Account Director at GumGum
GumGum is a global technology and media company specializing in contextual intelligence. For over a decade, we have applied our proven machine learning expertise to extract value from digital content for the advertising industry. The company’s contextual advertising engine, Verity™, comprehends the meaning of text, images and video online, allowing marketers to safely and precisely place ads where people are most engaged. Combining that contextual targeting and brand safety intelligence with proprietary high-impact ad formats, GumGum’s advertising solutions deliver industry leading efficiency, accuracy and performance.
The Account Director role is an individual contributor responsible for prospecting and closing sales in GumGum’s Market Leading Contextual Advertising platform. Reporting to VP, West Coast Sales in Los Angeles, this role is responsible for developing key relationships within large and mid-size agencies with occasional managerial guidance on strategic client calls. We require this role to work relatively autonomously while being supported by a cross-functional pre-sales team.
Account Directors have experience and deep knowledge of the online media landscape, the advertising community and have at least 4+ years of digital media experience. The Account Director uses existing processes to solve a variety of challenging problems to deliver for clients. The role is required to apply independent judgment and discretion to select appropriate options from GumGum’s defined and proven products.
Please note: although this is listed as a Santa Monica, CA location, we are open to hiring anyone in the Southern California region.
- Drive revenue for West Coast - Responsible for a book of business of $5M (yearly goal), driving renewal revenue and new business in our West Coast region. This role is responsible for prospecting and growing large to mid-sized agencies across a variety of accounts. Major focus on LA Auto business.
- Drive Sales from Marketing Channels - Identify and qualify opportunities from marketing driven leads
- Sales Prospecting and Hunting - Expectation to generate a high volume of sales related activity including cold calling, presentations, RFP’s, and out of the box sales solutions
- Upsell Current Clients in Current and New Products - Provide market insight into the display and video offerings by generating sales specifically from key brands and agencies. Support the roll out and roadmap of Verity in 2021 and provide market insights from clients
- Relationship Development - Cultivate relationships with brands, agency contacts and clients to gain deep insight into their business and ultimately provide GumGum solutions for their marketing and advertising goals.
- Translate Client Insight to internal Product Team - Provide feedback to the company on how to best service clients’ needs
- Internal Collaboration - Work with Account Manager, CSM, PSM and other internal teams to ensure sold proposals are successfully implemented and aligned with client expectations.
- Bachelor's Degree in Media or Marketing/Advertising field
- Ideally 4+ years of selling experience in digital advertising sales
- Experience managing a large book of business (4M+)
- Must have strong selling experience and track record of hitting or exceeding sales targets demonstrated with a list of brand and agency contacts in addition to other assignments in the region
- Programmatic experience required
- Strategic relationships across Omnicom and/or multiple holding companies
- Proficient in SalesForce (is comfortable logging meetings, calls, pulling reports, etc.)
- PowerPoint, Excel and Word skills a must
- Must possess superb written and verbal communication skills
- Uses SellerCrowd and checks the trades for updates on accounts
- Strong and strategic relationship building with clients
- Strong organization and time management skills
- Attention to detail and organization in daily tasks
- Quick at problem solving internally and externally while managing stakeholders through the process
- Fundamental understanding of business drivers (P/L, Operating Statement, COGS, Revenue, etc.)
- Applies analytical skills to interpret data and uses independent judgment and discretion in developing solutions to a variety of work problems
- Looking for someone who is hungry and motivated and passionate about our product
- Outgoing and can build and maintain/grow client relationships at all levels (entertaining is required)
- Proactive not reactive in approach
- Sense of urgency in everything they do
- Flexible and have the ability to adjust quickly to changing demands or strategies
- Is open and adapts to change and innovation
- Creative and think outside the box and be strategic
- Continue to grow both GumGum and industry knowledge
- Must be a highly motivated team player
Benefits & Perks
- Medical Coverage including 100% premium coverage for employee + spouse/family
- Vision Coverage including 100% premium coverage for employee + spouse/family
- Dental Coverage including 100% premium coverage for employee + spouse/family
- Flexible Spending Account (FSA)
- Employer-Matched 401(k) Retirement Plan
- Life Insurance and AD&D
- Business Travel Accident Insurance
- Short-Term and Long-Term Disability
- Stock Incentive Program (role dependent)
- Paid Parental Leave - Birth parents can receive up to 16-18 weeks for birth recovery and baby bonding. Non-birth parents can receive up to 10 weeks for baby bonding
- Transitional Return-to-Work Schedule
- Modern Family Support: Cleo App
- Employee Assistance Program
- Legal and Identity Theft Protection
- Student Loan Repayment Assistance
- WFH Stipend
- Wellness Reimbursement
- Flexible Time Off
- Veterinary Discounts
- WeWork Monthly Pass
- Pet friendly organization - We love our fur babies! Check us out on Instagram @dogsofgumgum
- Incredible work/life balance with a collaborative and friendly work space
- A team that has transitioned to remote work impressively, and remains highly collaborative and connected
- GumGum Gives Back volunteering opportunities
- Virtual company events and (optional) in-person celebrations
- Virtual monthly team bonding events
- Anniversary recognition and awards
Career & Development Focus
- Ongoing learning and development for education opportunities such as webinars, books, classes, relevant conferences and events
- Opportunities to pursue business related side projects and yearly Hackathon
- Highly encouraged to contribute to open source software, including our own open source software
- Environment of learning from peers, including meetups, presentations and blog posts
- Opportunity to work with cutting edge technology
- Life Skills sessions - geared towards the whole life/ health / person
- Leadership Bites Dinner Series - connecting current and future GumGum leaders over great food and meaningful conversation
- The VOICE Coalition - through our council committee, The VOICE Coalition’s mission is to build an equitable, supportive, and inclusive culture where all voices are heard and all differences are celebrated through thoughtful, engaging, and authentic programming and community involvement. We’ve created awareness and appreciation for our employees through Hispanic Heritage month, Women of GumGum, Asian Pacific American, GG Pride, etc.
Optional return to office: Our big vision for our futuristic “Farmhouses” in 2022!
- Offices will now be referred to as the “GumGum Farmhouse” -- a futuristic space centered around a bigger purpose: flexibility, sustainability, community, and growth!
- GumGum will continue to be a flexible/remote-friendly environment, however, offices will re-open in 2022 for any employees who choose to come in to collaborate, participate in an event, host your clients, contribute to our growing of plants/herbs/vegetables/etc.
Thoughtful…We listen to understand different perspectives, show everyone respect, and relentlessly seek solutions for our clients (internal and external)
Agility…We are quick, nimble, and change direction gracefully, while maintaining control.
Grit…We bring energy and perseverance to everything we do.
GumGum expands globally! Our company recently acquired JustPremium, a European-based company that utilizes creatives as a means to develop digital environments. JustPremium’s rich media is one of the largest in the world, and brings forward higher performing ads that adds value to GumGum’s already thriving contextual intelligence. With this acquisition, we now have 375 + employees globally, as well as new market expansion including Germany, France, Spain, Netherlands, Belgium, Sweden, Denmark, and Mexico. Together we will become the most powerful global solution for a cookieless future through contextual technology and high-impact creatives.
GumGum recently earned LA’s Best Places to Work Award in 2021 by BuiltInLA, and Inc. Magazine’s Best Places to Work in 2020 and it’s no surprise why. With company-sponsored social hours, annual holiday celebrations and on-site gatherings, GumGummers enjoy a fun, creative and collaborative workplace. We provide ourselves on our strong track record of giving employees the autonomy and support they need to succeed.
Check us out on Instagram: @gumgum