Head of Sales - Disney

Main responsibilities:

Define and implement comprehensive advertising and sales strategies for the Disney portfolio in Chile, across linear, streaming, digital and programmatic, to achieve revenue and business objectives.

Own the country’s revenue targets, forecasting and pipeline health, and present regular performance reports to Aleph and Disney leadership.

Build strong partnerships with key clients, agencies and C-level executives across the market’s priority categories.

Cultivate a team of ad sales executives and planners, equipping them with AI-powered tools for prospecting, pitch personalization, performance analysis and forecasting.

Manage the team through coaching, training and recruiting, setting quotas, monitoring performance and building a culture of continuous AI adoption.

Negotiate and close agreements with clients and agencies, and manage contracts and relationships with external partners.

Analyze sales data, local market trends and competitive insights to set targets and inform commercial decisions.

Establish managerial processes — annual planning, budget prioritization and impact measurement — supported by AI-driven dashboards and forecasting models.

Oversee and efficiently manage the advertising and sales budget for the market.

Sustain close communication with Disney’s local and regional counterparts, ensuring compliance with inventory guidelines, brand standards and contractual commitments.

Inspire individual and business success by clearly communicating the “why” behind business decisions and connecting the team to the bigger picture.

Stay ahead of AI and adtech trends, translating them into competitive advantages for clients and for the team.

Collaborate cross-functionally with Planning, Ad Operations, Research, Finance and Marketing to ensure seamless proposal development and campaign execution.

Skills and experience required:

Bachelor’s degree in Business, Marketing, Communications or a related field; Master’s degree preferred.

10+ years of experience in media sales, with proven executive-level experience in commercial leadership or business development and a strong track record of driving revenue growth.

3+ years of people management experience, with demonstrated ability to lead, scale and motivate high-performing sales organizations.

Deep understanding of the advertising ecosystem, including digital advertising, CTV, streaming platforms, social media, programmatic and optimized linear/addressable television.

Established relationships with the leading advertisers, agencies and media holdings in the Chilean market.

Demonstrated experience using AI tools in a sales context (e.g. Salesforce Einstein, HubSpot AI, ChatGPT/Claude for client communications, Gong, 6sense or similar).

Data-literate mindset: comfortable interpreting AI-generated insights and translating them into actionable sales strategies.

Strong strategic, analytical and forecasting capabilities, with experience managing complex commercial portfolios.

Ability to lead, plan and manage extensive advertising budgets and campaigns.

Excellent communication, negotiation and relationship-building skills, with the ability to engage effectively with C-suite executives, senior clients and key partners.

Proven ability to collaborate across multiple functions and geographies within a matrixed organization.

High level of adaptability, accountability and problem-solving capability in fast-paced environments.

Hands-on leadership style with a deep understanding of end-to-end commercial and sales processes.

Proficient in Spanish and English.