Associate Director, Enterprise Sales – Media

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  Own a quarterly new-business number across the media practice, led by paid media, denominated in quota credit (base retainer plus a share of the media-linked variable fee), so enterprise deals count like enterprise deals.

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  Build and work a partner ecosystem as a durable referral engine -- Meta, Google, and TikTok agency partner programs, measurement and attribution platforms (MMM, incrementality, and attribution vendors), Shopify Plus and enterprise commerce platforms, creator and affiliate platforms, and the private equity and brand holdco operating networks that control enterprise marketing budgets.

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  Represent Darkroom at industry events and conferences in your practice (Cannes Lions, Possible, Shoptalk, CommerceNext, Adweek, the Meta / Google / TikTok partner summits, and the creator-economy events where enterprise creator programs get decided), and build the senior relationships that surface deals.

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  Develop and pursue a named enterprise target ("whale") list of brands that fit the media practice, alongside a category focus defined during your first 30 days (beauty, apparel, CPG, consumer tech, health, subscription, etc.).

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  Field and close enterprise inbound that arrives in your practice.

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  Run a deliberate attach motion on every new deal: land the media engagement, then scope creator and performance creative into the same relationship rather than leaving it for later.

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  Lead the full commercial process: discovery, media audit, scoping, pricing, proposal, negotiation, and close, working within the deal desk guardrails.

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  Work with our marketing team to understand inbound strategy across content, creators, SEO, and other deal sources.

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  High-volume cold prospecting for net-new logos outside your practice -- that is the outbound BDR's function. You source through partnerships, events, and targeted senior relationships.

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  Deliver QBRs.

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  Execute campaign changes, creative production, or optimizations -- that is the account team's responsibility.

• Run a standing weekly expansion meeting with the Managing Directors of your assigned departments and strategy leadership, where you work the client base for upsell and cross-sell opportunities and drive the flagged deals to close.

• The MDs surface the opportunity from delivery insight; strategy clears account health and capacity; you own the commercial motion and the close.

• Proactively identify expansion through client conversations, performance data, and account signals -- you are the person the account team calls when an opportunity emerges.

• Maintain deep, current command of Darkroom's media service catalog -- paid media, creator, and performance creative -- and the platforms behind it.

• Be present on onboarding calls for new clients in your practice to establish the expansion relationship from day one.

• Maintain clean pipeline documentation in HubSpot and Notion (Sourced By, Closed By, Origination, Expected Monthly Variable Fee, deal stages) -- comp is calculated off these fields.

• 7+ years in a full-cycle Account Executive or equivalent sales role with a documented record of closing enterprise-scale deals. Agency, media, AdTech/MarTech, or SaaS experience strongly preferred.

• Media credibility. You can hold your own with a VP of Growth or CMO -- CAC and LTV, incrementality and MMM, platform mechanics across Meta, Google, and TikTok, creative testing cadence, and creator-led acquisition -- and you can speak fluently enough about creator programs and performance creative to earn a technical buyer's trust.

• Closer DNA. You have carried an enterprise quota and closed new-business and expansion deals with long cycles and multiple stakeholders. You are energized by revenue outcomes, and you source your own pipeline rather than waiting for leads.

• Multi-service instinct. You do not sell one line item. You see the whole growth engine -- media, creator, creative -- and build the deal accordingly.

• Network-builder. You know how to turn platform partners, holdco relationships, and conferences into a durable enterprise pipeline rather than one-off business cards.

• Commercially instinctive. When you hear "we're consolidating agencies next year" or "our board wants CAC down 20%," you are already scoping the deal.

• Self-directed operator. Highly organized, proactive, fast-moving. You do not need to be managed into motion.

• Tool-proficient. HubSpot (or equivalent CRM), Notion, Google Workspace, Slack; comfortable reading performance data and dashboards, including ad platform and attribution reporting.

• Polished communicator. Fluent English, strong video presence, comfortable presenting to founders, CMOs, and heads of growth at enterprise and growth-stage brands.

• Quarterly new-business quota attainment (quota credit: new MRR plus a share of variable, per the Sales Quota & Commission Plan).

• Media-led new business closed.

• Attach rate -- share of new media deals that land with creator and/or performance creative attached.

• Average deal size and named-target ("whale") conversion.

• Upsell and cross-sell revenue closed.

• Self-sourced pipeline generated (partnerships, events, outbound relationships).

• Enterprise inbound deals closed in your practice.

• Pipeline hygiene in HubSpot.

Darkroom is not a typical agency. We are looking for A players who want to build something great. We move fast, think deeply, and expect every team member to bring insight and rigor to everything they touch. We hold a high bar for performance, creativity, and ownership -- and we also support each other relentlessly. No egos, no red tape -- just world-class talent building something remarkable.

We believe in autonomy with accountability, truth over comfort, and outcomes over optics.

• Unlimited PTO + US holidays: Rebooting is part of the work. Take the time you need to stay sharp.

• Remote-First Culture: Many roles are fully remote. Employees based in or near our New York or Lisbon HQs are expected to work hybrid with weekly in-office time. Hub locations include Brazil and Spain.

• Health & Wellness: Company-sponsored medical, dental, and vision coverage.

• Finances, growth, and retirement: Darkroom offers a robust 401(k) program with company match and profit-sharing opportunities to help you save and grow as the company grows.

• Parental Leave: Flexible parental leave to support new parents during this important transition.

• Growth: Our interdisciplinary model gives every Darkroomer exposure far beyond their core role. Grow your skills, expand your influence, and stay at the forefront of the industry.

• Compensation Structure: Base salary plus uncapped commission on new-business, upsell, cross-sell, and inbound revenue, including the media-linked variable fee on every deal, with accelerators that reward self-sourced pipeline (partnerships, events, and outbound relationships pay a higher origination bracket than inbound). Full mechanics shared during the interview process.

Darkroom is an equal opportunity workplace -- we are dedicated to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, or Veteran status. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements.