Job description

The Senior Account Executive is a principal sales representative for Iridio by RRD , responsible for driving business growth, securing net-new enterprise accounts, and cultivating long-term, high-value brand and agency partnerships. This role requires a highly motivated, self-directed professional with a proven hunter mindset and an established network of industry decision-makers. The Senior Account Executive consults directly with client executives to deliver sophisticated digital media products, data targeting capabilities (e.g., Consumer Graph and Household Connect℠), and omnichannel strategies. Combining creative, solutions-oriented thinking with deep MarTech and AdTech expertise, you will identify untapped revenue opportunities, articulate complex value propositions, and translate client marketing challenges into successful campaigns. The Senior Account Executive collaborates seamlessly with cross-functional departments and internal sales organizations to architect and execute sophisticated, multi-faceted sales agreements, ensuring the alignment of enterprise-wide resources with complex client business objectives. Key Duties and Responsibilities: • Drive Net-New Business: Proactively identify, prospect, qualify, and close new enterprise brand and agency clients across key commercial verticals (Hunter Mindset). • Leverage Established Relationships: Capitalize on an existing network of industry decision-makers to rapidly build a robust sales pipeline and generate revenue. • Consultative & Strategic Selling: Conduct sophisticated, data-driven consultative sales processes that align Iridio’s digital media solutions, data targeting, and omnichannel capabilities with client business goals. • Creative Solution Design: Develop innovative, customized media strategies and pitch frameworks to solve complex marketing challenges for C-suite and senior executive audiences. • Account Relationship Management: Serve as a trusted advisor to clients by providing strategic oversight, delivering market insights, and ensuring flawless solution execution in partnership with internal strategy and operations teams. • Market Expertise & Thought Leadership: Maintain expert knowledge of digital advertising ecosystem trends, retail media networks, programmatic and data privacy developments. • Pipeline & Revenue Management: Maintain accurate, timely sales forecasting and opportunity tracking within the company CRM. Education: • Required: Bachelor’s Degree in Business, Marketing, Communications, or a related field. • In lieu of a formal degree, an equivalent combination of relevant education and professional sales experience will be evaluated. Experience: • Required: 5+ years of direct digital media or AdTech/MarTech solution sales experience. • Required: 7+ years in a quota carrying sales role; demonstrated consistent success over performance. Will consider applicable RRD Account Management experience (Required). • Required: Demonstrated track record of consistent quota over-achievement in a net-new business acquisition (hunter) capacity. • Active, established network of decision-maker relationships across brand marketers and advertising agencies. • Proven success leading complex, multi-touch consultative sales cycles from cold prospect to contract execution. Knowledge, Skills and Abilities: • Solutions-Oriented Creativity: Ability to think out of the box to build creative, tailored media proposals that address unique client friction points. • Digital Ecosystem Mastery: Deep understanding of programmatic media, Connected TV (CTV), retail media networks, consumer data graphs, and identity resolution. • Executive Presence: Strong communication, presentation, and negotiation skills with a demonstrated ability to influence C-suite decision-makers. • Self-Starter Drive: High level of initiative, foresight, and independent judgment to manage multiple prospective sales cycles simultaneously. • Technical Proficiency: Experience using CRM systems (e.g., Salesforce), sales intelligence platforms, and Microsoft Office Suite. • Microsoft Office Suite: PowerPoint, Excel, Word, Outlook • Sales Platforms: CRM (Salesforce), LinkedIn Sales Navigator, ZoomInfo • Collaboration Tools: Zoom, Microsoft Teams, Slack • Regular strategic communication with external client decision-makers, agency partners, and internal leadership across sales, strategy, product, and operations teams. • Exercises broad conceptual judgment and independent decision-making to structure complex commercial proposals. • Recommends innovative, out-of-the-box strategies for client targeting, media planning, and campaign optimization. Other: • Travel: Business travel required as needed for client meetings, industry conferences, and company events (approximately 20–30%). Education • High School Diploma or GED (Required) • Bachelor's Degree (Required) • In lieu of the above education requirements, a combination of experience and education will be considered. Experience • 7+ years in a quota carrying sales role; demonstrated consistent success over performance. Will consider applicable RRD Account Management experience (Required) • 5+ years of experience selling digital media client solutions (IAB or any others) in the Programmatic Digital Media space • Selling programmatic vs. platforms for specific publishers (Required) • Agency Business Development experience is a plus, particularly with exposure to selling data management/customer data management and creative solutions. Knowledge, Skills & Abilities • Ability to educate and influence stakeholders/audiences resulting in closed/won business. • Ability to handle more complex/strategic accounts; typically interacting with client/prospects higher level executives • Ability to manage multiple clients while seeking new opportunities • Demonstrates leadership qualities. • Effective use of data and insights as a solution selling tool. • Excellent written and oral communication skills. • Exercises independent judgment in methods, techniques and evaluation criteria for obtaining results • Knowledge of the Digital MarTech Ecosystem. • Proficiency in Microsoft Office and CRM software, with aptitude to learn system • Microsoft office; Word, Excel, Powerpoint, Outlook • Internal systems: sales forecasting, order tracking, contracts, etc • Videoconferencing • Communication with clients and internal co-workers – all levels of management, business leadership, customers, suppliers and other internal/external entities as required. • Ability to make recommendations and bring out-of-box recommendations to clients and areas that support sales (ie: targeting, marketing and pricing). • Requires broad conceptual judgment and ability to deal with complex factors. • Travel required. • Perform additional responsibilities as assigned. This role is salary plus incentive program eligible and the current RRD salary range is is $50,000 to $150,000 / year. The salary range may be adjusted based on the applicable geographic location of the hired employee, and the range, as well as the commission program, may change in the future. At RRD, it is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions may vary based upon, but not limited to education, skills, experience, proficiency, performance, shift and location. RRD’s benefit offerings include medical, dental, and vision coverage, paid time off, disability insurance, 401(k) with company match, life insurance and other voluntary supplemental insurance coverages, plus parental leave, adoption assistance, tuition assistance and employer/partner discounts. #LI-LC4 All your information will be kept confidential according to EEO guidelines. RRD is an Equal Opportunity Employer, including disability/veterans At RRD, we value innovation, authenticity, and integrity. To uphold the security and fairness of our hiring process, we ask that candidates refrain from using AI tools during interviews to ensure an authentic and secure experience. We appreciate your cooperation as we work to maintain a transparent and equitable hiring process. All employment offers are contingent upon the successful completion of both a pre-employment background and drug screen.

