Mid-Market Sales Manager - Adtech

Responsibilities

• Hands-on Coaching & Mentorship: Actively join calls and review proposals to elevate a junior team. You must lead by example, demonstrating what "great" looks like in every stage of the funnel.
• Builder & Architect: Assess the current team structure and go-to-market strategy. You will identify gaps in coverage (e.g., prospecting vs. account management) and suggest/implement a more effective territory model.
• High-Velocity Sales Rigor: Drive a "speed to lead" culture where the team is aiming for multiple closed deals per week. You will instill the discipline needed to build and maintain a full, healthy funnel.
• Strategic Outbound Execution: Shift the team from relying on inbound leads to a proactive "hunting" mindset, leveraging tools like Sales Navigator, ZoomInfo, and SalesLoft to open new doors.
• Self-Sufficient Problem Solving: Because the Mid-Market team operates with leaner support than Enterprise, you must be a "self-learner" who can master Nielsen's data and products independently and train the team to do the same.
• Cross-Functional Collaboration: Partner with Marketing to drive demand and with Product/IT to ensure the Mid-Market voice is heard in the product roadmap.
• 5+ years of professional sales experience with at least 1-2 years in a leadership or "Lead" role. Direct experience in Mid-Market or Commercial segments is highly preferred.
• Strong background in AdTech, MarTech, or Data/Audience Measurement. Knowledge of the media landscape and how data drives marketing ROI is a massive plus.
• Tech Stack Mastery: Advanced proficiency in Salesforce, Sales Navigator, and SalesLoft/Outreach. You should be comfortable using AI tools to optimize your team's workflow and productivity.
• The "Non-Negotiables": Extreme grit, coachability, and the ability to persevere through the "messy" stages of building a team. You must be a "player" who isn't afraid to get in the trenches.
• Location: Must be based in the New York City office (Hybrid: 2-3 days per week).
• Bachelor's degree required.
• #LI-AW1
• Enabling your best to power a better media future.
• Nielsen makes hiring decisions without regard to disability status, protected veteran status, or membership in any other protected class.

Benefits

Additional Information

We are seeking a high-grit, hands-on Mid-Market Sales Manager to lead, coach, and scale a New York-based team of three (and growing). This is a "Player-Coach" role designed for someone who thrives in ambiguity and is excited to move the segment from a reactive, inbound-heavy model to a proactive, outbound powerhouse. You will report directly to the VP of Sales and act as a strategic architect, assessing current skill sets, streamlining the sales process, and driving the "ring the bell" culture required for high-velocity success.

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