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Salary: USD 147,000 - 184,800 / annual
NextRoll, a leading marketing technology company, is hiring a Principal Strategic Account Executive to join its New Business Sales team. You will report to the Sr. Director of New Business Sales and own the full sales cycle for strategic mid-market opportunities, from self-generated pipeline through close.
In this senior individual contributor role, you will identify high-value opportunities and engage senior decision-makers to shape commercial strategy and position NextRoll's AdRoll platform across CTV, DOOH, display, audio, and addressable TV channels. You'll combine strong industry relationships with prospecting, consultative selling, and deep programmatic expertise to create new opportunities, win net-new logos, and grow investment into NextRoll's fastest-growing channels.
Key responsibilities include:
- Own the full sales cycle for strategic opportunities, from prospecting and pipeline creation through commercial negotiation and close
- Build and convert self-generated pipeline with a strong focus on net-new logos
- Develop trusted relationships with senior marketing, media, advertising, and agency decision-makers, building consensus across complex, multi-stakeholder buying groups
- Identify opportunities to shift and grow customer media investment across CTV, DOOH, display, audio, linear, and/or addressable TV
- Bring strong understanding of programmatic and ad tech to customer conversations, translating complex media capabilities into clear commercial outcomes
- Lead with a consultative approach, understanding customer business challenges and developing strategic, differentiated proposals
- Partner with Solutions, Marketing, and Customer Success teams to develop, position, and close high-value opportunities
- Create compelling commercial business cases and confidently negotiate with senior stakeholders to drive deals to close
- Maintain disciplined pipeline management, forecasting, and CRM hygiene, providing accurate visibility into revenue performance and deal progression
- Consistently achieve and exceed new business revenue targets while contributing to the evolution of NextRoll's NAMER go-to-market strategy
You'll work in a fast-moving environment with access to the latest AI tools and dedicated time to experiment. NextRoll offers flexible work options (remote or hybrid) and is committed to building diverse teams.
REQUIREMENTS:
- 8+ years of experience in ad tech and/or media sales, with experience selling across multiple media channels and deep expertise in one or more of CTV, DOOH, display, audio, linear, or addressable TV
- Experience selling from the platform side of the ecosystem, ideally with a DSP, SSP, or other ad tech platform, rather than primarily selling media-owner inventory
- Strong understanding of programmatic advertising, including buying models, targeting, measurement, data, and the broader digital media ecosystem
- Proven track record of self-generating pipeline and winning net-new business, with clear evidence of consistently achieving or exceeding revenue targets
- Strong outbound prospecting skills and ability to turn cold or underdeveloped relationships into meaningful commercial opportunities
- Demonstrated ability to sell consultatively and strategically, connecting media solutions to business objectives rather than selling products in isolation
- Comfortable navigating complex organizations, multiple stakeholders, and senior-level buying processes
- Strong commercial judgment, negotiation skills, and executive presence
- Credibility with sophisticated advertisers, agencies, and media buyers, with ability to challenge thinking and introduce new approaches
- Highly self-directed and accountable, with ability to operate effectively in a fast-moving, evolving environment
- Preferred: excelling in current role for at least 1 year
