Sales Director, Media

ABOUT US

Chartbeat, Tubular, Lineup, and FatTail are united in a shared mission: to give publishers the insights, tools, and technology they need to thrive in a rapidly evolving media landscape.

Chartbeat empowers media brands to build loyal audiences using real-time and historical data across desktop, mobile, and social platforms. Tubular, the global leader in social video intelligence, delivers a unified view of audience behavior across YouTube, Instagram, Facebook, Twitch, and X. Lineup is a leading provider of media sales technology, and FatTail brings deep expertise in monetization and revenue optimization.

Together, our combined platform supports the full publishing value chain — from audience growth and content intelligence to ad sales and revenue operations — helping partners better understand their audiences, make smarter decisions, and unlock new revenue opportunities.

Today, we serve more than 1,000 brands worldwide, including The New York Times, BBC, ESPN, Vox, BuzzFeed, Paramount, Warner Bros., Hearst, McClatchy, and GQ.

About the Role

Chartbeat's New Business team is looking for a Sales Director who is energized by the opportunity to own and shape Chartbeat's sales presence around the world. In this role, you will own the full sales cycle for Chartbeat's newsroom analytics platform — from proactive outbound prospecting through demo, custom data-driven presentations, negotiation, and close.

You will report to the Global Head of Sales (Chartbeat), and your focus will be on building consultative relationships with media companies of all sizes, communicating Chartbeat's value through video calls, personalized outreach, and in-person engagement.

The role demands a deep understanding of each prospect's business challenges and success metrics — and the ability to make a compelling case for how Chartbeat helps newsrooms build more engaged, loyal audiences by putting content analytics at the center of their editorial strategy.

Who We're Looking For

We're hiring for this role across two distinct professional backgrounds. Whether you're a proven B2B SaaS sales professional or a media and newsroom expert ready to bring deep industry expertise into a sales capacity, we want to hear from you. 

• Bachelor's degree or equivalent professional experience
• 3–7+ years of B2B SaaS sales experience; prior experience selling into media companies is a major plus OR 5+ years of experience as a news anchor, reporter, or journalist; a background in audience development and data analytics within a fast-paced newsroom environment is preferred (welcomed/encouraged). 
• Clear curiosity and sustained enthusiasm for the digital media and publishing landscape; experience with newsroom analytics and/or media workflow tools is a major plus
• Impactful presence and ability to communicate confidently, clearly, and persuasively across multiple audiences 
• Exceptional storytelling abilities with a deep understanding of how compelling content drives audience growth and engagement
• Excellent understanding of the challenges facing modern publishers, journalists, and editorial teams in today's rapidly changing media environment
• Experience with newsroom analytics platforms, audience engagement tools, media workflow systems, or digital publishing technologies is a major plus
• Proven ability to build and sustain relationships with industry stakeholders, executives, editors, and journalists globally
• Ability to translate editorial, content, and audience insights into meaningful business conversations with media industry leaders
• Demonstrated proficiency in Salesforce CRM
• Travel as needed for client meetings, pipeline advancement, and company/industry conferences
• US or Canada-based (fully remote)

Nice-to-haves

• Proven track record of consistently exceeding aggressive sales quotas in a hunter role
• Consultative selling approach with proven objection-handling skills and the ability to deliver compelling, tailored demos
• Ability to create and manage a high-volume pipeline independently, handling multiple prospects simultaneously across all stages of the sales cycle

Day-to-Day Responsibilities

• Prospect and win new business from media companies and publishers of all sizes globally
• Build and manage your own pipeline through existing relationships, regional networking events, and targeted outbound activity across email, phone, and LinkedIn Sales Navigator
• Follow up on inbound leads with speed and urgency
• Research and understand prospects' business goals and KPIs to tailor presentations and commercial proposals to their specific needs
• Own the full sales cycle — from qualification calls and virtual demos through trial management, negotiation, and deal close — while ensuring a seamless handoff to Customer Success
• Maintain accurate pipeline hygiene in CRM and provide leadership with clear visibility into activity, pipeline health, and progress against quarterly targets
• Consistently meet or exceed quarterly and annual sales targets

Compensation & Benefits

We are proud to offer our team members a competitive compensation plan that includes:

• Comprehensive Health, Dental, and Vision Insurance
• 401K with company match (100% of the first 3% and 50% of the next 2%)
• Fully Paid Parental Leave — 18 weeks for birthing parents, 12 weeks for non-birthing parents
• Phone and internet stipend
• Wellness, learning, and coworking reimbursements
• Flexible work hours
• Unlimited PTO
• 11 paid holidays and December holiday closure
• Company-wide outings

The compensation range for this position is $200,000 ($100,000 base / $100,000 variable) based on a target quota of $1M per year, with uncapped upside and additional accelerators for over-performance. Candidates will earn increases in On Target Earnings over time through sustained quota over-achievement.