Sales Director

​The Sales Director leads and shapes Lime Media's sales organization across both Out-of-Home (OOH) media and experiential marketing solutions. This role is responsible for setting the strategic direction of the sales team, building the infrastructure and systems that enable scale, and driving consistent revenue performance across both service lines.

This is a builder's role — requiring someone equally comfortable operating at the strategic and tactical level. As the sales organization continues to grow, the Director will be hands-on in developing processes, coaching sellers, and establishing the operational foundation that the team will run on. Over time, this role will transition from building the infrastructure to leading through it.

This is a non-quota carrying role. Success is measured by the performance and growth of the full selling team, with emphasis on organizational design, coaching quality, forecasting accuracy, and scalable process development.

This role is expected to allocate time approximately as follows:

• Building and scaling the sales organization (strategy, hiring, process design, tooling)
• Coaching, developing, and holding sellers accountable to performance standards
• Pipeline management, forecasting, and revenue reporting to the CRO

Key Responsibilities

Sales Strategy \& Organizational Design

• Own the annual sales planning process, including quota design, territory structure, compensation frameworks, and headcount planning
• Define and evolve the go-to-market approach across OOH and experiential service lines, ensuring distinct and effective strategies for each
• Architect the sales team structure to support current growth and future scale
• Partner cross-functionally with Marketing, Operations, and executive leadership to align sales strategy with broader company goals

Pipeline \& Forecasting

• Deliver a reliable weekly revenue forecast to the CRO with clear visibility across OOH and experiential lines
• Own the revenue operating model — setting the standards for CRM hygiene, pipeline staging, and deal progression across the team
• Monitor pipeline health by seller, service line, and vertical segment; identify risks early and drive corrective action
• Maintain a minimum 3x pipeline coverage ratio across the team

Coaching \& Development

• Establish and lead a structured coaching program for all sellers, including weekly 1:1s, call reviews, and skill development plans
• Shadow sales calls and demos regularly to model best practices and provide real-time feedback, particularly as new sellers ramp
• Build and manage 30/60/90 day onboarding plans for new hires to accelerate time to productivity
• Coach sellers on distinct selling motions for OOH/media buyer conversations versus experiential pitches, ensuring tailored messaging and approach
• Develop team leads and senior sellers as future leaders of the organization

Process, Playbooks \& Systems

• Own the sales playbook end-to-end — including ICPs, outreach sequences, objection handling guides, and discovery frameworks — and refresh quarterly
• Define and maintain distinct outreach strategies and messaging for OOH/media buyers versus experiential prospects
• Establish and enforce pricing, proposal, and discounting standards
• Own the sales technology stack, including CRM administration (HubSpot or Salesforce), tooling decisions, and integration with adjacent systems

Metrics \& Reporting

• Publish weekly activity dashboards segmented by OOH and experiential performance
• Report monthly quota attainment by role and service line to the CRO
• Track and report on BDR-to-AM conversion rates, ramp performance, and seller scorecard outcomes
• Use data to identify performance gaps, drive targeted coaching interventions, and continuously improve team effectiveness

Hiring \& Team Building

• Own the full hiring lifecycle for all sales roles — from defining role requirements and leading interviews to making final hiring decisions
• Define and document role-specific quotas, ramp expectations, and performance standards for each position on the team
• Build a recruiting pipeline and employer brand presence that attracts high-caliber sales talent

Success in This Role Looks Like

• Consistent team attainment of revenue targets across both OOH and experiential service lines
• A scalable sales infrastructure in place: playbooks, processes, CRM standards, and onboarding programs that new hires can ramp against quickly
• Accurate and reliable weekly forecasting with minimal variance to CRO
• Strong pipeline coverage (3x\+) maintained across all sellers at all times
• Measurable improvement in seller performance, capability, and conversion rates over time
• A growing, high-performance team that the Director has recruited, developed, and retained

Required Experience

• 8–12\+ years of experience in sales, with at least 4–5 years in a sales leadership role with direct reports
• Demonstrated experience building or scaling a sales team — not just managing a mature one
• Proven ownership of pipeline management, revenue forecasting, and team-level quota attainment
• Experience designing or significantly improving sales processes, playbooks, or onboarding programs
• Strong CRM discipline and familiarity with enforcing data hygiene and process adherence (HubSpot, Salesforce, or equivalent)
• Experience managing across multiple products, service lines, or sales motions simultaneously
• Track record of hiring strong sales talent and developing sellers into high performers
• Preferred Qualifications
• Experience in advertising, media, Out-of-Home (OOH), experiential marketing, or related industries
• Familiarity with both media buying cycles and brand/marketing decision-making processes
• Background managing teams selling to both agencies and direct brand clients
• Experience with compensation design or quota-setting at a team or department level

Core Competencies

• Thinks beyond the quarter — designs the organization and systems that drive long-term growth:

Strategic Leadership

• Thrives in a build-phase environment; comfortable being hands-on while keeping the bigger picture in view:

Builder's Mindset

• Elevates individual and team performance through structured, high-quality coaching and feedback:

Coaching \& Talent Development

• Sets high standards for pipeline management, forecasting discipline, and process adherence — and holds the team to them:

Operational Rigor

• Uses data to diagnose performance gaps and drive targeted, measurable improvements:

Analytical Thinking

• Communicates clearly and credibly with executive leadership, marketing, and operations:

Cross-Functional Partnership

Education

• Bachelor's degree in Business, Marketing, Communications, or a related field preferred. Equivalent professional experience will be considered in lieu of formal education.

Work Environment \& Physical Requirements

This role operates in a standard office environment and requires regular use of a computer, phone, and other office equipment. The position involves frequent communication with team members, clients, and leadership, both in person and via phone or video. Travel may be required for client meetings, team collaboration, or industry events.

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the role.

About Lime Media

Lime Media is a full-service marketing and media company specializing in Out-of-Home (OOH) and experiential solutions. We partner with brands to create high-impact, memorable campaigns that connect with audiences in the real world. Our integrated approach allows us to deliver both scale and engagement, helping clients stand out in a crowded marketplace.