Account Executive

Job description

Position overview This position reports to the SVP of Sales and owns new business development across an assigned set of agency and brand accounts. Your day-to-day will include prospecting into target accounts, running discovery with media and analytics stakeholders, leading pitch conversations, scoping and launching pilots, and managing your pipeline in our CRM. You’ll work closely with Client Success and Technical Account Management to turn pilots into renewals, and you’ll represent Adelaide in market at industry events and in client meetings. You will carry a number and own your accounts end to end. You will also build much of your own pipeline—we are a category-creation business, and the sellers who do well here are comfortable generating demand rather than waiting for it. In exchange, you get a level of autonomy, product access, and executive exposure that a larger measurement company won’t offer at this stage of a career. This is a remote role with regional requirements; candidates must reside in the New York Tri-State Area to support in-market meetings and client engagement. 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: $105,000 - $117,000 OTE Range: $160,000 - $180,000 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 and execute a territory plan that generates qualified pipeline from a cold start Best practices for running a full pitch cycle with agencies, brands, publishers, and platforms Approaches for managing accounts from early prospecting through pilots and long-term partnerships 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 Techniques for representing Adelaide across the buy and sell side and engaging senior stakeholders How to spot market opportunities and contribute to commercial strategy Skills that drive ownership, adaptability, and resilience in a fast-moving environment Core 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 What you'll bring 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 What will set you apart - OPTIONAL 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 Health & Wellness Medical, dental, and vision insurance Paid time off Parental leave Employee development & wellness stipend Holiday break Volunteer time off Financial & Compensation Competitive salary Performance-based quarterly bonus Stock options 401(k) retirement plan Workplace & Equipment Remote-first environment New York office access Access to available WeWork spaces Equal Employment Opportunity (EEO) Statement Adelaide is proud to be an Equal Opportunity Employer, committed to fostering a diverse, equitable, and inclusive workplace where all employees can thrive. We consider all qualified applicants for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status, or any other legally protected status. Our commitment to equal opportunity employment extends beyond basic compliance to encompass the active cultivation of a workplace that values different perspectives, backgrounds, and experiences. TL;DR Fast-growing measurement company looking for a driven seller to own a territory and win new business with agencies and brands. This is a full-cycle sales role: you’ll build your own pipeline, run your own pitches, and carry your own number. Ideal for someone with a few years in adtech, measurement, or agency media who wants more ownership than a large organization will give them, and who is energized by selling a category that’s still being defined. Who we are Adelaide is the leader in one of the fastest-growing areas of advertising: attention measurement and activation. Since 2020, we've become the trusted media quality measurement partner for 40% of Fortune 50 brands who rely on our award-winning AU metric to plan smarter campaigns, invest in high-quality inventory, and dive stronger business outcomes. Adweek has called Adelaide's AU " the attention economy's most widely recognized metric," and AdExchanger named it "Best measurement/Analytics Capability." Our business continues to scale rapidly, outperforming the industry with a 35% three-year CAGR. What began as a 9-person startup in 2019 is now a team of more than 75. The past year brought meaningful expansion. We launched the AU ecosystem, giving brands, media agencies, and publishers a unified way to leverage and transact on AU. We broadened our programmatic footprint with custom bidding in GoogleDV360 and pre-bid targeting in The Trade Desk, and grew our partner roster to over 125 platforms and publishers. Leading brands like Dell, Diageo, an Jaguar Land Rover —along with premium publishers such as Hearst, Spotify, and The New York Times—continue to demonstrate AU's value across the media lifecycle. Adelaide is backed by prominent investors such as Human Ventures (Joe Marchese), Aperiam Ventures (Joe Zawadzki & Eric Franchi), WGI (Jonah Goodhart), and Irwin Gotlieb. We have a NYC office and a London WeWork, but operates as a remote-friendly company with flexible work options. How we work We're a team of action-oriented doers—management rolls up their sleeves and contributes every day. Our culture is rooted in curiosity and rigor: opinions are held lightly, debated openly, and strengthened through testing. Everyone is encouraged to play a role in shaping planning and strategy. We're built on belonging and growth—94% of employees report a strong sense of belonging, and 81% say they’re happy at work.