Senior Director, Head of West Sales, Yahoo DSP
Listed on 2026-08-31
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Sales
Account Manager, Director of Sales, Client Relationship Management -
Management
Account Manager, Client Relationship Management
Yahoo serves as a trusted guide for hundreds of millions of people globally, helping them achieve their goals online through our portfolio of iconic products. For advertisers, Yahoo Advertising offers omnichannel solutions and powerful data to engage with our brands and deliver results.
Role Overview Yahoo DSP is seeking a strategic, highly collaborative Senior Director of Sales to lead a team of Account Directors. This leader will own revenue growth and client strategy across a diverse portfolio of advertisers and agencies in Entertainment, Automotive, CPG, Retail, Tech/Telco, Financial Services, and other priority categories. As a strategic partner to the VP of Sales, West, this leader will own a significant share of the region's business and translate broader organizational strategy into clear operating priorities.
The ideal candidate brings deep knowledge of the digital advertising and programmatic ecosystem, strong commercial instincts, exceptional leadership skills, and the ability to drive results across a complex, cross-functional organization.
- Expand strategic accounts by identifying opportunities to deepen existing partnerships and develop new advertiser and agency relationships.
- Build and execute a regional growth plan that increases Yahoo DSP adoption and accelerates revenue.
- Maintain operational rigor through disciplined pipeline management, accurate forecasting, and account prioritization.
- Identify market gaps and emerging opportunities, then develop and execute plans to address them.
- Align sales resources to the high value opportunities and partner with leadership on coverage, account assignments, and organizational structure as the business evolves.
- Collaborate with Agency, Client Services, Marketing, Product, and other cross-functional partners to deliver integrated solutions that strengthen relationships across the West Region.
- Represent West sales leadership in key internal and external meetings and serve as an industry thought leader.
- Build a culture of accountability, collaboration, and customer obsession.
- Coach Account Directors through weekly 1:1s, rigorous pipeline reviews, joint sales calls, and targeted development in objection handling and consultative selling.
- Champion adoption of AI tools across the team to increase seller productivity, sharpen account planning, and improve forecast accuracy.
- Lead complex, large scale platform negotiations and inspire the team to deliver against regional growth objectives.
- 12+ years in digital advertising or media sales, including 5+ years leading and developing quota carrying sellers or account teams.
- Proven track record owning a significant regional or multi-vertical book of business, with consistent performance against revenue targets.
- Deep working knowledge of the programmatic ecosystem: DSPs, SSPs, exchanges, identity and addressability, CTV, retail and commerce media, and measurement and attribution.
- Experience selling into and negotiating with both brand advertisers and holding company agencies, including platform commitments, JBPs, and multi-year partnership agreements.
- Demonstrated success hiring, coaching, and retaining high-performing sellers, including managing performance and building bench strength.
- Demonstrated use of AI tools in their own sales workflow, with a clear point of view on where AI creates leverage for a sales organization (account research, pipeline hygiene, call prep, forecasting) and where human judgment still has to own the outcome.
- Operational rigor in forecasting and pipeline management, with disciplined CRM hygiene and accurate revenue calls.
- Executive presence and credibility with CMOs, agency leadership, and internal executive stakeholders, with comfort representing the company externally at industry events.
- Ability to lead through influence across Product, Client Services, Marketing, and Agency Development.
- Experience at a DSP, SSP, or independent ad platform, particularly through a period of growth or product transition.
- Establi…
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