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David Careers

Agency Sales & Partnerships Lead

Posted yesterday

factoriSpringfield (MA)
Sales Representatives of Services, Except Advertising, Insurance, Financial Services, and TravelAdvertising Agencies

SENIORITY

Manager

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About the role

Agency Sales & Partnerships Lead – USFull-time | Remote – United States | New York Metro Preferred
Department: Sales & Strategic Partnerships
Reporting To: Head of Sales
Employment Type: Full-time
Location: Remote – United States (New York metro preferred)
Experience: 8+ years
Role Type: Individual Contributor
Compensation: Competitive base salary + performance-based variable compensation
Travel: Approximately 25%, including agency meetings, customer engagements, and industry events
About the Opportunity:
  • We are seeking an experienced, commercially driven Agency Sales & Partnerships Lead to develop, manage, and scale strategic agency relationships across the United States.
  • This position is suited to a sales professional with strong experience in B2B SaaS, marketing technology, advertising technology, data analytics, or enterprise technology solutions.
  • The successful candidate will be responsible for developing an agency-led revenue channel, identifying and onboarding strategic partners, generating qualified business opportunities, and independently closing commercial deals.
  • The role combines direct sales ownership with strategic partnership development, requiring the ability to build trusted relationships with agencies while converting those relationships into sustainable revenue opportunities.
  • We are looking for a hands-on commercial professional who can develop partnerships, create structured go-to-market programs, manage complex stakeholder relationships, and consistently deliver measurable sales outcomes.
  • Key Responsibilities1. Agency Sales and Revenue Generation
  • Own and execute the agency sales strategy across the United States, with accountability for revenue generation and pipeline development.
  • Identify, prospect, qualify, and engage agencies that serve mid-market and enterprise customers.
  • Independently manage the complete sales cycle for agency-led opportunities, including prospecting, discovery, solution presentations, commercial discussions, negotiations, and contract closure.
  • Identify opportunities for direct sales, agency referrals, reseller arrangements, and collaborative selling.
  • Develop relationships with agency leadership and key commercial decision-makers to identify new business opportunities.
  • Collaborate with enterprise sales teams on larger opportunities requiring joint account development and solution positioning.
  • Identify opportunities to expand existing relationships through additional products, services, customer accounts, and commercial arrangements.
  • Maintain accurate sales forecasts, opportunity records, and pipeline reporting through CRM systems.
  • Consistently work towards individual revenue, pipeline, and commercial performance objectives.2. Agency Partnership Development
  • Develop and expand a network of strategic agency partners across performance marketing, digital media, retail media, ecommerce, analytics, creative services, and integrated marketing.
  • Identify high-potential partners based on customer portfolios, market positioning, commercial alignment, and revenue opportunities.
  • Build relationships with agency founders, managing directors, commercial leaders, heads of partnerships, analytics leaders, and senior marketing professionals.
  • Structure and negotiate appropriate partnership arrangements, including referral, resale, co-selling, and strategic collaboration models.
  • Develop joint business plans with priority partners, including target accounts, commercial objectives, engagement activities, and pipeline expectations.
  • Establish partner engagement frameworks covering onboarding, opportunity registration, commercial coordination, and performance reviews.
  • Evaluate partner performance and prioritise relationships based on commercial outcomes, engagement quality, and long-term revenue potential.
  • Identify opportunities to develop new partnership models and strengthen the effectiveness of the agency ecosystem.3. Channel Strategy and Program Development
  • Build and execute scalable agency channel strategies that support customer acquisition and revenue growth.
  • Develop structured partner programs covering recruitment, onboarding, enablement, commercial engagement, and performance measurement.
  • Support the design of appropriate partner tiers, incentives, referral arrangements, and commercial frameworks.
  • Create repeatable processes for partner identification, qualification, activation, and ongoing management.
  • Establish joint account planning and pipeline review mechanisms with strategic agency partners.
  • Develop partner performance dashboards and reporting processes to monitor program effectiveness.
  • Identify opportunities to improve partner productivity, engagement, and conversion.
  • Work with internal stakeholders to improve channel operations and remove barriers to partner-led sales.4. Consultative and Solution-Based Selling
  • Develop a strong understanding of enterprise technology solutions, customer business challenges, and relevant industry trends.
  • Engage agency and customer stakeholders through consultative discovery conversations.
  • Translate complex technical capabilities into clear commercial value propositions.
  • Present solutions to senior agency executives, marketing leaders, analytics teams, and enterprise decision-makers.
  • Understand customer requirements, existing technology environments, buying processes, and commercial considerations.
  • Work with technical specialists and solution consultants when detailed product evaluation or technical validation is required.
  • Support the development of business cases, commercial proposals, and customer-specific solution recommendations.
  • Manage objections, stakeholder expectations, and negotiations throughout the sales cycle.5. Partner Enablement and Joint Go-to-Market Initiatives
  • Develop onboarding and enablement programs to help agency partners understand product capabilities, target customer profiles, and commercial opportunities.
