proven territory leadership

• Demonstrated track record managing $5MM+ in annual revenue with a history of exceeding goals

• Experience working with agencies (holding companies and independents) and direct brand clients

• Proven success in new business development with the ability to break and grow six and seven-figure accounts

• Deep understanding of programmatic advertising, intent targeting, and audience-based marketing

• History of cultivating C-suite relationships and presenting to senior executives

Specific Knowledge, Skills, Certifications and Abilities:

• Business development specialist with demonstrated ability to grow client and agency relationships through prospecting and deep organizational engagement

• Strategic thinker with strong business acumen and consultative, insight-driven sales approach

• Exceptional presentation, communication, and interpersonal skills

• Self-starter capable of working independently while collaborating across teams

• Highly driven and entrepreneurial with a passion for success and a strong work ethic

• Excellent organizational, multitasking, and problem-solving abilities

• Ability to thrive in a collaborative, competitive, and fast-paced environment

• Professional demeanor with strong customer service skills

• Valid U.S. driver’s license required.

Approximate Travel Requirement: 40% in the Washington DC, Northern VA area

It is the policy of People Inc. to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law. In addition, the Company will provide reasonable accommodations for qualified individuals with disabilities. Accommodation requests can be made by emailing [email protected].

The Company participates in the federal E-Verify program to confirm the identity and employment authorization of all newly hired employees. For further information about the E-Verify program, please click here: https://www.e-verify.gov/employees

Pay Range

The pay range above represents the anticipated low and high end of the pay range for this position and may change in the future. Actual pay may vary and may be above or below the range based on various factors including but not limited to work location, experience, and performance. The range listed is just one component of People Inc's total compensation package for employees. Other compensation may include annual bonuses, and short- and long-term incentives. In addition, People Inc. provides to employees (and their eligible family members) a variety of benefits, including medical, dental, vision, prescription drug coverage, unlimited paid time off (PTO), adoption or surrogate assistance, donation matching, tuition reimbursement, basic life insurance, basic accidental death & dismemberment, supplemental life insurance, supplemental accident insurance, commuter benefits, short term and long term disability, health savings and flexible spending accounts, family care benefits, a generous 401K savings plan with a company match program, 10-12 paid holidays annually, and generous paid parental leave (birthing and non-birthing parents), all of which may vary depending on the specific nature of your employment with People Inc. and your work location. We also offer voluntary benefits such as pet insurance, accident, critical and hospital indemnity health insurance coverage, life and disability insurance.