Principal Strategic Account Executive

Title: Principal Strategic Account Executive Location: Remote

You’ll join our New Business Sales team, reporting to our Sr. Director, New Business Sales selling NextRoll’s AdRoll platform to sophisticated advertisers and agencies across CTV, DOOH, and display. As a Principal Strategic Account Executive, you will be an individual contributor, owning the full sales cycle for strategic mid-market opportunities from self-generated pipeline through close.

As a Principal Strategic Account Executive, you’ll own the full sales cycle from self-generated pipeline through negotiation and close. You’ll identify high-value opportunities, engage senior decision-makers, shape the commercial strategy and position NextRoll’s AdRoll platform across display, CTV, and DOOH.

This is a senior individual contributor role for a commercially driven seller who understands how modern media is bought and can credibly engage sophisticated advertisers, agencies and media leaders. You’ll combine strong industry relationships with prospecting, consultative selling and deep programmatic expertise to create new opportunities, win net-new logos and grow investment into NextRoll’s fastest-growing channels.

You’ll work closely with Solutions, Marketing and Customer Success to develop compelling solutions, navigate complex buying processes and deliver meaningful new business revenue for NextRoll.

This role is open in San Francisco, New York City, or US Remote locations.

Unsure that you check all the boxes? You should still apply! We’ll review your application for other opportunities.

The impact you’ll make:

• Own the full sales cycle for strategic opportunities, from prospecting and pipeline creation through commercial negotiation and close.
• Build and convert self-generated pipeline, with a strong focus on net-new logos.
• Develop trusted relationships with senior marketing, media, advertising and agency decision-makers, building consensus across complex, multi-stakeholder buying groups.
• Identify opportunities to shift and grow customer media investment across display, CTV, and DOOH.
• Bring a strong understanding of programmatic and ad tech to customer conversations, translating complex media capabilities into clear commercial outcomes.
• Lead with a consultative approach, understanding customer business challenges and developing strategic, differentiated proposals that address them.
• Partner with Solutions, Marketing and Customer Success to develop, position and close high-value opportunities.
• Create compelling commercial business cases and confidently negotiate with senior stakeholders to drive deals to close.
• Maintain disciplined pipeline management, forecasting and CRM hygiene, providing accurate visibility into revenue performance and deal progression.
• Consistently achieve and exceed new business revenue targets, while contributing to the evolution of NextRoll’s NAMER go-to-market strategy.

Skills you’ll bring:

• 9+ years of experience in ad tech and/or media sales, with experience selling across multiple media channels and deep expertise in one or more of CTV, DOOH, and display.
• Experience selling from the platform side of the ecosystem, ideally with a DSP, SSP or other ad tech platform, rather than primarily selling media-owner inventory.
• Strong understanding of programmatic advertising, including buying models, targeting, measurement, data and the broader digital media ecosystem.
• A proven track record of self-generating pipeline and winning net-new business, with clear evidence of consistently achieving or exceeding revenue targets.
• Strong outbound prospecting skills and the ability to turn cold or underdeveloped relationships into meaningful commercial opportunities.
• Demonstrated ability to sell consultatively and strategically, connecting media solutions to business objectives rather than selling products in isolation.
• Comfortable navigating complex organisations, multiple stakeholders and senior-level buying processes.
• Strong commercial judgement, negotiation skills and executive presence.
• Credibility with sophisticated advertisers, agencies and media buyers, with the ability to challenge thinking and introduce new approaches.
• Highly self-directed and accountable, with the ability to operate effectively in a fast-moving, evolving environment.

