Associate Director, Enterprise Sales – Media

About the Role

Associate Director, Enterprise Sales owns a new-business revenue number across Darkroom's media flywheel: Paid Media (Meta, Google, TikTok, YouTube, and the broader paid social, search, and programmatic stack), Creator (creator and UGC programs, affiliate and whitelisting, ambassador and creator-led acquisition), and Performance Creative (creative strategy, production, and iteration built to move paid performance).

You lead with paid media. Media management is the largest, highest-intent entry point into an enterprise brand's growth P&L, and it is where your hunt starts. Creator and Creative are how you widen the deal: once you are inside a brand's media operation, you are the person who sees that their creative is the bottleneck, their creator program is running on one-off deals instead of a system, and their acquisition engine is capped by supply rather than budget -- and who scopes and closes that work too.

This is the enterprise seat. Your book is built on a smaller number of larger accounts: brands with meaningful media budgets where a single engagement carries base retainer plus a media-linked variable fee. One whale can be half a quarter. You will run a named target list, a defined category focus, and a deliberate multi-quarter pursuit motion rather than a high-volume funnel.

You are a commercial, closer-minded operator who builds a book through platform partnerships, industry events, and targeted senior-level outreach -- and who also fields and closes the enterprise inbound that arrives in your practice. You will become the person the market associates with Darkroom's media offering: in the platform partner ecosystems, at the industry events that matter, and in the rooms where these deals get done.

You will also own the upsell and cross-sell motion for your departments -- working the existing client base alongside our Managing Directors and strategy leadership to identify and close expansion into media, creator, and creative.

This is a high-accountability role with clear revenue KPIs and uncapped commission that rewards self-sourced pipeline. If you want to own the media practice, build a durable enterprise network, and close tech-enabled marketing services you believe in, this is the role for you.

What You'll Do

Primary -- Source and close new business, media-first

• Own a quarterly new-business number across the media practice, led by paid media, denominated in quota credit (base retainer plus a share of the media-linked variable fee), so enterprise deals count like enterprise deals.

• Build and work a partner ecosystem as a durable referral engine -- Meta, Google, and TikTok agency partner programs, measurement and attribution platforms (MMM, incrementality, and attribution vendors), Shopify Plus and enterprise commerce platforms, creator and affiliate platforms, and the private equity and brand holdco operating networks that control enterprise marketing budgets.

• Represent Darkroom at industry events and conferences in your practice (Cannes Lions, Possible, Shoptalk, CommerceNext, Adweek, the Meta / Google / TikTok partner summits, and the creator-economy events where enterprise creator programs get decided), and build the senior relationships that surface deals.

• Develop and pursue a named enterprise target ("whale") list of brands that fit the media practice, alongside a category focus defined during your first 30 days (beauty, apparel, CPG, consumer tech, health, subscription, etc.).

• Field and close enterprise inbound that arrives in your practice.

• Run a deliberate attach motion on every new deal: land the media engagement, then scope creator and performance creative into the same relationship rather than leaving it for later.

• Lead the full commercial process: discovery, media audit, scoping, pricing, proposal, negotiation, and close, working within the deal desk guardrails.

• Work with our marketing team to understand inbound strategy across content, creators, SEO, and other deal sources.

Primary -- Own the upsell & cross-sell motion

• Run a standing weekly expansion meeting with the Managing Directors of your assigned departments and strategy leadership, where you work the client base for upsell and cross-sell opportunities and drive the flagged deals to close.

• The MDs surface the opportunity from delivery insight; strategy clears account health and capacity; you own the commercial motion and the close.

• Proactively identify expansion through client conversations, performance data, and account signals -- you are the person the account team calls when an opportunity emerges.

Secondary -- Practice fluency and onboarding

• Maintain deep, current command of Darkroom's media service catalog -- paid media, creator, and performance creative -- and the platforms behind it.

• Be present on onboarding calls for new clients in your practice to establish the expansion relationship from day one.

• Maintain clean pipeline documentation in HubSpot and Notion (Sourced By, Closed By, Origination, Expected Monthly Variable Fee, deal stages) -- comp is calculated off these fields.

What You Will Not Do

• High-volume cold prospecting for net-new logos outside your practice -- that is the outbound BDR's function. You source through partnerships, events, and targeted senior relationships.

• Deliver QBRs.

• Execute campaign changes, creative production, or optimizations -- that is the account team's responsibility.