Full description of the position

Senior Sales Representative

Job Description:

The Boston Globe Advertising team is seeking an entrepreneurial, sales-driven, Senior Sales Representative. In this role, you will be tasked with selling into Boston Globe’s full advertising and branded product suite to agencies and brands across New England. You will work hand in hand with the marketing and events team to pitch integrated programs, collaborate across internal teams, from audience development to editorial, and build a strong local media network that increases the opportunity for our brand partners.

Responsibilities:

• Revenue Ownership: Consistently meet or exceed assigned annual revenue and margin goals by building, managing, and converting a robust sales pipeline.
• Client Development: Cultivate and maintain senior-level relationships with agencies and brand marketers across priority verticals. Identify client needs and proactively develop solutions using the Globe’s advertising, branded content, sponsorship, and event offerings.
• Solution Selling: Translate client briefs into strategic, customized proposals that leverage the Globe’s digital, print, content, and event capabilities. Clearly articulate the Globe’s value in a competitive marketplace.
• Market Expertise: Develop deep knowledge of Boston Globe Media products, audience insights, and market positioning. Stay informed about industry trends, competitive media offerings, and emerging ad technologies.
• Collaboration & Integration: Partner with internal teams—including marketing, audience development, product, and editorial—to deliver impactful integrated campaigns and event programs. Serve as the client advocate throughout the sales and execution process.
• Pipeline & Forecasting: Maintain accurate sales pipeline records, reporting, and forecasting within CRM systems. Ensure timely and effective communication with internal stakeholders.

Qualifications: 

• Experience: 5–7 years of proven success in media, advertising, or digital sales, with experience managing a quota and book of business. Experience with integrated media programs and branded content is strongly preferred.
• Industry Knowledge: Strong understanding of digital advertising products and performance metrics, including CPM-based media, targeting solutions, sponsorships, branded content, and reporting. Familiarity with positioning against ad networks and large platforms (e.g., Meta, Google) is essential. 
• Sales Skills: Demonstrated ability to open new business, grow existing accounts, and consistently hit revenue goals. Skilled in consultative, solution-oriented selling and comfortable presenting to senior decision-makers.
• Collaboration: Track record of working cross-functionally with marketing, editorial, and product teams to deliver innovative solutions.
• Communication: Excellent written, verbal, and presentation skills with the ability to influence and build trust with clients and colleagues.
• Mindset: Entrepreneurial, results-driven, and audience-focused, with curiosity about the evolving media landscape and a commitment to creating an inclusive and collaborative work environment.
• A willingness to adapt and be audience focused, with a curious mindset and a commitment to creating an inclusive work environment 

The BGMP office is located in downtown Boston, near Faneuil Hall and Quincy Market, and is easily accessible by MBTA and commuter rail lines. This position is based in Boston, and candidates should be based in the area or willing to move.

This position is a union position covered by a collective bargaining agreement with the Boston Newspaper Guild.

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

EEO Statement: At Boston Globe Media, our mission is to empower, connect, and convene our communities with independent, trusted journalism and storytelling. We know a critical part of achieving this is by having a workforce that is representative of the communities we serve. Boston Globe Media is an equal opportunity employer that welcomes candidates and colleagues of all backgrounds, experiences, perspectives, and skills.