Senior Sales Executive/Client Relationship Manager (CRM)

McClatchy Media is seeking an exceptional sales professional with deep roots in the performance marketing ecosystem to drive revenue growth for their innovative media and performance marketing platform. The role involves building relationships, uncovering needs, and closing strategic deals to transform how organizations approach their marketing investments.

Responsibilities:

• Own and exceed ambitious sales targets through new customer acquisition and account expansion
• Build and manage a robust pipeline of qualified opportunities with brands and agencies
• Navigate complex sales cycles involving multiple stakeholders, including CMOs, marketing directors, media buyers, and agency executives
• Negotiate and close high-value contracts that deliver mutual value and set the foundation for long-term partnerships
• Leverage your existing network of brand and agency decision-makers to generate new business opportunities
• Develop strategic relationships with key influencers and economic buyers in the performance marketing space
• Represent the company at industry events, conferences, and networking forums to expand your reach
• Build executive-level relationships that extend beyond transactional interactions
• Conduct deep discovery to understand client marketing objectives, challenges, and performance metrics
• Demonstrate how our platform drives measurable ROI and addresses specific client pain points
• Articulate complex technical capabilities in language that resonates
• Develop customized proposals and business cases that align platform features with client outcomes
• Position our solution against competitors by highlighting unique value and differentiation
• Stay current on performance marketing trends, emerging channels, and measurement methodologies
• Provide feedback to product and marketing teams on market needs, competitive dynamics, and feature requests
• Share insights about pricing models, industry benchmarks, and evolving client expectations
• Identify new market opportunities and vertical-specific applications for the platform

Requirements:

• Established network of decision-makers at major brands and/or leading advertising agencies
• Active presence in performance marketing circles with credibility and trust among buyers
• Relationships that can be activated to generate immediate pipeline and revenue opportunities
• Deep understanding of how brands and agencies evaluate, select, and implement marketing technology
• 5+ years of experience selling marketing technology, media solutions, or performance marketing services
• Comprehensive understanding of performance marketing economics including CPM, CPA, ROAS, LTV, and attribution models
• Knowledge of the performance marketing technology stack and how different solutions integrate
• Familiarity with major advertising platforms, measurement tools, and data infrastructure
• Understanding of the evolving measurement landscape
• Consistent track record of meeting or exceeding quota (100%+ attainment)
• Experience managing complex B2B sales cycles with deal sizes of $1M+
• Proficiency in solution selling, consultative approaches, and value-based selling
• Strong qualification skills with ability to identify and pursue high-probability opportunities
• Excellent negotiation skills and ability to structure win-win agreements
• Experience with CRM systems (Salesforce preferred) and disciplined pipeline management
• Bachelor's degree (B.A. or B.S.) from an accredited college or university preferred; or the equivalent education, experience, skills and knowledge needed to perform the tasks and responsibilities of the position
• Outstanding communication and presentation skills with ability to command a room
• Strategic thinking combined with tactical execution
• Ability to work independently while collaborating effectively with cross-functional teams
• Comfortable in fast-paced, evolving environments where agility is essential
• Strong business acumen with ability to understand client P&Ls and marketing investment decisions
• You excel at: Opening doors with senior executives through your reputation and network, Explaining technical concepts in clear, compelling business terms, Building trust quickly and maintaining relationships over time, Closing deals through persistence, creativity, and strategic thinking