Senior Account Executive

Summary

Join Morning Brew Inc.'s fastest-growing sales team as a self-starter with a proven track record in B2B sales. You will focus on building and growing business relationships with large and enterprise accounts, designing tailored media strategies, and navigating complex organizations. Responsibilities include prospecting, pitching, and closing six- and seven-figure deals. You will collaborate with internal stakeholders to create impactful media plans and maintain accurate customer data. The ideal candidate possesses 5+ years of sales experience, including adtech, martech, or media experience, and excels in negotiation and complex sales processes. The position is remote hybrid with a preference for NYC-based employees. Compensation includes a base salary of $130,000-$152,000 plus commission and benefits.

Requirements

• 5+ years experience managing full-cycle sales, ideally including at least 2-3 years experience in adtech, martech or media
• Experience negotiating, closing and managing six- and seven-figure contracts with executive-level buyers and agencies representing large and enterprise businesses
• Ability to navigate complex buying organizations and procurement processes to drive timely, successful outcomes for partners and the business
• Ability to track, forecast, and report on key pacing and performance metrics that will ensure you hit your goals and the entire team is successful
• Familiarity with digital advertising performance metrics, audience reach and engagement data, ad pricing metrics and other data points used externally throughout a sales process
• Exceptional teamwork and collaboration skills – teamwork makes the dream work!
• Ambitious, resilient, and driven – this candidate should be a self-starter who is not afraid to get their hands dirty in order to accomplish our goals
• Excellent written and verbal communication skills

Responsibilities

• Hunting/Prospecting : The opportunities for partner expansion in the b2b world are endless – we’ve just got to chase the right opportunities down. Our ideal candidate will have experience identifying and breaking into some of the world’s largest b2b businesses, with the comfort and know-how to navigate large and complex org charts and multiple internal and external buying groups
• Value Selling/Pitching : This candidate will act as a trusted advisor to their partners, and bring a strategic and consultative mindset to their work, designing the most impactful, engaging, full-funnel media strategies across a growing suite of MBI brands and advertising products
• Building, nurturing, maintaining, growing your book of business: This candidate will have proven success building and managing a dedicated book of business over a multi-year timeframe, including proven success at upselling, cross-selling and renewing/retaining business to align with business and partner objectives
• Operate as a company representative with clients in formal and informal settings, including IRL client entertainment, industry events and tentpoles, and ABR/QBRs
• Work collaboratively across teams of internal stakeholders (AM, Creative, Pricing/Packaging, Editorial, Product) to build best-in-class media plans that help our clients meet and exceed their goals and help our team meet and exceed our revenue goals
• Maintain accurate and timely customer/prospect, pipeline, and forecast data in our CRM, and proactively aggregate and share customer feedback with the leadership team

Preferred Qualifications

• Passion for Morning Brew Inc and its franchises, products, and audience strongly preferred
• Respectful Candor: We believe that engaging in timely, constructive, and open discourse is an act of respect that makes for a more transparent and productive work environment
• Empathy: We establish a strong partnership of trust with our co-workers and partners. We build human connections in order to understand each other
• Inclusivity: We strive to celebrate and welcome people of diverse backgrounds and cultures. Differing perspectives help us make better decisions and have more fulfilling experiences
• Curiosity: We learn every day through deliberate inquiry and exploration. We re-examine assumptions to be a better company, offer better products, and become better colleagues
• Accountability: We celebrate our successes and own our failures. Taking responsibility for our actions allows us to learn from our experiences
• Bias Toward Action: We know speed matters in business so we embrace quick and calculated risk-taking. We understand that many actions are reversible and therefore we are solutions-oriented, even when facing obstacles and challenges
• Challenger Mentality: We don’t allow ourselves to be comfortable with our success. We are hungry to become the best and create more value for our audience
• Clarity of Purpose: We understand the “why

Benefits

• Brew’s HQ: Pick an adjustable standing desk or cozy corner and load up on free coffee (duh) and snacks at our new two-story office space in NYC’s Flatiron District
• 401(k) employer match: We want to help you prepare for the future, now
• Premium health, vision, and dental plans: Your health matters!
• Mental health benefits: Personalized plans and programs to promote your mental well-being
• Extra help when you need it: Including a care concierge, plus free access to One Medical and the Calm app
• Family planning: Want to join #brewparents? Generous paid parental leave and fertility coverage for eligible employees
• Employee Resource Groups: Black Coffee, LGBTQ Brew, AAPI Brew, Cafe Con Leche, Chai Latte, She Espresso, Disabili-teas, and Grounded
• Gym and workout class reimbursements: It pays to be healthy
• Annual learning credit: Want to learn something new? We'll reimburse you