Senior Account Executive

About the role

The Senior Account Executive (Senior AE) is a high-performing sales professional responsible for driving revenue growth, building strong client relationships, and achieving ambitious sales targets. The Senior AE reports directly to the Sales Manager. This role requires extensive advertising sales experience, mastery of FRG systems and products, and the ability to consistently deliver results while mentoring and setting the standard for the broader sales team.

What you'll do

• Manage a portfolio of clients while actively pursuing new business opportunities.
• Consistently achieve and exceed annual sales goals of $500,000, with at least $250,000 in digital sales.
• Maintain 10% year-over-year new business growth.
• Demonstrate full proficiency in FRG systems, products, and policies.
• Lead by example in client management, negotiation, and closing strategies.
• Participate in ongoing professional development, completing 8 hours of continuing education monthly.
• Provide insights to the Sales Manager for team-wide strategies and improvements.

Requirements

• Minimum 5 years as an Account Executive at FRG or equivalent senior-level advertising sales experience.
• New senior-level hires must successfully complete a 90-day trial period as an AE.
• Must pass a role-play evaluation with the Director of Operations, CEO, or assigned executive.
• Maintain a record free of disciplinary actions within the past 12 months.
• Promotion recommendations originate from the Sales Manager and require final approval by the Executive Team.

Qualifications

• Proven track record of exceeding sales quotas and driving revenue.
• Strong understanding of digital advertising and integrated media solutions.
• Exceptional communication, negotiation, and presentation skills.
• Ability to build long-term client relationships based on trust and performance.
• Highly motivated, results-oriented, and adaptable in a fast-paced environment.

Responsibilities

• Work to maximize sales and meet targets.
• Research client needs and explain the benefits of buying advertising space, responding to any objections.
• Present and demonstrate the value of products and services to prospective buyers.
• Make cold calls, reach out to prospects, and schedule meetings with clients.
• Follow up with prospects throughout the sales cycle to ensure needs are met.
• Provide support for clients by learning about and satisfying their needs.
• Work with production teams to ensure that agreed advertisements are carried in the right place and at the right time.
• Develop sales strategies and set quotas.
• Staying current on company offerings and industry trends.
• Maintaining a database of contact information.
• Building long-lasting, mutually beneficial relationships with external contacts and internal departments to create a better customer experience.