Account Executive

This position reports to the VP of Sales (West) and focuses on building pipeline and winning new business with agencies and brands. Your day-to-day will center on researching target accounts, running outbound outreach, and setting meetings with agency and brand decision-makers across Analytics, Activation, and Planning, then carrying those opportunities forward with support from senior sellers. You’ll help prepare and deliver pitches and work with our Product, Customer Success, and Technical Account Management teams to get pilots live and support client retention.

You’ll keep your pipeline clean in Hub Spot and represent Adelaide at industry events.

You’ll start with a territory, a strong product, a category with real momentum, and senior sellers who will teach you how to run a full cycle. You won’t inherit a book of business, so you’ll build your own. Over time, you’ll take on larger accounts and own more of the close.

This is a remote role with regional requirements; candidates must reside in the Los Angeles area to support in-market meetings and client engagement.

Compensation:

The scope and level of responsibility will be calibrated based on experience, with opportunities to take on increasing autonomy and strategic impact over time.

This role offers a competitive compensation package consisting of a base salary plus performance-based commission, with commission making up approximately 35% of total On-Target Earnings (OTE).

Base Salary Range: $95,000 - $110,000

OTE Range : $146,000 - $170,000

Final compensation will be calibrated based on experience and the level at which the candidate is hired.

What you’ll learn

An important part of our culture is continuous learning and the open sharing of ideas. We offer:

• Access to a broad network of investors and advisors who can help you and your team succeed
• Mentorship from executives with decades of experience in adtech and media
• Regular internal knowledge-sharing sessions
• An education budget to support ongoing professional growth and development

In this role you’ll learn:

• The media quality ecosystem—including verification, MTA, MMM, and emerging attention-based measurement tools
• How digital media “pipes” work and influence media quality and performance
• How to build a territory plan and generate qualified pipeline from a cold start
• How to run discovery with media, analytics, and investment stakeholders at agencies and brands
• Best practices for supporting a full pitch cycle with agencies, brands, publishers, and platforms
• How to move an account from first conversation through pilot to renewal
• How to partner cross-functionally to solve client challenges and support successful campaigns
• How to read a media plan and translate measurement data into a commercial story
• Skills that drive ownership, adaptability, and resilience in a fast-moving environment

• Sell an innovative approach to rating and measuring media quality
• Own top-of-funnel: research target accounts, build prospect lists, and run consistent multi-channel outreach to generate qualified meetings
• Conduct discovery calls with media planners, buyers, analytics leads, and brand marketers to understand where measurement gaps exist
• Support and, over time, lead pitch processes that can involve publishers, agencies, and brands
• Build and deepen relationships with day-to-day contacts across agency holding companies, major independents, and brand teams—the planners and buyers who become tomorrow’s decision-makers
• Partner with Client Success and Technical Account Management to scope pilots, troubleshoot issues, and turn pilots into renewals
• Maintain accurate opportunity, activity, and forecast data in our CRM (Hub Spot)
• Become fluent in the AU metric and our case studies so you can…