Mission

The Senior Account Executive is Kargo's boots-on-the-ground revenue driver in their territory — owning an assigned book of agency relationships and converting them into consistent, growing revenue. This role exists to build real partnerships, close meaningful deals, and bring the market's pulse back into Kargo. When this role is firing, key agencies are spending more, pipeline is healthy, and Kargo is earning a seat at the planning table before the brief even goes out.

Outcomes — What Success Looks Like in 6–12 Months

• Quota is achieved and forecasted with confidence — Individual quarterly and annual revenue targets are met; Salesforce reflects an accurate, well-documented pipeline that doesn't surprise leadership at forecast time
• OMG and assigned agency relationships are active and expanding — Key investment leads and planning contacts across the book are engaged consistently; spend is growing and Kargo is positioned as a go-to partner, not a line-item vendor
• New business is being sourced proactively — A meaningful share of revenue comes from net-new opportunities developed through outreach and relationship-building, not just renewals or inbound
• Market intelligence is cycling back into Kargo regularly — Product and strategy teams are receiving structured, useful feedback on competitive dynamics, client needs, and market signals that inform roadmap decisions
• Internal teams are activated at the right moments — Creative, research, yield, and account management are brought in strategically to strengthen proposals and client experience, not reactively or at the last minute

Skills — Core Technical Capabilities

Required

• 4+ years of experience selling digital, CTV, and programmatic advertising — understands the buying ecosystem well enough to consult, not just pitch
• Established relationships within OMG and broader agency holding company networks that are warm and can be activated quickly
• Demonstrated ability to build pipeline and close — a track record of moving deals through agency buying cycles and getting to yes
• Working fluency in digital ad products, programmatic mechanics, and the competitive landscape; can hold a credible conversation with sophisticated agency buyers
• Salesforce discipline — keeps pipeline documentation current and accurate as a matter of habit
• Strong written and verbal communication skills; comfortable presenting to senior stakeholders and navigating multi-level agency relationships

Preferred

• Experience selling consultative or custom solutions where the pitch requires building a case, not just presenting a rate card
• Existing relationships with brand-side contacts that complement agency coverage and expand Kargo's footprint

Competencies — Behaviors We Like to See

Hunter Mentality

• Goes after new business with genuine appetite — finds angles into accounts, follows up persistently, and doesn't wait for inbound to drive growth
• Closes with confidence and directness; comfortable asking for commitment and navigating pushback without losing the relationship

Market Curiosity

• Stays current on industry trends, competitive moves, and client priorities — and brings a point of view into conversations that earns credibility
• Sends useful market intelligence back to product and strategy because they see it as part of the job, not extra credit

Clear, Confident Presence

• Communicates with authority in pitches, QBRs, and client dinners alike; adjusts register for the audience without losing substance
• Builds relationships at multiple levels within an agency — not just the day-to-day contact but the people who influence budget

Collaborative Without Losing Ownership

• Pulls in internal teammates at the right moments to make deals stronger without creating bottlenecks or losing momentum
• Operates with low ego in a team environment — shares what's working, supports colleagues, and keeps internal friction away from clients