  • Coordinate partner training, sales workshops, solution demonstrations, and knowledge-sharing initiatives.
  • Develop sales playbooks, presentations, partner-facing materials, and supporting commercial documentation.
  • Collaborate with Marketing and Partnerships teams on joint campaigns, webinars, industry events, executive roundtables, and thought leadership initiatives.
  • Identify opportunities for joint customer presentations, industry participation, and account-based marketing activities.
  • Support the creation of customer success stories, partner case studies, and relevant sales materials.
  • Represent the organisation at industry conferences, partner events, agency offices, and customer meetings.6. Strategic Account and Relationship Management
  • Establish and maintain strong relationships with agency leadership and relevant enterprise stakeholders.
  • Act as a primary commercial contact for strategic partners.
  • Identify opportunities to expand relationships across agency teams, business units, and customer portfolios.
  • Conduct periodic business reviews to evaluate partnership performance, opportunities, challenges, and growth plans.
  • Work collaboratively with customer-facing teams to support effective onboarding, account transitions, and long-term customer relationships.
  • Identify risks affecting partner engagement, commercial performance, and customer retention.
  • Develop mutually beneficial relationships that contribute to sustainable revenue growth.7. Cross-Functional Collaboration
  • Collaborate closely with Sales, Marketing, Product, Customer Success, Revenue Operations, and other relevant business functions.
  • Coordinate partner-sourced opportunities and ensure appropriate ownership, qualification, and follow-up.
  • Share agency and customer feedback to support improvements in product positioning, functionality, integrations, and customer experience.
  • Work with Marketing teams to develop targeted partner campaigns and industry engagement programs.
  • Support internal alignment on partner agreements, pricing structures, commercial terms, and opportunity management.
  • Maintain appropriate documentation and reporting standards across partner activities.8. Sales Operations, Forecasting and Performance Reporting
  • Maintain accurate records of partner activities, sales opportunities, commercial discussions, and pipeline movement in CRM platforms.
  • Develop structured sales forecasts and provide regular updates on revenue performance.
  • Track direct sales, partner-sourced opportunities, sales conversion, deal progression, and partner productivity.
  • Analyse channel effectiveness and identify opportunities to improve commercial performance.
  • Monitor partner acquisition, activation, engagement, retention, and revenue contribution.
  • Ensure appropriate adherence to internal commercial approval processes, partner agreements, and reporting requirements.
  • Provide market intelligence and competitive insights to support business planning and decision-making.
  • Qualifications and Experience
Required Qualifications: Bachelor's degree in Business Administration, Marketing, Sales, or a related discipline, or equivalent relevant professional experience.8+ years of experience in enterprise sales, agency sales, channel partnerships, business development, or strategic alliances. At least 3 years of demonstrated individual sales quota ownership. Experience working within B2B SaaS, MarTech, AdTech, data analytics, business intelligence, or related enterprise technology industries. Proven track record of independently managing sales cycles and closing commercial opportunities. Demonstrated experience developing or managing agency relationships that generate measurable sales pipeline or revenue. Experience working with digital marketing agencies, performance marketing agencies, media agencies, ecommerce agencies, or related professional services organisations. Understanding of agency commercial models, including retainers, managed services, referral fees, reseller arrangements, and revenue-sharing structures. Experience developing joint business plans, partner engagement strategies, or channel sales programs. Ability to engage senior agency executives, business owners, sales leaders, and enterprise marketing decision-makers. Strong consultative selling, negotiation, stakeholder management, and relationship-building capabilities. Practical experience using Salesforce or comparable CRM platforms for sales management and forecasting. Familiarity with structured sales qualification frameworks such as MEDDICC, MEDDPICC, or equivalent methodologies. Ability to independently manage business development activities across a large geographic market. Willingness to travel approximately 25% for partner and customer engagements.
Preferred Qualifications: Experience in marketing measurement, marketing analytics, attribution, incrementality, marketing effectiveness, retail media, or related technology categories. Previous experience in an agency-facing commercial role within a technology or analytics organisation. Existing professional relationships with senior leaders at US digital, media, commerce, analytics, and performance marketing agencies. Experience working directly within a marketing, media, or analytics agency. Demonstrated experience launching or scaling partner programs in an expanding B2B technology business. Experience selling solutions to retail, ecommerce, consumer goods, DTC, and omnichannel businesses. Familiarity with partner relationship management platforms, account mapping tools, or ecosystem collaboration solutions. Experience supporting partner enablement, certification programs, or joint go-to-market initiatives. Exposure to complex enterprise buying cycles involving commercial, marketing, analytics, and technical stakeholders. Equal Employment OpportunityWe are an equal opportunity employer committed to providing an inclusive and equitable workplace. All qualified applicants will receive consideration for employment without discrimination based on race, colour, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status, or any other characteristic protected by applicable law. Reasonable accommodations are available throughout the recruitment process in accordance with applicable legal requirements.

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