Account Executive

Summary

Adelaide is a media quality measurement company focused on attention measurement and activation. The Account Executive owns new business development across agency and brand accounts, building pipeline, leading discovery and pitches, launching pilots, managing CRM data, and converting pilots into renewals and expansions.

Responsibilities

• Sell an innovative approach to rating and measuring media quality
• Own a new business target across an assigned set of agency and brand accounts
• Build your own pipeline: research target accounts, develop account plans, and run consistent multi-channel outreach to generate qualified meetings
• Conduct discovery with media planners, buyers, investment leads, analytics leads, and brand marketers to identify where measurement gaps exist
• Lead pitch processes that can involve publishers, agencies, and brands
• Build and deepen relationships with stakeholders across agency holding companies, major independents, and key brand partners
• Partner with Client Success and Technical Account Management to scope pilots, troubleshoot issues, and convert pilots into renewals and expansions
• Maintain accurate opportunity, activity, and forecast data in our CRM (HubSpot)
• Become fluent in the AU metric and our case studies so you can defend the methodology credibly without an engineer in the room
• Bring market intelligence back to the team: competitive moves, objections you’re hearing, and where the pitch is landing or missing
• Represent Adelaide at industry events and contribute to our presence in the market

Skills

• Candidates must reside in the New York Tri-State Area to support in-market meetings and client engagement
• Bachelor's degree
• 2–4 years of experience in adtech, media measurement, digital media sales, or agency media planning/buying
• Experience carrying a quota, pipeline target, or revenue goal and a track record of hitting it
• Ability to manage a sales cycle from outreach through close, with support but not supervision
• A firm understanding of how digital media works: the difference between a DSP and an SSP, what an insertion order is, why viewability and attention are not the same thing
• Genuine willingness to prospect. A meaningful share of your pipeline will be self-generated, and the people who succeed here like that part
• Strong written and verbal communication - you can write an email a busy media director actually replies to, and hold the room in a pitch
• Comfort with data; you can build a deck, read a media plan, and pull a defensible takeaway out of a spreadsheet
• Resilience and a positive attitude. Category creation means hearing “we already have viewability” a lot and staying sharp anyway
• Organization and follow-through: you keep your own pipeline honest without being chased
• Established relationships across agency holding companies or major independents
• Experience selling media measurement, verification, or analytics products
• Agency-side experience planning or buying digital media: you've been the person on the other side of this pitch
• Proven success driving revenue in a fast-paced or early-stage environment
• Experience leading pitch conversations with multiple stakeholders
• Familiarity with verification, MTA, MMM, brand lift, or incrementality testing
• Hands-on experience with a CRM and outreach tooling (HubSpot, Salesforce, Outreach, LinkedIn Sales Navigator, Apollo)
• Comfort representing a technical or measurement product externally
• Ability to identify market opportunities and contribute to commercial strategy
• Evidence of building something; a process, a playbook, a territory - rather than only working inside one

Qualifications

Must Haves

• candidates must reside in the New York Tri-State Area to support in-market meetings and client engagement
• Bachelor's degree
• 2–4 years of experience in adtech, media measurement, digital media sales, or agency media planning/buying
• Experience carrying a quota, pipeline target, or revenue goal and a track record of hitting it
• Ability to manage a sales cycle from outreach through close, with support but not supervision
• A firm understanding of how digital media works: the difference between a DSP and an SSP, what an insertion order is, why viewability and attention are not the same thing
• Genuine willingness to prospect. A meaningful share of your pipeline will be self-generated, and the people who succeed here like that part
• Strong written and verbal communication - you can write an email a busy media director actually replies to, and hold the room in a pitch
• Comfort with data; you can build a deck, read a media plan, and pull a defensible takeaway out of a spreadsheet
• Resilience and a positive attitude. Category creation means hearing “we already have viewability” a lot and staying sharp anyway
• Organization and follow-through: you keep your own pipeline honest without being chased

Nice to Haves

• Established relationships across agency holding companies or major independents
• Experience selling media measurement, verification, or analytics products
• Agency-side experience planning or buying digital media: you've been the person on the other side of this pitch
• Proven success driving revenue in a fast-paced or early-stage environment
• Experience leading pitch conversations with multiple stakeholders
• Familiarity with verification, MTA, MMM, brand lift, or incrementality testing
• Hands-on experience with a CRM and outreach tooling (HubSpot, Salesforce, Outreach, LinkedIn Sales Navigator, Apollo)
• Comfort representing a technical or measurement product externally
• Ability to identify market opportunities and contribute to commercial strategy
• Evidence of building something; a process, a playbook, a territory - rather than only working inside one

Benefits

• Medical, dental, and vision insurance
• Paid time off
• Parental leave
• Employee development & wellness stipend
• Holiday break
• Volunteer time off
• Performance-based quarterly bonus
• Stock options
• 401(k) retirement plan
• Remote-first environment
• New York office access
• Access to available WeWork spaces
• 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