Sales Director, North America

The company Inc. is the parent company of the company, Tubular Labs, FatTail, and Lineup Systems. Together, we’re shaping the future of media strategy and revenue. Trusted by the world's top media brands, the company combines analytics that power smarter audience strategies with revenue solutions that simplify ad operations and accelerate monetization.

Our mission is to help customers grow valuable media brands with their content. Join our diverse group of focused, hardworking professionals who are passionate about doing work that’s challenging and fun — and who strive to maintain a healthy work/life balance.

The company Inc. is the parent company of the company, Tubular Labs, FatTail, and Lineup Systems. Together, we’re shaping the future of media strategy and revenue. Trusted by the world's top media brands, the company combines analytics that power smarter audience strategies with revenue solutions that simplify ad operations and accelerate monetization.

As part of our OMS product portfolio, Lineup and FatTail provide media owners with an end-to-end order management solution built for ad sales teams across news, digital, streaming, B2B, OOH and other segments.

Reports to: VP Sales

Location: United States

About the Role

As Sales Director, North America, reporting to the VP Sales, you will own new business within an assigned North American market segment, converting assigned and self-sourced opportunities into new-logo ARR across FatTail and Lineup. Based in the United States, this is an individual contributor role focused on driving end-to-end sales execution across core enterprise accounts.

Who We’re Looking For

• 8+ years of enterprise software sales experience delivering consistent multi-year quota attainment in a high-ACV, long-cycle sales motion.

• Deep domain knowledge of the media industry and established credibility with media software buyers.

• Expertise in structured sales methodologies such as ValueSelling and MEDDPICC, alongside a rigorous commitment to forecast and pipeline accuracy.

• Proven track record of revealing underlying customer business needs and manufacturing urgency where no forced customer event exists.

• Commercial acumen to structure and negotiate multi-year enterprise software agreements covering SaaS licensing, implementation, and custom development components.

• A collaborative, curious, and driven mindset with a proven history of running deals as team pursuits across Pre-Sales, Marketing, Product, Finance, and Professional Services.

• Willingness to maintain a North American travel and industry event schedule (approximately 40% onsite travel).

Day-to-Day Responsibilities

• Own and achieve the annual new business quota within your assigned North American market segment.

• Generate a strong self-sourced annual pipeline above and beyond marketing-generated leads.

• Own deal execution end-to-end without escalation for core ideal customer profile (ICP) opportunities.

• Maintain a high win rate against sales-qualified leads and ensure accurate, real-time CRM tracking.

• Assume and advance assigned pipeline opportunities without stage regression using structured methodologies like ValueSelling.

• Build lasting credibility and customer references across your segment to establish local market authority.

• Collaborate across internal teams to refine deal drivers, pivot sales strategies, and analyze win/loss rationale.

Compensation & Benefits

• Salary range: $150,000 Base + 10% Commission (annual quota: $1.2-1.8M new business ARR)

• Comprehensive Health, Dental, and Vision Insurance

• 401K with company match (100% of the first 3% and 50% of the next 2%)

• Fully Paid Parental Leave - 18 weeks for birthing parents, 12 weeks for non-birthing parents

• Phone and internet stipend

• Wellness, learning, and coworking reimbursements

• Flexible work hours

• Unlimited PTO

• 11 paid holidays and December holiday closure

• Annual In-Person Event

Diversity, Equity, and Inclusion Statement

At the company we strive to create and continually grow as a company where all employees are able to be their authentic selves.  We are committed to recruiting, hiring, and retaining employees from different backgrounds, viewpoints, and experiences. Our strength is our diversity and we are dedicated to continuously reflect upon, and evolve our efforts to maintain  a diverse, equitable and inclusive ecosystem.

Equal Opportunity Employment Statement

The company is an Equal Opportunity Employer and does not discriminate on the basis of race, color, gender, sexual orientation, gender identity or expression, religion, disability, national origin, protected veteran status, age, or any other status protected by applicable national, federal, state, or local law.

The company's CCPA disclosure notice can be found here .