Mission

As a Sales Manager at Kargo, you will drive revenue growth in the Sydney market by building and owning agency and client relationships across both programmatic and direct IO channels. You are the face of Kargo in VIC — cementing the brand with major holding companies, trading desks, and direct clients. Your mission is to deliver against revenue targets by crafting custom advertising solutions that work every time, while partnering with the Sydney Sales Director to scale the Australian business.

Outcomes - What Success Looks Like in 6-12 Months

• Deliver against quarterly and annual revenue targets for the VIC market across both programmatic and direct IO channels
• Establish Kargo as a recognised and active partner within at least 3 major agency holding groups in Sydney within 6 months
• Build and maintain a qualified pipeline of 3x against quarterly revenue targets within 6 months
• Develop and execute a VIC sales strategy with the Sydney Sales Director that creates a repeatable, scalable motion within 90 days
• Deliver clear, consistent reporting to sales leadership on pipeline health, deal velocity, and market insights on a weekly/monthly cadence from day one

Skills - Core Capabilities

Sales & Revenue

• Proven digital media or ad-tech sales experience at a Sales Manager or Account Director level, ideally within the VIC market
• Track record of delivering against revenue targets and building pipeline from scratch
• Ability to create sales opportunities and meetings with key agencies and clients through existing and new relationships

Programmatic & Ad Tech

• Deep knowledge of programmatic advertising — trading desks, DSPs, and holding company dynamics
• Strong direct IO sales experience with the ability to craft and present custom solutions for brand advertisers
• Ability to interrogate client briefs and translate requirements into high-impact Kargo solutions

Communication & Presentation

• Excellent written and verbal communication skills
• Experience developing sales collateral and presenting creative concepts, best practices, and technical implementations
• Confidence in client-facing presentations and agency-level negotiations

Competencies - Behaviors We Like to See

Ownership & Accountability

• Owns their number and their pipeline — no excuses, no ambiguity on what they’re responsible for
• Provides clear direction and reporting to sales leadership without being asked
• Follows through on commitments and communicates transparently when priorities shift

Bias for Action

• Moves fast, gets hands dirty, and doesn’t wait for perfect conditions to execute
• Creates momentum through consistent outreach, meetings, and deal progression
• Thrives in a startup environment — ready for hard work and a rewarding journey without bureaucracy

Customer Centricity

• Leads with empathy and a genuine desire to understand and solve client problems
• Builds a world-class customer service ethos with clients and agency partners
• Easy to deal with — approachable, responsive, and solutions-oriented

Resilience & Adaptability

• Remains effective under pressure — tight deadlines, shifting priorities, competitive market dynamics
• Handles rejection well and maintains energy through long sales cycles
• Adapts quickly to new information and market conditions

Collaboration & Team Savvy

• Works hand-in-hand with the Sales Director, account management, marketing, and design teams without ego
• Shares knowledge, contacts, and market intel generously to elevate the whole team
• Maintains and cultivates relationships internally and externally with equal care

Growth Mindset

• Curious about the market, eager to learn Kargo’s products deeply, and always raising the bar
• Demonstrates excellent product and marketplace knowledge plus the drive to keep learning
• Embraces feedback as an opportunity for growth