Director, Digital Ad Sales

Nexstar Media Group is seeking a Director of Digital Ad Sales to lead the revenue growth and strategic execution of initiatives across our full suite of digital assets. This high visibility role will be responsible for developing and executing go-to-market strategies, oversee local market adoption and drive regional revenue growth maximizing opportunities. The Director will work in close collaboration with local market teams, national sales, product, marketing, and operations to deliver high-impact, cross-platform advertising solutions to key clients and agency partners.

The ideal candidate has a proven track record in digital ad sales, particularly in the OTT/CTV ecosystem, with experience in programmatic advertising, audience targeting, and strategic partnership development. This is a high-impact role that requires strong leadership, strategic thinking, and a hands-on approach to driving digital revenue growth.

Key Responsibilities

• Sales Leadership & Revenue Growth
  • Lead strategic enterprise-level sales initiatives across all digital ad products and platforms, including owned and operated OTT/CTV, display, mobile, native, and programmatic channels.
  • Build and scale revenue through integrated, high-value partnerships
  • Develop custom go-to-market strategies, set sale performance metrics aligned with company revenue goals.
  • Serve as a primary point of contact for strategic digital opportunities - from prospecting and packaging to pitch and close.
  • Manage the sales pipeline to ensure effective lead generation, deal closure, and long-term revenue stability.
  • Collaborate with local and national sales teams to educate, empower, and enable market-level sellers to activate and grow enterprise digital revenue.
• Client Acquisition & Relationship Management
  • Build and maintain relationships with key advertisers and agencies to drive digital revenue.
  • Identify opportunities to bundle digital assets across multiple platforms and markets to maximize advertiser value and campaign performance
  • Develop and execute client acquisition strategies, identifying brands and agencies looking to leverage Nexstar's digital assets for targeted advertising.
  • Negotiate contracts and close deals, ensuring long-term partnerships and maximizing campaign success.
• Product Expertise & Market Strategy
  • Deep understanding of digital ad formats, targeting options, and attribution models.
  • Develop strategic sales plans leveraging owned and operated inventory to meet client objectives.
  • Collaborate with product and data teams to enhance Nexstar CTV advertising offerings and measurement capabilities.
  • Provide market insights and recommendations to optimize pricing, inventory allocation, and revenue performance.
• Industry Leadership & Innovation
  • Monitor and analyze market trends, staying ahead of competitor strategies and evolving ad technologies.
  • Identify growth opportunities by leveraging data insights and emerging digital advertising trends.

Qualifications

• 8+ years of experience in digital media sales, with a strong emphasis on OTT/CTV advertising, programmatic buying, and digital video monetization.
• Proven leadership experience, managing and mentoring sales teams to achieve high performance.
• Deep knowledge of the digital advertising ecosystem, including DSPs, SSPs, audience targeting, and programmatic strategies.
• Demonstrated success in building and closing 7-figure digital deals with major advertisers or agencies.
• Strong client relationship management skills, with a history of closing high-value deals in the CTV space.
• Excellent presentation and communication skills, with the ability to influence and sell at all levels.
• Analytical mindset, capable of using data-driven insights to optimize campaign performance and drive business decisions.
• High level of comfort with media analytics, performance metrics, and client-facing storytelling using data.
• Ability to collaborate cross-functionally with sales, product, marketing, and data teams to drive revenue growth.
• Ability to travel and meet with key clients, agency partners, and internal teams as needed.

• Create unique and customized media plans for high profile buyers leveraging Nexstar Digital's full suite of products that can include but not limited to: OTT, Video, Social, Data, Addressable.
• Meet and exceed sales quota leveraging Nexstar's growing suite of products.
• Ability to manage a client pipeline and project revenue utilizing a CRM.
• Fluency in ad technology and video advertising with strong communication and presentation skills.
• Demonstrated track record of strategic sales and revenue growth in the digital video ecosystem.
• Communicate efficiently both externally and internally across multiple teams.
• Ability to credibly influence decision makers and develop tailored solutions.
• Highly organized, with ability to manage multiple tasks simultaneously and work in a team-oriented collaborative fashion.
• Willingness to take on additional opportunities as company expands.

Qualifications:

• Bachelor's Degree
• 3+ years experience in selling TV, Video and Digital
• Strong attention to detail and an excellent team player
• Familiarity in using Microsoft Office suite of products
• Willing to Travel
• Experience selling across multiple advertising products portion following- working in OTT, display, video and data a plus.
• Fluency in ad technology and video advertising with strong communication and presentation skills
• Self-starter capable of flourishing in high-growth environments
• Energy and passion for growing a digital video advertising business