Senior Director, US Ad Sales

The Company

PayPal has been revolutionizing commerce globally for more than 25 years. Creating innovative experiences that make moving money, selling, and shopping simple, personalized, and secure, PayPal empowers consumers and businesses in approximately 200 markets to join and thrive in the global economy. 

We operate a global, two-sided network at scale that connects hundreds of millions of merchants and consumers. We help merchants and consumers connect, transact, and complete payments, whether they are online or in person. PayPal is more than a connection to third-party payment networks. We provide proprietary payment solutions accepted by merchants that enable the completion of payments on our platform on behalf of our customers.

We offer our customers the flexibility to use their accounts to purchase and receive payments for goods and services, as well as the ability to transfer and withdraw funds. We enable consumers to exchange funds more safely with merchants using a variety of funding sources, which may include a bank account, a PayPal or Venmo account balance, PayPal and Venmo branded credit products, a credit card, a debit card, certain cryptocurrencies, or other stored value products such as gift cards, and eligible credit card rewards.  Our PayPal, Venmo, and Xoom products also make it safer and simpler for friends and family to transfer funds to each other. We offer merchants an end-to-end payments solution that provides authorization and settlement capabilities, as well as instant access to funds and payouts. We also help merchants connect with their customers, process exchanges and returns, and manage risk. We enable consumers to engage in cross-border shopping and merchants to extend their global reach while reducing the complexity and friction involved in enabling cross-border trade. 

Our beliefs are the foundation for how we conduct business every day.  We live each day guided by our core values of Inclusion, Innovation, Collaboration, and Wellness. Together, our values ensure that we work together as one global team with our customers at the center of everything we do – and they push us to ensure we take care of ourselves, each other, and our communities.

Job Description Summary:

PayPal Ads is seeking an experienced advertising sales leader with a proven track record of building and scaling ad sales and account management teams that achieve advertisers’ marketing goals while exceeding PayPal’s revenue targets. In this role, you will lead all SMB advertiser engagement in the U.S., leveraging your industry connections and category expertise to identify and secure new business, while also maintaining and expanding strong client relationships.

Job Description:

About PayPal Ads 

PayPal Ads’ vision is to be the premier commerce-centric advertising platform, seamlessly connecting PayPal, Venmo, and Honey users with advertisers and merchants. We help advertisers and merchants sell more products and services effectively, enabling consumers to discover and buy what they love. Leveraging transaction data from approximately a quarter of the world’s $6 trillion in digital commerce and nearly 400 million active accounts annually, our platform empowers advertisers to engage customers through the entire marketing funnel—from awareness to purchase, loyalty, and advocacy. 

We are establishing a new PayPal Ads division to drive the growth of our advertising business. With a dedicated organization responsible for our comprehensive suite of advertising products, PayPal Ads will empower merchants and brands to reach and convert our highly engaged user base across PayPal, Venmo, and Honey platforms in multiple markets, revolutionizing global commerce.  

About the role 

PayPal Ads is seeking an experienced advertising sales leader with a proven track record of building and scaling ad sales and account management teams that achieve advertisers’ marketing goals while exceeding PayPal’s revenue targets. In this role, you will lead all SMB advertiser engagement in the U.S., leveraging your industry connections and category expertise to identify and secure new business, while also maintaining and expanding strong client relationships.

You and your team will be responsible for onboarding SMB advertisers onto the PayPal Ads platform by utilizing your analytical skills to define and prioritize sales leads and your sales acumen to efficiently close SMB deals at scale. Additionally, you will be responsible for identifying, hiring, onboarding, and developing top talent within the U.S. to establish an inside sales team, while also managing a BPO team to scale outreach to SMBs effectively. Utilizing email and other tools will help maximize your team’s impact.

We are seeking a high-performing leader who can deliver rapid results and drive profitable growth for the PayPal Ads business. This role provides the opportunity to significantly enhance PayPal’s value proposition across our three-sided network while playing a critical part in shaping our new advertising business.

This position reports to the VP of Global Ad Sales for PayPal Ads.

