Role Overview

The Ad Sales Team Lead is responsible for driving revenue growth through the effective leadership of a high-performing digital advertising sales team. This role combines people leadership, pipeline discipline, and consultative selling to help advertisers achieve measurable business outcomes through advertising solutions.

Working closely with Sales Managers and cross-functional partners, you will lead a team of Ad Sales Executives across SMB and Mid-Market segments, ensuring consistent execution, strong productivity, and reliable quota attainment. Success in this role requires commercial acumen, operational rigor, and a data-driven leadership mindset.

You will act as both a people leader and deal sponsor, ensuring excellence across revenue delivery, activity standards, quality, and forecast accuracy.

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Key Responsibilities

Sales Leadership & Team Performance

· Lead, coach, and performance-manage a team of Ad Sales Executives across SMB and Mid-Market segments

· Own team-level quota attainment, pipeline coverage, forecast accuracy, and productivity KPIs

· Set clear daily, weekly, and monthly performance expectations (e.g. outreach volume, pipeline progression, SLA adherence)

· Run a structured inspection cadence including pipeline reviews, call coaching, and quality scorecard reviews

· Drive effective onboarding and ramp programs aligned to seller experience levels

· Create individualized performance plans to support continuous development and progression

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Pipeline & Revenue Execution

· Drive disciplined opportunity qualification using structured sales methodologies (e.g. BANT, MEDDICC-lite)

· Ensure consistent outbound and inbound execution across calls, email, and sales engagement tools

· Enforce SLA standards for lead follow-up, advertiser responsiveness, and renewal coverage

· Maintain strong CRM hygiene, clean pipeline management, and accurate forecasting

· Consistently deliver against revenue targets and team quota commitments

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Strategic Deal & Account Leadership

· Act as deal sponsor on complex or high-value advertiser opportunities

· Guide commercial structuring, pricing conversations, and objection handling

· Partner with internal teams (e.g. Product, Measurement, Policy, Ops) to align ad solutions with advertiser goals

· Support sellers in translating campaign performance data into clear ROI-driven narratives for customers

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Quality, Compliance & Governance

· Uphold quality standards across sales calls, advertiser communications, and CRM documentation

· Ensure adherence to internal policies, advertising standards, and data/privacy requirements

· Monitor outreach productivity, SLA compliance, and audit readiness

· Drive accountability across reporting accuracy and operational discipline