Sales Executive - Paid Media

Responsibilities

• Develop and execute a comprehensive outbound prospecting plan targeting specific Ideal Client Profiles (ICP) and high-value Franchise Networks.
• Design and write high-volume, multi-channel outreach sequences (email, phone, social) that leverage specific paid media pain points to generate self-sourced pipeline.
• Collaborate with other Sales Executives to identify cross-selling opportunities within their pipelines, acting as the co-pilot to close paid media components of larger digital transformation deals.
• Monitor changes in the ad-tech landscape to adjust sales messaging and maintain a competitive edge in pitch meetings.
• Conduct discovery calls and preliminary technical audits of prospects’ existing ad accounts (most notably Google, Meta, Microsoft, and LinkedIn) to identify wasted spend and optimization opportunities.
• Manage the full sales funnel from qualification to close, responding to inbound inquiries with urgency and executing aggressive outbound hunting.
• Navigate complex multi-location sales cycles, presenting solutions that appeal to both corporate (compliance/branding) and individual Franchisees (lead generation/ROI).
• Collaborate with the internal Paid Media delivery team to scope profitable engagements, ensuring clear alignment on media budgets vs. management fees.
• Draft detailed Statements of Work (SOWs), lead pricing negotiations, and articulate the specific ROI of professional media management to VPs of Marketing and Business Owners.
• Champion the expansion of SmartBug’s services by mastering and selling emerging offerings - ranging from Local SEO to Connected TV (CTV) and beyond - to ensure clients benefit from a holistic, future-proof growth strategy.
• Drive full-cycle revenue generation against a personal annual quota of $1M+, consistently meeting monthly and quarterly bookings targets.
• Maintain a pristine pipeline in HubSpot, ensuring all deal stages, close dates, and deal values reflect reality to support accurate company forecasting.
• Actively monitor conversion rates and lead velocity; pivot strategies based on data to maximize efficiency.
• Ensure a seamless transition from "Sales" to "Service" by documenting clear client goals (ROAS, CPA targets) for the delivery team.

Required Skills & Experience

• Education: Bachelor’s degree or relevant professional experience.
• Experience: 3+ years of experience specifically selling Paid Media Services (PPC, Social Ads, Programmatic) or Digital Agency services to or with Franchise Networks.​​
• Media Fluency: Deep understanding of the paid media landscape, including Google Ads, Meta, LinkedIn Ads, and attribution models. You must be able to discuss CPA and ROAS confidently.
• Sales Methodology: Proven experience using a consultative sales methodology.
• HubSpot Proficiency: Expert-level knowledge of HubSpot CRM for pipeline management and sales enablement tools.
• Business Acumen: Ability to explain complex digital advertising concepts to non-technical C-Suite executives in terms of bottom-line business growth.
• Hunter Mentality: A hunger and discipline to grow a self-sourced pipeline in a remote environment.
• Communication: Superior written and verbal communication, with the ability to "rock the future customer experience" during video presentations.
• Resilience: High tolerance for rejection and the persistence required for high-activity prospecting.

Preferred Qualifications

• Google Ads Search/Display Certification.
• HubSpot Inbound Sales Certification.
• Meta Certified Media Buying Professional.