Sales Director, Insights

Job Description

Job Description

Description:

About Guideline

Guideline is a global provider of ad intelligence and media plan management technology, powering the strategy, planning, and management of advertising buying and selling for the world’s leading enterprises. Our solutions deliver the industry’s most comprehensive and timely insights, enabling publishers, agencies, brands, investors, and consulting firms to optimize media performance and drive superior business outcomes.

Guideline’s proprietary spend and pricing data represents approximately $200 billion in annual media investment across 65 countries, providing the most complete and transparent view of the global advertising marketplace available today. In 2026 we are accelerating our investment in analytics and AI-powered solutions for the advertising and capital markets industries.

The Role

As Sales Director, Insights at Guideline, you will play a pivotal role in driving growth within our Insight business. This role demands hard work, integrity, and a relentless focus on results. We expect someone who finds ways to win business rather than reasons why they can't, and who holds themselves to a high standard of professionalism.

Reporting to the Chief Insights & Analytics Officer, you will be responsible for developing a sales pipeline, with a focus on generating new business related to Insight related products. You will need to be comfortable operating with ambiguity, navigating complexity, and adapting your approach as our product portfolio and offerings change to meet evolving customer demands.

You will work closely with marketing to create efforts to build awareness and improve our go-to-market approach to make the sales cycle seamless from pitch to close.

You will engage with inbound leads while relentlessly building your own pipeline through proactive outreach. Being customer centric with knowledge of challenges facing the media industry and how insights leveraging Guideline’s proprietary ad spend can help solve them is a must have. Articulating customer needs into definable project scopes and offering recommendations of Insight solutions is needed in the role.

Collaboration with internal teams across marketing, other sales verticals, and business development is integral for the role. Your ability to articulate the value of our software, data, and insights solutions is important in helping clients achieve their goals and in helping Guideline achieve ours.

What You’ll Do

Position Value: Articulate the value of how our data and the rich insights around the market can help solve a challenge or offer a solution the client might be facing.

Identify and Win Opportunities: The role will be primarily tasked with lead generating so prospecting new business will be a significant amount of time spent.

Pipeline Management: Build and manage a robust pipeline of inbound and self-sourced leads, nurturing relationships and advancing potential buyers through each stage with discipline and rigor.

Guide Prospects: Educate and guide prospects through the buyer’s journey, demonstrating how our insight specific solutions can fuel their business growth, identify white space and generally educate them about the market

Achieve Quotas: Close new business and existing customer upsell deals, consistently meeting or exceeding quota targets.

Collaboration: Work closely with marketing, technology, and sales development teams to execute the sales strategy, keeping pace with a fast cadence of product enhancements and new releases.

Partnership: Build strong partnerships with sales development representatives to collectively develop pipeline opportunities.

Innovation: Bring unique perspectives, strategies, and ideas that contribute to our culture and future vision.

What We’re Looking For

Sales Experience: 3 to 6 years of sales experience selling subscriptions or intelligence type products. Media experience a plus.

Work Ethic: You are a hard worker with a relentless drive to build pipeline, find opportunities, and close business. You do not wait for leads to come to you.

Disciplined Execution: You follow a repeatable, structured sales process with strong attention to detail at every stage, from prospecting through contract close.

Executive Presence: You are comfortable pitching to managers to C-Suite and can tailor your message to meet the needs of the audience you are pitching to.

Customer-Centric: You relay customer feedback in real-time and advocate for the needs of the customer internally to help fuel innovation and new solutions for real-world challenges.

Comfort with Ambiguity: You have experience or enjoy working building something from the ground up.. You can navigate complexity, make smart decisions with imperfect information, and keep moving forward.

Consultative Selling Skills: Expertise in consultative selling, with the ability to build trust and credibility with senior decision-makers.

Multi-Tasker: While Sales will be the focus, you willingly jump in to help the team from helping build go-to-market plans, offer direction on marketing efforts, you thrive wearing multiple hats when needed.

Proven Track Record: Demonstrated, consistent top sales performance in your current and prior roles.

Growth Mindset: You take ownership of both successes and setbacks. You are strategically oriented, accomplishing a long-term goal by focusing on small, incremental wins.

Benefits

Guideline offers full- time employees a comprehensive benefits package based on location. Some benefits may include, but are not limited to: • Medical, Dental, Vision, Health Savings Account, Flexible Spending Account • STD, Life, LTD and AD&D • 401(k) with a company match program • Unlimited Paid Time Off (PTO) • Paid Parental Leave • Commuter Benefits • Employee Recognition Program • Referral Bonus Program

Equal Opportunity

Guideline is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.