Requirements

Must-haves

Drive Net-New Business: Proactively identify, prospect, qualify, and close new enterprise brand and agency clients across key commercial verticals (Hunter Mindset).
Leverage Established Relationships: Capitalize on an existing network of industry decision-makers to rapidly build a robust sales pipeline and generate revenue.
Consultative & Strategic Selling: Conduct sophisticated, data-driven consultative sales processes that align Iridio’s digital media solutions, data targeting, and omnichannel capabilities with client business goals.
Creative Solution Design: Develop innovative, customized media strategies and pitch frameworks to solve complex marketing challenges for C-suite and senior executive audiences.
Market Expertise & Thought Leadership: Maintain expert knowledge of digital advertising ecosystem trends, retail media networks, programmatic and data privacy developments.
Pipeline & Revenue Management: Maintain accurate, timely sales forecasting and opportunity tracking within the company CRM.
Required: Bachelor’s Degree in Business, Marketing, Communications, or a related field.
In lieu of a formal degree, an equivalent combination of relevant education and professional sales experience will be evaluated.
Required: 5+ years of direct digital media or AdTech/MarTech solution sales experience.
Required: 7+ years in a quota carrying sales role; demonstrated consistent success over performance. Will consider applicable RRD Account Management experience (Required).
Required: Demonstrated track record of consistent quota over-achievement in a net-new business acquisition (hunter) capacity.
Active, established network of decision-maker relationships across brand marketers and advertising agencies.
Proven success leading complex, multi-touch consultative sales cycles from cold prospect to contract execution.
Solutions-Oriented Creativity: Ability to think out of the box to build creative, tailored media proposals that address unique client friction points.
Digital Ecosystem Mastery: Deep understanding of programmatic media, Connected TV (CTV), retail media networks, consumer data graphs, and identity resolution.
Executive Presence: Strong communication, presentation, and negotiation skills with a demonstrated ability to influence C-suite decision-makers.
Self-Starter Drive: High level of initiative, foresight, and independent judgment to manage multiple prospective sales cycles simultaneously.
Technical Proficiency: Experience using CRM systems (e.g., Salesforce), sales intelligence platforms, and Microsoft Office Suite.
Microsoft Office Suite: PowerPoint, Excel, Word, Outlook
Sales Platforms: CRM (Salesforce), LinkedIn Sales Navigator, ZoomInfo
Collaboration Tools: Zoom, Microsoft Teams, Slack
Regular strategic communication with external client decision-makers, agency partners, and internal leadership across sales, strategy, product, and operations teams.
Exercises broad conceptual judgment and independent decision-making to structure complex commercial proposals.

Nice-to-haves

Agency Business Development experience is a plus, particularly with exposure to selling data management/customer data management and creative solutions.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

Platform: smartrecruiters
Effort: medium

Benefits

Benefits detected in the listing.

Dental

Vision

401(K)

Paid Time Off

Parental Leave