Senior Director, Head of West Sales, Yahoo DSP

Yahoo serves as a trusted guide for hundreds of millions of people globally, helping them achieve their goals online through our portfolio of iconic products. For advertisers, Yahoo Advertising offers omnichannel solutions and powerful data to engage with our brands and deliver results.

Role Overview

Yahoo DSP is seeking a strategic, highly collaborative Senior Director of Sales to lead a team of Account Directors. This leader will own revenue growth and client strategy across a diverse portfolio of advertisers and agencies in Entertainment, Automotive, CPG, Retail, Tech/Telco, Financial Services, and other priority categories.

As a strategic partner to the VP of Sales, West, this leader will own a significant share of the region's business and translate broader organizational strategy into clear operating priorities.

The ideal candidate brings deep knowledge of the digital advertising and programmatic ecosystem, strong commercial instincts, exceptional leadership skills, and the ability to drive results across a complex, cross-functional organization.

Key Responsibilities

1. Drive West Region Revenue and Growth

• Expand strategic accounts by identifying opportunities to deepen existing partnerships and develop new advertiser and agency relationships.

• Build and execute a regional growth plan that increases Yahoo DSP adoption and accelerates revenue.

• Maintain operational rigor through disciplined pipeline management, accurate forecasting, and account prioritization.

2. Serve as Strategic Partner to the VP of Sales, West

• Identify market gaps and emerging opportunities, then develop and execute plans to address them.

• Align sales resources to the high value opportunities and partner with leadership on coverage, account assignments, and organizational structure as the business evolves.

• Collaborate with Agency, Client Services, Marketing, Product, and other cross-functional partners to deliver integrated solutions that strengthen relationships across the West Region.

• Represent West sales leadership in key internal and external meetings and serve as an industry thought leader.

3. Lead and Develop a High-Performing Team

• Build a culture of accountability, collaboration, and customer obsession.

• Coach Account Directors through weekly 1:1s, rigorous pipeline reviews, joint sales calls, and targeted development in objection handling and consultative selling.

• Champion adoption of AI tools across the team to increase seller productivity, sharpen account planning, and improve forecast accuracy.

• Lead complex, large scale platform negotiations and inspire the team to deliver against regional growth objectives.

Qualifications

Required:

• 12+ years in digital advertising or media sales, including 5+ years leading and developing quota carrying sellers or account teams.

• Proven track record owning a significant regional or multi-vertical book of business, with consistent performance against revenue targets.

• Deep working knowledge of the programmatic ecosystem: DSPs, SSPs, exchanges, identity and addressability, CTV, retail and commerce media, and measurement and attribution.

• Experience selling into and negotiating with both brand advertisers and holding company agencies, including platform commitments, JBPs, and multi-year partnership agreements.

• Demonstrated success hiring, coaching, and retaining high-performing sellers, including managing performance and building bench strength.

• Demonstrated use of AI tools in their own sales workflow, with a clear point of view on where AI creates leverage for a sales organization (account research, pipeline hygiene, call prep, forecasting) and where human judgment still has to own the outcome.

• Operational rigor in forecasting and pipeline management, with disciplined CRM hygiene and accurate revenue calls.

• Executive presence and credibility with CMOs, agency leadership, and internal executive stakeholders, with comfort representing the company externally at industry events.

• Ability to lead through influence across Product, Client Services, Marketing, and Agency Development.

Preferred:

• Experience at a DSP, SSP, or independent ad platform, particularly through a period of growth or product transition.

• Established relationships with agencies and brands across the West region (Los Angeles, San Francisco Bay Area, Seattle, Denver).

• Category depth in one or more of Entertainment, Automotive, CPG, Retail, Tech/Telco, or Financial Services.

• Experience building a regional growth plan from scratch and aligning coverage models to it.

The material job duties and responsibilities of this role include those listed above as well as adhering to Yahoo policies; exercising sound judgment; working effectively, safely and inclusively with others; exhibiting trustworthiness and meeting expectations; and safeguarding business operations and brand integrity.

At Yahoo, we offer flexible hybrid work options that our employees love! While most roles don’t require regular office attendance, you may occasionally be asked to attend in-person events or team sessions. You’ll always get notice to make arrangements. Your recruiter will let you know if a specific job requires regular attendance at a Yahoo office or facility. If you have any questions about how this applies to the role, just ask the recruiter!

Yahoo is proud to be an equal opportunity workplace. All qualified applicants will receive consideration for employment without regard to, and will not be discriminated against based on age, race, gender, color, religion, national origin, sexual orientation, gender identity, veteran status, disability or any other protected category. Yahoo will consider for employment qualified applicants with criminal histories in a manner consistent with applicable law. Yahoo is dedicated to providing an accessible environment for all candidates during the application process and for employees during their employment. If you need accessibility assistance and/or a reasonable accommodation due to a disability, please submit a request via the Accommodation Request Form (www.yahooinc.com/careers/contact-us.html) or call +1.866.772.3182. Requests and calls received for non-disability related issues, such as following up on an application, will not receive a response.

We believe that a diverse and inclusive workplace strengthens Yahoo and deepens our relationships. When you support everyone to be their best selves, they spark discovery, innovation and creativity. Among other efforts, our 11 employee resource groups (ERGs) enhance a culture of belonging with programs, events and fellowship that help educate, support and create a workplace where all feel welcome.

The compensation for this position ranges from $255,135.00 - $554,990.00/yr and will vary depending on factors such as your location, skills and experience.The compensation package may also include incentive compensation opportunities in the form of discretionary annual bonus or commissions, in addition to equity incentives. Our comprehensive benefits include healthcare, a great 401k, backup childcare, education stipends and much (much) more.

Currently work for Yahoo? Please apply on our internal career site.