Director of Client Partnerships

The Banner is looking for a Director of Client Partnerships to lead our advertising sales organization and help shape the next stage of its growth.

The Director of Client Partnerships leads The Banner’s Client Partnership team and is responsible for delivering against advertising revenue goals across Baltimore, Prince George’s County, Montgomery County, and the broader Maryland market.

Our Client Partnership model is centered on building strong, long-term relationships with clients by understanding their businesses, identifying their marketing objectives, and developing solutions across The Banner’s advertising, sponsorship, event, content, and audience offerings.

This is a hands‑on sales leadership role. You will lead and coach Client Partners, manage pipeline and revenue forecasts, help develop strategic accounts, participate in major client opportunities, and establish consistent expectations for how we prospect, sell, retain, and grow client relationships.

You will work closely with the SVP of Client Partnerships and partner across Business Development, Advertising Operations, Events, Marketing, Product, Finance, and Analytics.

• Lead, coach, and develop The Banner’s Client Partnership team.
• Own execution against monthly, quarterly, and annual advertising revenue goals.
• Establish clear individual revenue goals, account priorities, activity expectations, and performance standards.
• Manage client portfolios across Baltimore, Prince George’s County, Montgomery County, and other Maryland markets.
• Conduct regular pipeline reviews, account reviews, forecast discussions, and individual coaching sessions.
• Coach Client Partners on discovery, consultative selling, account strategy, presentations, negotiations, closing, retention, and account expansion.
• Help the team develop deeper, longer‑term client relationships by understanding business needs and identifying relevant solutions.
• Manage the quality and accuracy of the sales pipeline and revenue forecast.
• Identify revenue risks, pipeline gaps, and opportunities for new business or account expansion.
• Participate directly in major client meetings, presentations, negotiations, and strategic sales opportunities.
• Develop relationships with key advertisers, agencies, businesses, community organizations, and strategic partners.
• Guide account planning for high-value and high-potential client relationships.
• Establish priorities for prospecting and new‑client acquisition.
• Partner with Business Development to build a strong pipeline of qualified prospects.
• Ensure Client Partners have the support needed to spend more time developing relationships, selling, and growing accounts.
• Work with Advertising Operations to create effective handoffs from sale through campaign execution.
• Collaborate with Events, Product, Marketing, and Analytics to develop integrated solutions for clients.
• Provide market feedback regarding client needs, competitive offerings, pricing, products, and emerging opportunities.
• Help introduce new advertising products and ensure the Client Partnership team is prepared to position and sell them effectively.
• Partner with Finance and the SVP of Client Partnerships on revenue forecasting and planning.

• 7+ years of professional sales experience, including significant experience in digital advertising, media, marketing services, integrated marketing, or a related field.
• At least 3 years of experience directly managing and coaching sales professionals.
• A demonstrated history of leading teams that meet or exceed revenue goals.
• Experience managing sales pipelines, revenue forecasts, client portfolios, and CRM‑based sales processes.
• Strong understanding of consultative and…