Senior Sales Manager (US West, Independents & Client Direct)
Posted Updated
Description
- InMobi is seeking a driven, relationship-first Senior Sales Manager to quarterback a defined book of business across the US West region (covers the West Coast, Pacific Northwest, Mountain, and Texas) focused on Independent Agencies and Advertiser In-house teams. Embedded within a revenue pod alongside a dedicated Account Manager, and reporting to the VP, Ad Sales - North America, you will be the face of InMobi to every agency in your book — building trust, opening doors, and closing revenue across both Programmatic Marketplace (PMP) deals and Direct IOs
- This is a hunting and farming role in equal measure: you’ll be expected to arrive with established relationships across the agencies and direct advertisers that you’re hired to cover, and to put those relationships to work immediately — growing existing accounts while consistently generating net-new business from new customers. You will be responsible for identifying new hunting opportunities from net new customers in your territory, thus constantly expanding your target account list
- Together with your paired Account Manager, you’ll co-own your pod’s long-term account strategy, one relationship, one pipeline, one shared goal of sustained growth
- We welcome applicants based in either San Mateo, CA (SF/Bay Area) or Los Angeles, CA for this role
- Quarterback your book of business end-to-end — owning the agency and advertiser in-house relationship, the pipeline, and the revenue outcome across every account in your patch in the West region
- Serve as the face of InMobi to independent agencies and advertiser in-house teams in the West region: build genuine relationships through consistent presence, entertainment, and strategic engagement that goes beyond the transaction
- Maintain accurate, current industry intelligence to identify book expansion opportunities
- Drive net-new business as a core focus, primarily by hunting new agencies as well as in-house clients
- Build, advise, and grow relationships with media account teams at agencies to ensure long-term success and adoption of InMobi’s suite of products (including Glance CTV, Glance mobile, InMobi Exchange solutions). Maximize face time with clients, which will involve travel to the agency territory offices
- Bring a strategic point of view to every account: build territory and account plans that identify where InMobi can win, and pursue them proactively rather than reactively
- Lead responses to advertiser/agency RFPs, ensuring clear, consistent, and comprehensive representation of InMobi’s solutions and capabilities to develop custom, differentiated proposals that win competitive RFPs
- Partner closely with your Account Manager to co-own long-term account strategy — bringing the relationship and pipeline view, while trusting your AM’s data-driven recommendations on where existing accounts have room to grow
- Represent InMobi at industry events, upfronts, and client entertainment, strengthening InMobi’s presence and reputation across the agency community
- Maintain accurate, disciplined forecasting and pipeline hygiene in Salesforce, reflecting realistic net-new and renewal mix against the SIP plan, and keeping account intelligence (org changes, competitive risk, budget cycles) current for the POD
- This role is goaled on two connected outcomes, per the SIP planning framework:
- Pod revenue growth — shared accountability with your Account Manager for the overall retention, renewal, and revenue performance of the accounts in your book, tracked through year-over-year (YoY) growth across both deal-based revenue and Managed Service IOs
- Net-new business contribution — Ability to generate net new business from new agencies and in-house teams
- Natural relationship-building instincts: someone who genuinely enjoys client entertainment, agency events, and being a visible, trusted presence in the market
- Strong command of both PMP/programmatic deal structures and Managed Service IO selling, with the versatility to move fluidly between the two
- Strong collaboration skills, with experience partnering closely with Account Management, Client Solutions, Sales Planning, Marketing, and Product teams
- InMobi is a place where everyone can grow. Howsoever you identify, and whatever background you bring with you, we invite you to apply if this sounds like a role that would make you excited to work
- 8+ years of advertising sales experience, with a track record of selling into independent agencies and in-house teams across programmatic and/or managed service advertising
- A demonstrated history of exceeding revenue targets, with meaningful contributions from net-new business (new logos or new campaigns), not renewals alone
- A consultative, strategic sales style — comfortable building account plans, developing custom solutions with internal partners, and leading complex RFP processes
- Bachelor’s degree or equivalent practical experience
- A bias for action in fast-paced, sometimes ambiguous environments, with an entrepreneurial mindset
- Established, verifiable relationships with independent agencies and/or client in-house teams in the US West region, validated through the interview process
- Comfort with disciplined forecasting and pipeline management in Salesforce