• Lead, coach and develop a team of Enterprise Account Executives focused on net-new customer acquisition. • Drive attainment of team revenue targets through effective pipeline management, forecasting and deal execution. • Partner with Marketing to improve demand generation programs, lead quality and conversion throughout the funnel. • Establish and refine repeatable sales processes that improve productivity, consistency and scalability. • Coach sellers on multi-threaded enterprise sales motions and executive-level engagement strategies. • Participate directly in high-impact opportunities to accelerate deal progression and improve win rates. • Implement and reinforce sales methodologies that strengthen qualification, deal inspection and forecast accuracy. • Analyze performance data to identify opportunities for process improvement, territory optimization and revenue growth. • Collaborate with Strategic Account teams to ensure successful transitions following new customer acquisition. • Build a culture of accountability, execution and continuous improvement across the sales organization.

• Active Prospecting: Identify, approach and develop new clients and advertising agencies with a focus on mid-market and larger opportunities. • Pipeline and Relationship Management: Ensure a steady flow of weekly meetings while simultaneously managing relationships with acquired accounts, identifying opportunities to expand investment. • Consultative Selling: Present our digital media, programmatic and proprietary formats, aligning our technology with the client’s marketing and business objectives. • Closing and Negotiation: Prepare commercial proposals, lead negotiations and secure the formalization of new contracts. • Revenue Management: Build and maintain a recurring, healthy client portfolio to ensure predictability and continuous growth. • Internal Collaboration: Work closely with operations and marketing teams to guarantee campaign delivery, performance and long-term client satisfaction.

• Serve as primary point of contact and commercial owner for Walmart, Sam's Club, Costco, and key grocery/drug/mass accounts • Personally drive new account acquisition and category expansion across FDMC channels • Develop and execute annual joint business plans (JBPs) with buyers at major accounts • Leverage established, direct relationships with Walmart and Sam's Club Bentonville buyers • Utilize syndicated data (IRI/Circana, Nielsen) to develop strategic account plans

• Manage and develop our Account Executive team, including pipeline reviews, deal coaching, follow-up accountability, and proactive performance development. • Work daily alongside our Sales & Marketing Operations Manager to direct outreach priorities, campaign execution, and marketing activities. • Direct and prioritize the work of our external BDR. • Own CRM hygiene and pipeline visibility and ensure every active deal, carrier relationship, and outreach thread is meticulously documented and actively moving forward. • Attend carrier and broker conversations alongside the CEO, building a deep command of our relationship-selling motion. • Gradually build your own relationships with carrier sales reps and regional sales managers across our carrier network. • Serve as the day-to-day point of escalation for the sales team.