About Guideline 

Guideline is a global provider of ad intelligence and media plan management technology, powering the strategy, planning, and management of advertising buying and selling for the world’s leading enterprises. Our solutions deliver the industry’s most comprehensive and timely insights, enabling publishers, agencies, brands, investors, and consulting firms to optimize media performance and drive superior business outcomes.

Guideline’s proprietary spend and pricing data represents approximately $200 billion in annual media investment across 65 countries, providing the most complete and transparent view of the global advertising marketplace available today. In 2026 we are accelerating our investment in analytics and AI-powered solutions for the advertising and capital markets industries. 

The Role 

As a Sales Director at Guideline, you will play a pivotal role in driving growth across our media plan management and data solutions businesses. This role demands hard work, integrity, and a relentless focus on results. We expect someone who finds ways to win business rather than reasons why they can't, and who holds themselves to a high standard of professionalism. 

You will be responsible for finding opportunities, building relationships, and winning business in a market that is evolving quickly. You will need to be comfortable operating with ambiguity, navigating complexity, and adapting your approach as our product portfolio and market position continue to expand. 

You will engage with inbound leads while relentlessly building your own pipeline through proactive outreach. Strong consultative selling skills, attention to detail, and a disciplined approach to the sales process are essential. Above all, you are customer-centric, focused on understanding each prospect’s business challenges and positioning Guideline’s solutions as the path to better outcomes. 

Collaboration with internal teams across marketing, technology, and sales development is key. Your ability to articulate the value of our software, data, and insights solutions will be critical in helping clients achieve their goals and in helping Guideline achieve ours. 

What You’ll Do 

Position Value: Articulate the value of both our media planning management and data plus insights solutions to agencies and brands, tailoring your message to each prospect’s specific needs. 

Identify and Win Opportunities: Prospect into accounts that may or may not have prior experience with our offerings. Be creative and persistent in finding new paths to revenue. 

Pipeline Management: Build and manage a robust pipeline of inbound and self-sourced leads, nurturing relationships and advancing potential buyers through each stage with discipline and rigor. 

Guide Prospects: Educate and guide prospects through the buyer’s journey, demonstrating how our solutions can fuel their business growth. 

Qualify Prospects: Analyze prospects’ business goals and challenges to determine strategic fit and prioritize your time on the highest-impact opportunities. 

Achieve Quotas: Close new business and existing customer upsell deals, consistently meeting or exceeding quota targets. 

Collaboration: Work closely with marketing, technology, and sales development teams to execute the sales strategy, keeping pace with a fast cadence of product enhancements and new releases. 

Partnership: Build strong partnerships with sales development representatives to collectively develop pipeline opportunities. 

Innovation: Bring unique perspectives, strategies, and ideas that contribute to our culture and future vision. 

What We’re Looking For 

Sales Experience: 8 to 10 years of full-cycle SaaS sales experience with deep knowledge of media planning and the advertising ecosystem. 

Work Ethic: You are a hard worker with a relentless drive to build pipeline, find opportunities, and close business. You do not wait for leads to come to you. 

Disciplined Execution: You follow a repeatable, structured sales process with strong attention to detail at every stage, from prospecting through contract close. 

Customer-Centric Mindset: You lead with the customer’s business challenges. You listen, diagnose, and position solutions that genuinely fit. 

Comfort with Ambiguity: You thrive in environments where the playbook is still being written. You can navigate complexity, make smart decisions with imperfect information, and keep moving forward. 

Consultative Selling Skills: Expertise in consultative selling, with the ability to build trust and credibility with senior decision-makers. 

Effective Communication: Strong ability to communicate and collaborate with internal teams while working remotely and autonomously. 

Proven Track Record: Demonstrated, consistent top sales performance in your current and prior roles. 

Growth Mindset: You take ownership of both successes and setbacks, and you believe that daily discipline compounds into long-term results. 

Benefits 

Guideline offers full- time employees a comprehensive benefits package based on location. Some benefits may include, but are not limited to: • Medical, Dental, Vision, Health Savings Account, Flexible Spending Account • STD, Life, LTD and AD&D • 401(k) with a company match program • Unlimited Paid Time Off (PTO) • Paid Parental Leave • Commuter Benefits • Employee Recognition Program • Referral Bonus Program 

Equal Opportunity 

Guideline is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.