Account Executive

Position overview

This position reports to the VP of Sales (West) and focuses on building pipeline and winning new business with agencies and brands. Your day-to-day will center on researching target accounts, running outbound outreach, and setting meetings with agency and brand decision-makers across Analytics, Activation, and Planning, then carrying those opportunities forward with support from senior sellers. You'll help prepare and deliver pitches and work with our Product, Customer Success, and Technical Account Management teams to get pilots live and support client retention. You'll keep your pipeline clean in HubSpot and represent Adelaide at industry events.

You'll start with a territory, a strong product, a category with real momentum, and senior sellers who will teach you how to run a full cycle. You won't inherit a book of business, so you'll build your own. Over time, you'll take on larger accounts and own more of the close.

This is a remote role with regional requirements; candidates must reside in the Los Angeles area to support in-market meetings and client engagement.

Compensation:

The scope and level of responsibility will be calibrated based on experience, with opportunities to take on increasing autonomy and strategic impact over time.

This role offers a competitive compensation package consisting of a base salary plus performance-based commission, with commission making up approximately 35% of total On-Target Earnings (OTE).

Base Salary Range: $95,000 - $110,000

OTE Range: $146,000 - $170,000

Final compensation will be calibrated based on experience and the level at which the candidate is hired.

What you'll learn

An important part of our culture is continuous learning and the open sharing of ideas. We offer:

• Access to a broad network of investors and advisors who can help you and your team succeed
• Mentorship from executives with decades of experience in adtech and media
• Regular internal knowledge-sharing sessions
• An education budget to support ongoing professional growth and development

In this role you'll learn:

• The media quality ecosystem—including verification, MTA, MMM, and emerging attention-based measurement tools
• How digital media “pipes” work and influence media quality and performance
• How to build a territory plan and generate qualified pipeline from a cold start
• How to run discovery with media, analytics, and investment stakeholders at agencies and brands
• Best practices for supporting a full pitch cycle with agencies, brands, publishers, and platforms
• How to move an account from first conversation through pilot to renewal
• How to partner cross-functionally to solve client challenges and support successful campaigns
• How to read a media plan and translate measurement data into a commercial story
• Skills that drive ownership, adaptability, and resilience in a fast-moving environment

Core responsibilities

• Sell an innovative approach to rating and measuring media quality
• Own top-of-funnel: research target accounts, build prospect lists, and run consistent multi-channel outreach to generate qualified meetings
• Conduct discovery calls with media planners, buyers, analytics leads, and brand marketers to understand where measurement gaps exist
• Support and, over time, lead pitch processes that can involve publishers, agencies, and brands
• Build and deepen relationships with day-to-day contacts across agency holding companies, major independents, and brand teams—the planners and buyers who become tomorrow’s decision-makers
• Partner with Client Success and Technical Account Management to scope pilots, troubleshoot issues, and turn pilots into renewals
• Maintain accurate opportunity, activity, and forecast data in our CRM (HubSpot)
• Become fluent in the AU metric and our case studies so you can explain the methodology credibly without an engineer in the room
• Bring market intelligence back to the team—competitive moves, objections you’re hearing, and where the pitch is landing or missing
• Represent Adelaide at industry events and contribute to our presence in the market

What you'll bring

• Bachelor’s degree
• 1–3 years of experience in adtech, media measurement, digital media, or agency media, including SDR/BDR, account management (with upsell or renewal goals), media planning or buying, or account coordination roles
• A firm understanding of how digital media works: the difference between a DSP and an SSP, what an insertion order is, why viewability and attention are not the same thing
• Genuine willingness to prospect. This role starts with outreach, and the people who succeed here like that part
• Strong written and verbal communication—you can write an email a busy media director actually replies to
• Comfort with data and numbers; you can build a simple deck or pull a takeaway out of a spreadsheet without hand-holding
• Resilience and a positive attitude. Category creation means hearing “we already have viewability” a lot and staying sharp anyway
• Organization and follow-through: you keep your own pipeline honest without being chased

What will set you apart

• Existing relationships at agency holding companies or large independents, at any level
• Experience selling or supporting the sale of media measurement, verification, or analytics products
• Understanding of programmatic advertising and knowledge of the major players
• Agency-side experience planning or buying digital media—you’ve been the person on the other side of this pitch
• A track record of hitting or exceeding a meetings, pipeline, or revenue target
• Familiarity with verification, MTA, MMM, brand lift, or incrementality testing
• Hands-on experience with a CRM and outreach tooling (HubSpot, Salesforce, Outreach, LinkedIn Sales Navigator, Apollo)
• Comfort representing a technical or measurement product externally
• Evidence of building something—a process, a playbook, a territory—rather than only working inside one

Benefits

Health & Wellness

• Medical, dental, and vision insurance
• Paid time off
• Parental leave
• Employee development & wellness stipend
• Holiday break
• Volunteer time off

Financial & Compensation

• Competitive salary
• Performance-based quarterly bonus
• Stock options
• 401(k) retirement plan

Workplace & Equipment

• Remote-first environment
• New York office access
• Access to available WeWork spaces

Equal Employment Opportunity (EEO) Statement

Adelaide is proud to be an Equal Opportunity Employer, committed to fostering a diverse, equitable, and inclusive workplace where all employees can thrive. We consider all qualified applicants for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status, or any other legally protected status.

Our commitment to equal opportunity employment extends beyond basic compliance to encompass the active cultivation of a workplace that values different perspectives, backgrounds, and experiences.