Senior Account Executive, AdTech (Remote - SF)

Location: Remote - San Francisco CA

PRIMARY BUSINESS OBJECTIVE

In this role, you will own net-new revenue generation for the West Coast region, with full accountability for building, advancing, and closing qualified opportunities that directly support Cognitiv’s sales target and reduce dependency on RVP-held quota.

This role exists to expand regional coverage, protect revenue continuity, and enable sales leadership to operate at full strategic capacity. Success requires existing brand-direct relationships and the ability to independently open doors, progress deals, and close business with large, sophisticated advertisers.

This is a high-ownership role requiring sound judgment, initiative, and consistent execution in ambiguous environments.

WHAT SUCCESS LOOKS LIKE

You will be successful in this role if you:

• Own outcomes end-to-end, from first touch through close
• Consistently generate qualified pipeline through outbound and strategic prospecting
• Convert opportunities through disciplined execution of Cognitiv’s Find → Convince → Convert sales motion
• Deliver $1M+ in net-new revenue within the first year
• Forecast accurately and manage pipeline with rigor and transparency
• Operate independently without heavy leadership involvement
• Build trust through clarity, accountability, and follow-through
• Are viewed internally as a reliable owner and externally as a credible, trusted seller

Success benchmarks are set collaboratively with your manager and reviewed regularly to ensure alignment with evolving business priorities. High performers continuously raise the bar for execution and results.

KEY OUTCOMES AND PERFORMANCE EXPECTATIONS

Success in this role is defined by consistent delivery of the following outcomes:

Outcome 1: Predictable Net-New Revenue

What must be true for the business to win:
The West Coast region generates reliable net-new revenue without over-reliance on the RVP.

Measured by:

• $1M+ in closed-won revenue within the first 12 months
• Pipeline coverage sufficient to support quota attainment
• Conversion rates across funnel stages
• Forecast accuracy and predictability

Outcome 2: Effective Execution of Cognitiv’s Sales Motion

The AE consistently executes Find → Convince → Convert with discipline and quality.

Measured by:

• Strength and depth of discovery conversations
• Clear articulation of Cognitiv’s value proposition
• Objection handling, negotiation, and closing effectiveness
• Manager and peer assessment of deal quality

Outcome 3: Regional Coverage & Revenue Resilience

The AE increases coverage and reduces revenue risk in a lightly staffed region.

Measured by:

• Independent ownership of a defined West Coast territory
• Ability to progress and close deals without leadership intervention
• Reduced volatility in pipeline and quarterly performance

90-DAY SUCCESS BENCHMARKS

First 30 Days

• Develop deep understanding of Cognitiv’s product, platform, ICPs, and agency/brand landscape
• Learn and internalize Cognitiv’s sales motion, messaging, and deal structure
• Build working relationships with Sales leadership, BD, Client Success, and Operations
• Begin outbound prospecting with coaching support
• Establish baseline metrics for activity, pipeline, and conversion

By 60 Days

• Independently manage an active pipeline of qualified opportunities
• Run discovery calls with minimal guidance
• Progress at least one opportunity to late stage or close
• Demonstrate improved objection handling and positioning
• Deliver measurable improvement in deal quality and conversion

By 90 Days

• Fully own pipeline and revenue outcomes within the assigned territory
• Independently source, advance, and close West Coast deals
• No longer rely on RVP involvement to move deals forward
• Forecast accurately and operate as a trusted contributor
• Be recognized as a reliable owner by peers and cross-functional partners

By 90 days, this role transitions from ramping to a fully functioning, independent contributor (C → B → A). The AE operates with minimal day-to-day guidance while staying aligned with goals and priorities.

CORE RESPONSIBILITIES

This role is responsible for:

• Driving net-new revenue through disciplined prospecting and deal execution
• Owning opportunities end-to-end from first touch through close
• Developing and executing territory and account strategies
• Maintaining accurate pipeline hygiene and forecasting
• Communicating clearly with internal stakeholders on deal status and needs
• Continuously improving selling effectiveness through feedback and coaching

HOW PERFORMANCE IS MEASURED

Performance is evaluated based on:

• Business results and metrics (quota attainment, pipeline coverage, conversion rates, forecast accuracy)
• Quality and consistency of execution
• Ability to operate independently and unblock work
• Judgment under ambiguity and pressure
• Impact on team and business outcomes
• Feedback from Sales leadership and Client Success partners

REQUIRED EXPERIENCE AND CAPABILITIES

You are likely to succeed in this role if you have:

• Proven experience carrying a quota and closing net-new business
• Strong outbound prospecting capability
• Consultative selling and discovery skills
• Grit, resilience, and coachability
• Clear communication and storytelling ability
• AdTech or programmatic experience
• Experience selling into agencies or brands
• Existing brand-direct relationships with companies such as Turo, Uber, Lyft, Levi’s, Gap, SoFi, Adobe, Brooks Running, T-Mobile, Waymo, Allbirds, Pinterest, Salesforce, or similar

Bonus Points:

• Familiarity with DSPs, PMPs, and media buying models
• Prior ownership of comparable territory or revenue scope
• Experience selling in high-growth or lightly resourced regions

Salary

• $120,000-$150,000 Base Salary + Double and Equity

What We Offer