Ad Sales Team Lead – AI/SaaS
About the Role
Our client — a global technology and professional services leader — is hiring an Ad Sales Team Lead to drive revenue growth through leadership of a high-performing digital advertising sales team.
This role blends people leadership, pipeline discipline, and consultative selling, helping advertisers achieve measurable business outcomes through advertising solutions. You'll lead a team of Ad Sales Executives across SMB and Mid-Market segments, working closely with Sales Managers and cross-functional partners to ensure consistent execution, strong productivity, and reliable quota attainment. You'll act as both a people leader and deal sponsor — accountable for revenue delivery, activity standards, quality, and forecast accuracy across your team.
What You'll Be Doing
- Sales Leadership & Team Performance
- Lead, coach, and performance-manage a team of Ad Sales Executives across SMB and Mid-Market segments
- Own team-level quota attainment, pipeline coverage, forecast accuracy, and productivity KPIs
- Set clear daily, weekly, and monthly performance expectations — outreach volume, pipeline progression, SLA adherence
- Run a structured inspection cadence: pipeline reviews, call coaching, quality scorecard reviews
- Drive effective onboarding and ramp programs aligned to seller experience levels
- Build individualised performance plans to support continuous development and progression
Pipeline & Revenue Execution
- Drive disciplined opportunity qualification using structured sales methodologies (BANT, MEDDICC-lite, or similar)
- Ensure consistent outbound and inbound execution across calls, email, and sales engagement tools
- Enforce SLA standards for lead follow-up, advertiser responsiveness, and renewal coverage
- Maintain strong CRM hygiene, clean pipeline management, and accurate forecasting
- Consistently deliver against revenue targets and team quota commitments
Strategic Deal & Account Leadership
- Act as deal sponsor on complex or high-value advertiser opportunities
- Guide commercial structuring, pricing conversations, and objection handling
- Partner with internal teams — Product, Measurement, Policy, Ops — to align ad solutions with advertiser goals
- Support sellers in translating campaign performance data into clear, ROI-driven narratives for customers
Quality, Compliance & Governance
- Uphold quality standards across sales calls, advertiser communications, and CRM documentation
- Ensure adherence to internal policies, advertising standards, and data/privacy requirements
- Monitor outreach productivity, SLA compliance, and audit readiness
- Drive accountability across reporting accuracy and operational discipline
What You'll Bring
Experience
- 4+ years of experience in sales, lead generation, or digital advertising
- 1–2+ years' experience in a team lead or people management role
- Proven success managing performance in high-velocity, metrics-driven sales environments
Mandatory Qualifications
- Consistent track record of quota attainment (individual and/or team)
- Experience in digital advertising, media sales, SaaS, or platform-based sales
- Strong CRM expertise (Salesforce preferred) and experience with sales engagement/prospecting tools
- Fluent English at C1 level or higher
Commercial & Analytical Skills
- Strong understanding of digital advertising fundamentals — performance, branding, ROI, measurement
- Ability to coach consultative, value-based selling conversations
- Data-driven mindset, confident using reporting and analytics tools
- Comfortable engaging both SMB advertisers and senior marketing stakeholders
Mindset
- Performance-driven and highly accountable
- Structured, organised, and operationally disciplined
- Customer-centric and outcome-focused
- Comfortable leading through change in fast-paced sales environments