• Own end-to-end account leadership across strategic alignment, planning, delivery, financial management, and client experience. • Serve as the senior day-to-day client partner, bringing consultative thinking and business judgment to every engagement. • Act as the strategic integrator across disciplines—ensuring all campaigns and programs clearly answer the client’s business ask with a coherent, client-aligned point of view. • Partner with media and strategy specialists to translate client objectives into cohesive programs that balance ambition, feasibility, and speed. • Ensure recommendations consistently articulate the “why,” not just the “what,” particularly in fast-moving or ambiguous situations. • Lead cross-functional pod teams while personally stepping into delivery where needed to maintain quality and pace. • Drive media-centric programs (OOH-led with supporting paid digital) from brief through execution. • Make fast, informed decisions to unblock teams, manage tradeoffs, and meet aggressive SLAs. • Own account financials, including forecasting, scope control, profitability, and revenue health. • Identify, frame, and help convert organic growth opportunities grounded in client needs and performance realities.

• Prospecting and booking new meetings • Conducting discovery with new prospects • Communicating via phone, email, and teleconference • Demonstrating thought leadership and platform solutions to advance sales • Negotiating contract terms and customer pricing during the sale • Preparing proposals, presentations, and contracts resulting in closed-won deals • Developing strategic plans to drive sales within your territory

• Develop and execute strategic sales plans to grow CTV advertising revenue within the healthcare and pharmaceutical categories. • Cultivate and maintain relationships with key decision-makers at agencies, holding companies, and direct brand clients. • Manage the full sales cycle — from prospecting and pitching to negotiation and contract execution. • Partner with Ad Operations, Marketing, and Client Success teams to ensure seamless campaign delivery and client satisfaction. • Collaborate with internal stakeholders to create innovative advertising solutions tailored to client goals and compliance requirements specific to the healthcare industry. • Lead and participate in upfront and scatter market negotiations, optimizing inventory and revenue opportunities. • Stay informed on CTV trends, competitive landscape, privacy regulations, and evolving pharma marketing compliance standards. • Consistently achieve and exceed quarterly and annual revenue targets. • Represent the company at industry events, conferences, and client meetings.

**Key responsibilities: ** **Full-Cycle Revenue Ownership** - Drive new logo acquisition and expansion within strategic enterprise accounts. - Apply strict ICP criteria to qualify opportunities — focusing only on high-value, long-term partnerships. - Lead multi-threaded F1000 sales cycles with discipline, balancing speed, deal size, and deal quality. - Negotiate enterprise agreements that align client success with Fuel50’s growth objectives. - Partner with Solutions Consultants as true co-pilots throughout the sales and expansion process. - Customer-Centric, Value-Based Selling Lead executive-level conversations focused on HR transformation outcomes. - Apply MEDDIC and value-based selling methodologies to qualify rigorously, forecast accurately, and close effectively. - Run structured discovery sessions that map prospect objectives directly to Fuel50’s capabilities. - Translate demonstrations into ROI-driven business cases that resonate with CHROs and CFOs alike. - Build strong, multi-level relationships across large organizations, mapping influence networks and decision-making authority. **AI-Enhanced Productivity & Modern Selling** - Leverage AI/LLMs to elevate productivity in account research, outreach, proposals, & competitive prep. - Apply AI tools to streamline deal preparation, meeting follow-up, and strategic account planning. - Maintain accurate, AI-assisted forecasting and account intelligence in Salesforce. - Stay ahead of market shifts with continuous learning on HR tech and AI trends. **Performance Metrics** - Consistently achieve and exceed quota targets. - Deliver net-new ARR and expansion revenue within enterprise accounts through value-driven selling. - Maintain strict deal quality standards avoiding misaligned or short-term wins. - Improve win rates, average deal sizes, and sales cycle efficiency over time.