Senior Account Executive

Senior Account Executive

Los Angeles, CA

Who We Are

Kargo creates powerful moments of connection between brands and consumers to build businesses. Every day, our 600+ employees work to radically raise the bar on what agentic AI, CTV, eCommerce, social, and mobile can do to deliver unique ad experiences across the world's most premium platforms. Taking a creative science approach to all we do, we continuously innovate solutions that outperform industry benchmarks and client expectations. Now 20+ years strong, Kargo has offices in NYC, Chicago, LA, Dallas, Sydney, Auckland, London and Waterford, Ireland.

Who We Hire

Techies who want to build the future. Creatives who want to design it better. Communicators to win business. Collaborators to build it. Data pros who turn numbers into insights. Product builders who turn ideas into innovations. Anyone eager to be on a team that doesn't stop to ask what's next, because they're already building it.

Mission

The Senior Account Executive is Kargo's boots-on-the-ground revenue driver in their territory — owning an assigned book of agency relationships and converting them into consistent, growing revenue. This role exists to build real partnerships, close meaningful deals, and bring the market's pulse back into Kargo. When this role is firing, key agencies are spending more, pipeline is healthy, and Kargo is earning a seat at the planning table before the brief even goes out.

Outcomes — What Success Looks Like in 6–12 Months

• Quota is achieved and forecasted with confidence — Individual quarterly and annual revenue targets are met; Salesforce reflects an accurate, well-documented pipeline that doesn't surprise leadership at forecast time
• OMG and assigned agency relationships are active and expanding — Key investment leads and planning contacts across the book are engaged consistently; spend is growing and Kargo is positioned as a go-to partner, not a line-item vendor
• New business is being sourced proactively — A meaningful share of revenue comes from net-new opportunities developed through outreach and relationship-building, not just renewals or inbound
• Market intelligence is cycling back into Kargo regularly — Product and strategy teams are receiving structured, useful feedback on competitive dynamics, client needs, and market signals that inform roadmap decisions
• Internal teams are activated at the right moments — Creative, research, yield, and account management are brought in strategically to strengthen proposals and client experience, not reactively or at the last minute

Skills — Core Technical Capabilities

Required

• 4+ years of experience selling digital, CTV, and programmatic advertising — understands the buying ecosystem well enough to consult, not just pitch
• Established relationships within OMG and broader agency holding company networks that are warm and can be activated quickly
• Demonstrated ability to build pipeline and close — a track record of moving deals through agency buying cycles and getting to yes
• Working fluency in digital ad products, programmatic mechanics, and the competitive landscape; can hold a credible conversation with sophisticated agency buyers
• Salesforce discipline — keeps pipeline documentation current and accurate as a matter of habit
• Strong written and verbal communication skills; comfortable presenting to senior stakeholders and navigating multi-level agency relationships

Preferred

• Experience selling consultative or custom solutions where the pitch requires building a case, not just presenting a rate card
• Existing relationships with brand-side contacts that complement agency coverage and expand Kargo's footprint

Competencies — Behaviors We Like to See

Hunter Mentality

• Goes after new business with genuine appetite — finds angles into accounts, follows up persistently, and doesn't wait for inbound to drive growth
• Closes with confidence and directness; comfortable asking for commitment and navigating pushback without losing the relationship

Market Curiosity

• Stays current on industry trends, competitive moves, and client priorities — and brings a point of view into conversations that earns credibility
• Sends useful market intelligence back to product and strategy because they see it as part of the job, not extra credit

Clear, Confident Presence

• Communicates with authority in pitches, QBRs, and client dinners alike; adjusts register for the audience without losing substance
• Builds relationships at multiple levels within an agency — not just the day-to-day contact but the people who influence budget

Collaborative Without Losing Ownership

• Pulls in internal teammates at the right moments to make deals stronger without creating bottlenecks or losing momentum
• Operates with low ego in a team environment — shares what's working, supports colleagues, and keeps internal friction away from clients

In accordance with applicable federal, state, and local pay transparency laws, the anticipated base salary range for this position is listed below. Actual compensation may vary based on factors such as geographic location, work experience, education, and skills.

U.S Salary Range

$180,000 - $260,000 USD

Our Laurels

• AdAge Best Places to Work
• ThinkLA Partner of the Year
• Built In Best Places to Work
• Cynopsis 2025 Top Women in Media - Jeannine Shao Collins
• Martech Breakthrough Awards - Best Overall Adtech Company
• Digiday Media Awards Best Event
• Cynopsis Media Impact Awards-Best CTV Platform
• Martech Breakthrough Awards-CTV Innovation
• Adweek Media Plan of the Year Awards - Best Use of Insights

Follow Our Lead

• Big Picture: kargo.com
• The Latest: Instagram (@kargomobile) and LinkedIn (Kargo)

Kargo is an Equal Opportunity Employer. We are committed to building an inclusive and diverse workplace where all employees and applicants are treated with respect and dignity. We do not discriminate on the basis of race, color, ethnic origin, religion or belief, sex, sexual orientation, gender identity or expression, age, disability, marital or family status, national origin, veteran status, or any other characteristic protected by applicable local, state, or federal law. All qualified applicants will receive consideration for employment.

Pursuant to applicable fair chance laws, including the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring, Kargo will consider qualified applicants with arrest and conviction records for employment.