Responsibilities:  

• Develop and execute revenue strategy that enables teams to exceed advertising revenue targets for SMB advertisers

• Build and lead a high-performing and diverse sales and account management in the US for SMB advertisers

• Responsible for delivering advertising revenue across PayPal Ads surface for SMB advertisers

• Own and drive revenue growth by leading teams and participating fully in identifying upsell opportunities, best practice implementations, co-marketing programs, and jointly developing solutions that meet mutual customer needs and strategic objectives for non-endemic advertisers

• Develop relationships and credibility required to effectively convey the value of PayPal’s solutions and vision to SMB owners

• Negotiate favorable commercial terms, contracts, and agreements that create sustainable, long-term value for all parties and employ superior negotiation and communication abilities as an influencer while embodying integrity and trust

• Accelerate results through superior pipeline management, navigating internal and external product roadmaps, and influencing resource allocation

• As the voice of the customer, based on learnings and competitor analysis, provide valuable insights on product enhancements, new solutions, and go-to-market strategies 

• Understand the advertising industry to drive meaningful consumer experiences and business results for global advertisers

• Prepare and give business reviews to PayPal and partner senior leadership

• Partner with cross-functional leadership to align on sales structure, revenue targets and KPIs

• Perform revenue modeling and forecasting to inform and optimize revenue organization strategy, priorities, and processes

• Collaborate with operations, product and finance teams to inform ads surfaces/inventory, formats, targeting and pricing needed to enable advertisers to engage audiences across advertiser goals of awareness, trial and conversion

• Work with the ad operations and account teams to create joint business plans with major advertisers

• Drive for results with a bias toward action based on a comprehensive strategy

Qualifications: 

• Degree in Business Administration, or a related field Master or PhD preferred

• 15+ years of experience in ad sales at media provider

• 10+ year’s experience in leading ad sales globally

• Deep understanding of the advertiser, agencies, and merchant branding and performance needs

• Network and close working relationship with advertiser, agency decision-makers

• Proven track record of building and managing a multi-million dollar advertising business

• Farmer and hunter People Manager and Doer

• Consistent achievement of sales quota on an individual and team level

• Hired and managed highly successful ad sales organizations

• Experience in scaling and developing internationally dispersed teams

• Deep understanding of the advertiser, agencies, and advertiser branding and performance needs

• Familiarity with incentive-based pay structure is the key to managing high-performing and motivated teams

• Strong financial and business acumen with a high degree of comfort engaging with technical leaders internally and externally

• Experience negotiating complex contracts and achieving favorable deal terms to the company

• Superior relationship-building and exceptional consultative sales skills with a passion and hunger to win

• Excellent sales skills and the ability to communicate complex ad solutions effectively 

• Successful track record building out sales organizations and partnerships with cross functional leaders

• Ability to navigate altitudes (shifting between strategic and tactical)

• Ability to synthesize complex information into the essential points to inform executive decision-making 

• Outstanding communication and influencing skills 

• Results-oriented, analytical, self-motivated, and a “hands-on” leader with a proven ability to meet objectives/targets, develop and scale a team, and cultivate superb relationships with cross-functional teams 

• Travel required, as necessary for operations activities and leadership reviews 

• Experience and appreciation for cultural nuances when working internationally

• Executive presentation skills; including in-person, written, and verbal  

 paypaladsconnected

Subsidiary:

PayPal

Travel Percent:

15

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PayPal is committed to fair and equitable compensation practices.

Actual Compensation is based on various factors including but not limited to work location, and relevant skills and experience.

The total compensation for this practice may include an annual performance bonus (or other incentive compensation, as applicable), equity, and medical, dental, vision, and other benefits. For more information, visit https://www.paypalbenefits.com.

The U.S. national annual pay range for this role is

$210000 to $000

For the majority of employees, PayPal's balanced hybrid work model offers 3 days in the office for effective in-person collaboration and 2 days at your choice of either the PayPal office or your home workspace, ensuring that you equally have the benefits and conveniences of both locations.

Our Benefits:

At PayPal, we’re committed to building an equitable and inclusive global economy. And we can’t do this without our most important asset—you. That’s why we offer benefits to help you thrive in every stage of life. We champion your financial, physical, and mental health by offering valuable benefits and resources to help you care for the whole you.

We have great benefits including a flexible work environment, employee shares options, health and life insurance and more. To learn more about our benefits please visit https://www.paypalbenefits.com.

Who We Are:

Click Here to learn more about our culture and community.

Commitment to Diversity and Inclusion 

PayPal provides equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, pregnancy, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state, or local law.  In addition, PayPal will provide reasonable accommodations for qualified individuals with disabilities.  If you are unable to submit an application because of incompatible assistive technology or a disability, please contact us at talentaccommodations@paypal.com.

Belonging at PayPal: 

Our employees are central to advancing our mission, and we strive to create an environment where everyone can do their best work with a sense of purpose and belonging. Belonging at PayPal means creating a workplace with a sense of acceptance and security where all employees feel included and valued. We are proud to have a diverse workforce reflective of the merchants, consumers, and communities that we serve, and we continue to take tangible actions to cultivate inclusivity and belonging at PayPal.

Any general requests for consideration of your skills, please Join our Talent Community.

We know the confidence gap and imposter syndrome can get in the way of meeting spectacular candidates. Please don’t hesitate to apply.

Notice to Applicants and Employees who reside within New York City. Click here to view the notice.