Account Director

Who We Are

Kargo creates powerful moments of connection between brands and consumers to build businesses. Every day, our 600+ employees work to radically raise the bar on what agentic AI, CTV, eCommerce, social, and mobile can do to deliver unique ad experiences across the world’s most premium platforms. Taking a creative science approach to all we do, we continuously innovate solutions that outperform industry benchmarks and client expectations. Now 20+ years strong, Kargo has offices in NYC, Chicago, LA, Dallas, Sydney, Auckland, London and Waterford, Ireland.

Who We Hire

Techies who want to build the future. Creatives who want to design it better.

Communicators to win business. Collaborators to build it. Data pros who turn numbers into insights. Product builders who turn ideas into innovations. Anyone eager to be on a team that doesn’t stop to ask what’s next, because they’re

already building it.

Mission

The Director, Sales is Kargo's primary commercial link to the marketplace, owning revenue growth across a portfolio of strategic agencies, brands, and platforms. This role lands net-new business and expands existing accounts while feeding market intelligence back to the company to shape product direction and positioning. It exists to convert deep industry relationships into durable, growing revenue for Kargo.

This is a hybrid role requiring onsite presence 4 days a week.

Outcomes — What Success Looks Like in 6–12 Months

Deliver against quota. Meet or exceed your annual revenue target, with predictable quarter-over-quarter attainment across the assigned portfolio.

Open net-new business. Close a defined number of new brand-direct and agency accounts, measurably expanding Kargo's footprint in the region.

Grow existing accounts. Increase revenue from current clients through renewals and upsell, improving year-over-year spend per account.

Maintain a healthy pipeline. Sustain qualified coverage at 3x quota, with accurate stage progression and forecast reliability inside Salesforce.

Inform the roadmap. Provide a consistent cadence of structured market feedback to the product organization that influences at least one positioning or roadmap decision.

Skills — Core Technical Capabilities

Required

5+ years selling online and programmatic advertising, plus 3+ years in brand advertising, media sales, or marketing

Established, active relationships with brand and agency contacts across the region

Proven ability to engage and win support from C-level executives and key stakeholders

Deep working knowledge of the digital and mobile advertising ecosystem

Consultative selling fluency: building ROI cases, presenting new and existing products, and closing

Strong written and verbal communication, including executive-level presentation skills

Preferred

Salesforce CRM proficiency for activity tracking and forecasting

Fluency in PowerPoint and Excel for proposals and revenue modeling

Competencies — Behaviors We Like to See

Hunter's Drive

Pursues and closes deals with persistence; treats both new logos and account expansion as personal targets

Moves opportunities forward without prompting, owning the full cycle from prospecting to signature

Consultative Partnership

Invests in understanding each client's business, challenges, and goals before positioning a solution

Builds trust across all levels of an account, behaving as a strategic partner rather than a vendor

Market Fluency Curiosity

Maintains sharp awareness of Kargo's products, competitors, and the broader ecosystem, and keeps learning

Translates frontline market signals into clear, actionable feedback for product and leadership

Team Leadership

Partners closely with Account Management, creative, design, and yield teams to build compelling proposals

Mentors and elevates junior sellers, raising the bar for the wider team

In accordance with applicable federal, state, and local pay transparency laws, the anticipated base salary range for this position is listed below. Actual compensation may vary based on factors such as geographic location, work experience, education, and skills.

U.S Salary Range

$120,000 $140,000 USD

Our Laurels

AdAge Best Places to Work

ThinkLA Partner of the Year

Built In Best Places to Work

Cynopsis 2025 Top Women in Media - Jeannine Shao Collins

Martech Breakthrough Awards - Best Overall Adtech Company

Digiday Media Awards Best Event

Cynopsis Media Impact Awards-Best CTV Platform

Martech Breakthrough Awards-CTV Innovation

Adweek Media Plan of the Year Awards - Best Use of Insights

Follow Our Lead

Big Picture: kargo.com

The Latest: Instagram (@kargomobile) and LinkedIn (Kargo)

Kargo is an Equal Opportunity Employer. We are committed to building an inclusive and diverse workplace where all employees and applicants are treated with respect and dignity. We do not discriminate on the basis of race, color, ethnic origin, religion or belief, sex, sexual orientation, gender identity or expression, age, disability, m…