Position overview

This position reports to the SVP of Sales and owns new business development across an assigned set of agency and brand accounts. Your day-to-day will include prospecting into target accounts, running discovery with media and analytics stakeholders, leading pitch conversations, scoping and launching pilots, and managing your pipeline in our CRM. You’ll work closely with Client Success and Technical Account Management to turn pilots into renewals, and you’ll represent Adelaide in market at industry events and in client meetings.

You will carry a number and own your accounts end to end. You will also build much of your own pipeline—we are a category-creation business, and the sellers who do well here are comfortable generating demand rather than waiting for it. In exchange, you get a level of autonomy, product access, and executive exposure that a larger measurement company won’t offer at this stage of a career.

This is a remote role with regional requirements; candidates must reside in the New York Tri-State Area to support in-market meetings and client engagement.

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: $105,000 - $117,000
OTE Range: $160,000 - $180,000

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 and execute a territory plan that generates qualified pipeline from a cold start
Best practices for running a full pitch cycle with agencies, brands, publishers, and platforms
Approaches for managing accounts from early prospecting through pilots and long-term partnerships
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
Techniques for representing Adelaide across the buy and sell side and engaging senior stakeholders
How to spot market opportunities and contribute to commercial strategy
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 a new business target across an assigned set of agency and brand accounts
Build your own pipeline: research target accounts, develop account plans, and run consistent multi-channel outreach to generate qualified meetings
Conduct discovery with media planners, buyers, investment leads, analytics leads, and brand marketers to identify where measurement gaps exist
Lead pitch processes that can involve publishers, agencies, and brands
Build and deepen relationships with stakeholders across agency holding companies, major independents, and key brand partners
Partner with Client Success and Technical Account Management to scope pilots, troubleshoot issues, and convert pilots into renewals and expansions
Maintain accurate opportunity, activity, and forecast data in our CRM (HubSpot)
Become fluent in the AU metric and our case studies so you can defend 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
2–4 years of experience in adtech, media measurement, digital media sales, or agency media planning/buying
Experience carrying a quota, pipeline target, or revenue goal and a track record of hitting it
Ability to manage a sales cycle from outreach through close, with support but not supervision
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. A meaningful share of your pipeline will be self-generated, 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, and hold the room in a pitch
Comfort with data; you can build a deck, read a media plan, and pull a defensible takeaway out of a spreadsheet
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 -OPTIONAL

Established relationships across agency holding companies or major independents
Experience selling media measurement, verification, or analytics products
Agency-side experience planning or buying digital media: you’ve been the person on the other side of this pitch
Proven success driving revenue in a fast-paced or early-stage environment
Experience leading pitch conversations with multiple stakeholders
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
Ability to identify market opportunities and contribute to commercial strategy
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.

TL;DR

Fast-growing measurement company looking for a driven seller to own a territory and win new business with agencies and brands. This is a full-cycle sales role: you’ll build your own pipeline, run your own pitches, and carry your own number. Ideal for someone with a few years in adtech, measurement, or agency media who wants more ownership than a large organization will give them, and who is energized by selling a category that’s still being defined.

Who we are

Adelaide is the leader in one of the fastest-growing areas of advertising: attention measurement and activation.

Since 2020, we've become the trusted media quality measurement partner for 40% of Fortune 50 brands who rely on our award-winning AU metric to plan smarter campaigns, invest in high-quality inventory, and dive stronger business outcomes.Adweekhas called Adelaide's AU "the attention economy's most widely recognized metric,"andAdExchanger named it "Best measurement/Analytics Capability."

Our business continues to scale rapidly, outperforming the industry with a 35% three-year CAGR. What began as a 9-person startup in 2019 is now a team of more than 75.

The past year brought meaningful expansion. We launched the AU ecosystem, giving brands, media agencies, and publishers a unified way to leverage and transact on AU. We broadened our programmatic footprint with custom bidding in GoogleDV360 and pre-bid targeting in The Trade Desk, and grew our partner roster to over 125 platforms and publishers. Leading brands like Dell, Diageo, an Jaguar Land Rover—along with premium publishers such as Hearst, Spotify, and The New York Times—continue to demonstrate AU's value across the media lifecycle.

Adelaide is backed by prominent investors such as Human Ventures (Joe Marchese), Aperiam Ventures (Joe Zawadzki & Eric Franchi), WGI (Jonah Goodhart), and Irwin Gotlieb.

We have a NYC office and a London WeWork, but operates as a remote-friendly company with flexible work options.

How we work

We're a team of action-oriented doers—management rolls up their sleeves and contributes every day. Our culture is rooted in curiosity and rigor: opinions are held lightly, debated openly, and strengthened through testing. Everyone is encouraged to play a role in shaping planning and strategy.

We're built on belonging and growth—94% of employees report a strong sense of belonging, and 81% say they’re happy at work.

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