Principal Strategic Account Executive at NextRoll Inc. in San Francisco, New York City, or Remote

Job description

• You’ll join our New Business Sales team, reporting to our Sr. Director, New Business Sales selling NextRoll’s AdRoll platform to sophisticated advertisers and agencies across CTV, DOOH, display, audio, and addressable TV. As a Principal Strategic Account Executive, you will be an individual contributor, owning the full sales cycle for strategic mid-market opportunities from self-generated pipeline through close.
• As a Principal Strategic Account Executive, you’ll own the full sales cycle from self-generated pipeline through negotiation and close. You’ll identify high-value opportunities, engage senior decision-makers, shape the commercial strategy and position NextRoll’s AdRoll platform across CTV, DOOH, display, audio and addressable TV.
• This is a senior individual contributor role for a commercially driven seller who understands how modern media is bought and can credibly engage sophisticated advertisers, agencies and media leaders. You’ll combine strong industry relationships with prospecting, consultative selling and deep programmatic expertise to create new opportunities, win net-new logos and grow investment into NextRoll’s fastest-growing channels.
• You’ll work closely with Solutions, Marketing and Customer Success to develop compelling solutions, navigate complex buying processes and deliver meaningful new business revenue for NextRoll.

Responsibilities

• Own the full sales cycle for strategic opportunities, from prospecting and pipeline creation through commercial negotiation and close.
• Build and convert self-generated pipeline, with a strong focus on net-new logos.
• Develop trusted relationships with senior marketing, media, advertising and agency decision-makers, building consensus across complex, multi-stakeholder buying groups.
• Identify opportunities to shift and grow customer media investment across CTV, DOOH, display, audio, linear and/or addressable TV.
• Bring a strong understanding of programmatic and ad tech to customer conversations, translating complex media capabilities into clear commercial outcomes.
• Lead with a consultative approach, understanding customer business challenges and developing strategic, differentiated proposals that address them.
• Partner with Solutions, Marketing and Customer Success to develop, position and close high-value opportunities.
• Create compelling commercial business cases and confidently negotiate with senior stakeholders to drive deals to close.
• Maintain disciplined pipeline management, forecasting and CRM hygiene, providing accurate visibility into revenue performance and deal progression.
• Consistently achieve and exceed new business revenue targets, while contributing to the evolution of NextRoll’s NAMER go-to-market strategy.

Requirements

• 8+ years of experience in ad tech and/or media sales, with experience selling across multiple media channels and deep expertise in one or more of CTV, DOOH, display, audio, linear or addressable TV.
• Experience selling from the platform side of the ecosystem, ideally with a DSP, SSP or other ad tech platform, rather than primarily selling media-owner inventory.
• Strong understanding of programmatic advertising, including buying models, targeting, measurement, data and the broader digital media ecosystem.
• A proven track record of self-generating pipeline and winning net-new business, with clear evidence of consistently achieving or exceeding revenue targets.
• Strong outbound prospecting skills and the ability to turn cold or underdeveloped relationships into meaningful commercial opportunities.
• Demonstrated ability to sell consultatively and strategically, connecting media solutions to business objectives rather than selling products in isolation.
• Comfortable navigating complex organisations, multiple stakeholders and senior-level buying processes.
• Strong commercial judgement, negotiation skills and executive presence.
• Credibility with sophisticated advertisers, agencies and media buyers, with the ability to challenge thinking and introduce new approaches.
• Highly self-directed and accountable, with the ability to operate effectively in a fast-moving, evolving environment.

Skills

Required

• Strong outbound prospecting skills
• Consultative and strategic selling
• Highly self-directed and accountable

Benefits

• Competitive salary and equity
• We cover 100% of the employee-only premium for our HSA medical plan, and 95% of the employee-only premium for our PPO, HMO, dental, and vision plans.
• We contribute 75% toward dependent premiums across all medical, dental, and vision plans.
• We offer access to Multiply Mortgage, a concierge homebuying service that provides free personalized guidance and below market mortgage rates (up to 1% below top retail lenders).
• Short and long term disability benefits at no cost to the employee
• Basic life and AD&D insurance at no cost to the employee
• 401K Plan (Pre-tax, Roth and After-tax)
• 4 weeks of paid time off and work/life balance
• Up to 6 weeks of paid disability leave (up to 12 weeks for pregnancy disability leave)
• Up to 12 weeks of paid family leave for birthing parents (in addition to pregnancy disability leave)
• Up to 16 weeks of paid family leave for non-birthing parents
• Up to 12 weeks paid family leave to care for a family member
• Join a community of fellow Rollers as a member of one of our Employee Resource Groups
• Ample opportunities to volunteer with local organizations with NextRoll Gives Back
• Access to the latest AI tools and dedicated time to experiment
• For additional benefits not mentioned, visit our Careers page
• The annual compensation range for this role is listed below. The range includes base salary and variable pay tied to sales targets.
• San Francisco and New York Metro Areas
• On-Target Earnings (OTE): $245,005 – $308,006
• Base salary: $147,000 – $184,800
• Target incentive: $98,005 – $123,206 (paid quarterly, uncapped*)
• Pay mix: Approximately 60/40
• All other US Cities
• On-Target Earnings (OTE): $208,254 – $277,206
• Base salary: $124,950 – $166,320
• Target incentive: $83,304 – $110,886 (paid quarterly, uncapped*)
• Pay mix: Approximately 60/40
• Our compensation plan is structured to reward performance against sales targets, is uncapped*, and includes accelerators for overachievement.
• *NextRoll’s sales compensation plan is subject to modification at the discretion of NextRoll. Uncapped Target Incentive allows reps to continue to earn a percentage of every dollar brought in, beyond 100% quota attainment. Please refer to the sales compensation plan document for details, which will be provided by your Recruiter.
• In addition to competitive compensation, we also offer equity + benefits.
• The range provided is NextRoll’s reasonable estimate of the On-Target Earnings (OTE) for this role. The actual amount will be based on job-related and non-discriminatory factors. Compensation is determined using objective, gender‑neutral criteria aligned to NextRoll’s job architecture, including scope of responsibility, relevant experience, skills, and geographic labor market considerations. Consult with your Recruiter during the initial call to determine a more targeted range based on these job-related factors.