Benefits and perks:

• Competitive salary and equity
• 100% employer-paid medical premiums for employee-only coverage on our HSA-compatible High Deductible Health Plans, with company-subsidized premiums for dependents and across our dental and VSP vision plans.
• Company-funded Health Savings Account (HSA): Employer contribution deposited directly into your HSA to help offset out-of-pocket healthcare expenses.
• Fertility Assistance Plan: Annual reimbursement for eligible fertility treatments and family-building services.
• Pre-tax savings accounts: Access to a Health Savings Account (HSA), Limited Purpose FSA (for dental and vision expenses), Dependent Care FSA, and Commuter Benefits (transit and parking).
• Multiply Mortgage: Access to preferred mortgage rates along with complimentary, unlimited 1:1 homebuying advisory and educational resources.
• Company-paid income protection and life insurance: Short-Term Disability, Long-Term Disability, and Basic Life & AD&D insurance provided at no cost to the employee.
• Empower Retirement 401(k) Plan: Pre-tax, Roth, and in-plan Roth conversion options with a discretionary company match.
• Flexible Paid Time Off (PTO): Salaried (exempt) employees participate in our Flexible PTO program with dedicated paid sick leave; hourly (non-exempt) employees receive accrued PTO plus floating holidays.
• Holidays and Wellness Days: 12 observed paid company holidays plus 3 dedicated company-wide Wellness Days to disconnect and recharge together.
• Paid disability and family leaves: Comprehensive protected leave programs for pregnancy disability, parental bonding, and caring for family members.
• Employee Assistance Program (EAP): Confidential 24/7 counseling, work-life services, and estate planning/will preparation support through ComPsych GuidanceResources.
• Calm app: Free premium subscription providing mindfulness, meditation, focus, and sleep tools.
• Worldwide travel assistance: Emergency response and medical travel protection through TravelAid whenever you are 100+ miles from home.
• Employee discount marketplace: Exclusive shopping discounts, vouchers, and cashback offers through AcrisurePerks and Reward Gateway.
• RollWell app: A unified mobile platform for managing benefits, digital cards, and participating in company wellness challenges.
• Employee Resource Groups (ERGs): Active community groups celebrating diversity and fostering connection across NextRoll.
• NextRoll Gives Back: Ample volunteer opportunities to engage with and support local communities.
• Modern tools and innovation: Access to the latest AI tools and dedicated time to experiment and innovate.
• Additional perks: For complete details and benefit summaries, explore our Careers page.

Compensation:

The annual compensation range for this role is listed below. The range includes base salary and variable pay tied to sales targets.

San Francisco and New York Metro Areas
On-Target Earnings (OTE): $245,005 – $308,006

Includes:

• Base salary: $147,000 – $184,800
• Target incentive: $98,005 – $123,206 (paid quarterly, uncapped*)
• Pay mix: Approximately 60/40

All other US Cities On-Target Earnings (OTE): $208,254 – $277,206

Includes:

• Base salary: $124,950 – $166,320
• Target incentive: $83,304 – $110,886 (paid quarterly, uncapped*)
• Pay mix: Approximately 60/40

Our compensation plan is structured to reward performance against sales targets, is uncapped*, and includes accelerators for overachievement.

*NextRoll’s sales compensation plan is subject to modification at the discretion of NextRoll. Uncapped Target Incentive allows reps to continue to earn a percentage of every dollar brought in, beyond 100% quota attainment. Please refer to the sales compensation plan document for details, which will be provided by your Recruiter.

In addition to competitive compensation, we also offer equity + benefits.

How We Determine Pay: 

The range provided is NextRoll’s reasonable estimate of the On-Target Earnings (OTE)  for this role. The actual amount will be based on job-related and non-discriminatory factors. Compensation is determined using objective, gender‑neutral criteria aligned to NextRoll’s job architecture, including scope of responsibility, relevant experience, skills, and geographic labor market considerations. Consult with your Recruiter during the initial call to determine a more targeted range based on these job-related factors.

About NextRoll:

NextRoll is a leading marketing technology company that empowers businesses to drive sustainable growth while building trusted connections with their audiences. Built on nearly two decades of AI and data expertise, NextRoll delivers its solutions through AdRoll, its flagship brand and connected advertising platform. The AdRoll platform brings together two powerful offerings: the AdRoll product, which helps brands generate awareness, deepen engagement, and drive measurable revenue through AI-powered multi-channel campaigns; and AdRoll ABM, a full-funnel account-based marketing product that unifies buyer insights, predictive AI, and multi-touch advertising to accelerate pipeline and revenue for B2B teams. Together, these solutions give marketers the clarity, efficiency, and performance they need to grow with confidence. NextRoll is a privately held company headquartered in San Francisco, CA.