Industry Director, Global Business Group

As a Director in Large Customer Sales, you own and grow a $20M-$80M annual book of business across a portfolio of the region's most sophisticated advertisers. You partner with CMOs, Heads of Digital, Performance Marketing, and E-commerce leaders plus their agency holding groups to unlock business growth through ads, measurement, and AI.

You are both a commercial leader and a strategic advisor. You set the multi-year joint business plan with customers, orchestrate cross-functional teams to execute it, and drive adoption of new products like GenAI creative, Advantage+, Performance Max, and advanced measurement.

Core Responsibilities

1. Business Leadership & Revenue Growth

• Own total revenue, product adoption, and customer growth targets for a portfolio of 8-15 large enterprise advertisers and/or agencies.
• Build 2-3 year Joint Business Plans that align customer business objectives to ads investment, measurement maturity, and AI adoption.
• Identify and close new opportunities across full-funnel: brand, demand gen, app, and retail media. Drive $1M-$10M+ incremental annual spend per customer.
• Lead annual negotiations, upfronts, and commercial agreements with C-level and procurement.

2. Executive Engagement & Influence

• Serve as trusted advisor to CMOs and senior marketing leadership. Translate business challenges into media and technology strategies.
• Orchestrate Quarterly Business Reviews with customers and their agencies. Use data to tell a growth story and align on next steps.
• Navigate complex stakeholder maps across brand, performance, analytics, data science, and finance teams.

3. Solution & Product Leadership

• Lead full-funnel strategy across YouTube, Instagram, Reels, Search, Display, and App campaigns.
• Accelerate customer maturity in measurement: first-party data strategy, MMM, incrementality testing, data clean rooms, and attribution.
• Drive adoption of AI-powered solutions: GenAI creative, Advantage+ Shopping/Leads, Performance Max, broad match + Smart Bidding, automated creative testing.
• Partner with Product, gTech, and Marketing to land new betas and provide APAC market feedback to global product teams.

4. Team & Ecosystem Leadership

• Lead and develop a team of Account Directors/Account Executives and specialists. Or, operate as a senior IC leading a pod with cross-functional resources.
• Co-sell with agency holding groups: WPP, Publicis, Omnicom, Dentsu. Align on training, certification, and incentive programs.
• Coordinate specialists across Measurement, Creative, Technical, and Industry teams to deliver one-company solutions.

5. Operational Excellence

• Maintain rigorous pipeline and forecast hygiene in Salesforce. Provide clear visibility to VP-level leadership.
• Use data to diagnose performance, identify growth levers, and build executive-ready narratives.
• Ensure compliance with company policies on data privacy, ads policy, and contracting.

Minimum Qualifications

• 12+ years of experience in digital marketing, adtech, media sales, or consulting with a focus on performance marketing.
• Proven track record of owning and exceeding $20M+ annual revenue quotas with large, complex advertisers.
• Deep fluency in performance metrics: LTV, CAC, ROAS, MER, payback period. Can build and defend a business case to a CFO.
• Expertise across full-funnel ads platforms and measurement: MMM, MTA, lift studies, incrementality, first-party data onboarding.
• Experience selling to and influencing C-level marketers and working with major agency holding companies.
• Strong executive presence, negotiation skills, and ability to simplify complex topics.
• BA/BS degree or equivalent practical experience.

Preferred Qualifications

• 5+ years people management experience, including managing other sellers.
• Knowledge of GenAI for marketing: creative automation, audience insights, copy testing.
• Vertical expertise in Retail, E-commerce, Fintech, Travel, or Apps/Gaming.
• MBA or advanced degree in Marketing, Economics, or related field.
• Regional experience across Southeast Asia, India, or ANZ markets.

Leadership Expectations

• Think Big: Set ambitious vision for how a customer's business can grow with us over 3 years.
• Bias for Action: Move fast on new product alphas/betas and remove blockers for customers.
• Earn Trust: Operate with integrity with customers, agencies, and internal partners.
• Dive Deep: Be data-driven. Know your customer's business as well as they do.
• Hire & Develop: Attract and grow top sales talent. Coach teams to be customer-obsessed.