Director of Client Partnerships

The role

The Director of Client Partnerships leads the advertising sales organization and the Client Partnership team. This role is responsible for delivering advertising revenue goals across Baltimore, Prince George’s County, Montgomery County, and the broader Maryland market.

What you will do

• Lead, coach, and develop The Banner’s Client Partnership team.
• Own execution against monthly, quarterly, and annual advertising revenue goals.
• Establish individual revenue goals, account priorities, activity expectations, and performance standards.
• Manage client portfolios across Baltimore, Prince George’s County, Montgomery County, and other Maryland markets.
• Conduct regular pipeline reviews, account reviews, forecast discussions, and individual coaching sessions.
• Coach Client Partners on discovery, consultative selling, account strategy, presentations, negotiations, closing, retention, and account expansion.
• Manage the quality and accuracy of the sales pipeline and revenue forecast.
• Identify revenue risks, pipeline gaps, and opportunities for new business or account expansion.
• Participate directly in major client meetings, presentations, negotiations, and strategic sales opportunities.
• Develop relationships with key advertisers, agencies, businesses, community organizations, and strategic partners.

Required qualifications

• 7+ years of professional sales experience, including significant experience in digital advertising, media, marketing services, integrated marketing, or a related field.
• At least 3 years of experience directly managing and coaching sales professionals.
• A demonstrated history of leading teams that meet or exceed revenue goals.
• Experience managing sales pipelines, revenue forecasts, client portfolios, and CRM-based sales processes.
• Strong understanding of consultative and relationship-based selling.
• Experience selling digital advertising or integrated marketing solutions.
• Experience developing and growing significant client relationships.
• Demonstrated ability to coach sellers through prospecting, discovery, account strategy, proposal development, negotiation, closing, retention, and expansion.
• Strong business judgment and the ability to use revenue, pipeline, client, and market data to make decisions.
• Strong presentation, negotiation, communication, and relationship-management skills.
• Comfort providing direct feedback, establishing clear expectations, and holding a sales team accountable for results.

Nice to have

• Experience in digital media, local media, publishing, advertising, or a related industry.
• Knowledge of the Baltimore, Montgomery County, Prince George’s County, Washington, D.C., or broader Maryland advertising markets.
• Experience working with both direct advertisers and advertising agencies.
• Experience selling display advertising, newsletters, sponsored content, audience targeting, social advertising, programmatic advertising, events, sponsorships, or integrated media programs.
• Experience leading consultative, relationship-driven sales teams.
• Experience balancing new-business development with long-term account growth.

Benefits

• This position is eligible for a commissions plan.

About the company

The Banner is building a sustainable model for local journalism. Advertising revenue supports its public-service mission and helps local organizations connect with engaged audiences across the region.