Account Executive

TL;DR
Fast-growing measurement company looking for a seller to build pipeline and win new business with agencies and brands. This is a full-cycle sales role: you'll prospect, run discovery, take part in pitches, and learn to close alongside senior sellers. Ideal if you're ready for your first full AE seat, whether you're coming from an SDR/BDR role, account management, or agency-side media. You should understand how digital media works and be excited to sell a category that's still being defined.
Who we are
Adelaide is the leader in one of the fastest-growing areas of advertising: attention measurement and activation.
Since 2020, we've become the trusted media quality measurement partner for 40% of Fortune 50 brands who rely on our award-winning AU metric to plan smarter campaigns, invest in high-quality inventory, and dive stronger business outcomes. Adweek has called Adelaide's AU "the attention economy's most widely recognized metric," and AdExchanger named it "Best measurement/Analytics Capability."
Our business continues to scale rapidly, outperforming the industry with a 35% three-year CAGR. What began as a 9-person startup in 2019 is now a team of more than 75.
The past year brought meaningful expansion. We launched the AU ecosystem, giving brands, media agencies, and publishers a unified way to leverage and transact on AU. We broadened our programmatic footprint with custom bidding in GoogleDV360 and pre-bid targeting in The Trade Desk, and grew our partner roster to over 125 platforms and publishers. Leading brands like Dell, Diageo, an Jaguar Land Rover—along with premium publishers such as Hearst, Spotify, and The New York Times—continue to demonstrate AU's value across the media lifecycle.
Adelaide is backed by prominent investors such as Human Ventures (Joe Marchese), Aperiam Ventures (Joe Zawadzki & Eric Franchi), WGI (Jonah Goodhart), and Irwin Gotlieb.
We have a NYC office and a London WeWork, but operates as a remote-friendly company with flexible work options.
How we work
We're a team of action-oriented doers—management rolls up their sleeves and contributes every day. Our culture is rooted in curiosity and rigor: opinions are held lightly, debated openly, and strengthened through testing. Everyone is encouraged to play a role in shaping planning and strategy.
We're built on belonging and growth—94% of employees report a strong sense of belonging, and 87% say they’re happy at work.
Position overview
This position reports to the VP of Sales (West) and focuses on building pipeline and winning new business with agencies and brands. Your day-to-day will center on researching target accounts, running outbound outreach, and setting meetings with agency and brand decision-makers across Analytics, Activation, and Planning, then carrying those opportunities forward with support from senior sellers. You'll help prepare and deliver pitches and work with our Product, Customer Success, and Technical Account Management teams to get pilots live and support client retention. You'll keep your pipeline clean in HubSpot and represent Adelaide at industry events.
You'll start with a territory, a strong product, a category with real momentum, and senior sellers who will teach you how to run a full cycle. You won't inherit a book of business, so you'll build your own. Over time, you'll take on larger accounts and own more of the close.
This is a remote role with regional requirements; candidates must reside in the Los Angeles area to support in-market meetings and client engagement.
Compensation
The scope and level of responsibility will be calibrated based on experience, with opportunities to take on increasing autonomy and strategic impact over time.
This role offers a competitive compensation package consisting of a base salary plus performance-based commission, with commission making up approximately 35% of total On-Target Earnings (OTE).
Base Salary Range: $95,000 - $110,000
OTE Range: $146,000 - $170,000
Final compensation will be calibrated based on experience and the level at which the candidate is hired.
What you'll learn
An important part of our culture is continuous learning and the open sharing of ideas. We offer:
Access to a broad network of investors and advisors who can help you and your team succeed
Mentorship from executives with decades of experience in adtech and media
Regular internal knowledge-sharing sessions
An education budget to support ongoing professional growth and development
In This Role You'll Learn
The media quality ecosystem—including verification, MTA, MMM, and emerging attention-based measurement tools
How digital media “pipes” work and influence media quality and performance
How to build a territory plan and generate qualified pipeline from a cold start
How to run discovery with media, analytics, and investment stakeholders at agencies and brands
Best practices for supporting a full pitch cycle with agencies, brands, publishers, and platforms
How to move an account from first conversation through pilot to renewal
How to partner cross-functionally to solve client challenges and support successful campaigns
How to read a media plan and translate measurement data into a commercial story
Skills that drive ownership, adaptability, and resilience in a fast-moving environment
Core Responsibilities
Sell an innovative approach to rating and measuring media quality
Own top-of-funnel: research target accounts, build prospect lists, and run consistent multi-channel outreach to generate qualified meetings
Conduct discovery calls with media planners, buyers, analytics leads, and brand marketers to understand where measurement gaps exist
Support and, over time, lead pitch processes that can involve publishers, agencies, and brands
Build and deepen relationships with day-to-day contacts across agency holding companies, major independents, and brand teams—the planners and buyers who become tomorrow’s decision-makers
Partner with Client Success and Technical Account Management to scope pilots, troubleshoot issues, and turn pilots into renewals
Maintain accurate opportunity, activity, and forecast data in our CRM (HubSpot)
Become fluent in the AU metric and our case studies so you can explain the methodology credibly without an engineer in the room
Bring market intelligence back to the team—competitive moves, objections you’re hearing, and where the pitch is landing or missing
Represent Adelaide at industry events and contribute to our presence in the market
What you'll bring
Bachelor’s degree
1–3 years of experience in adtech, media measurement, digital media, or agency media, including SDR/BDR, account management (with upsell or renewal goals), media planning or buying, or account coordination roles
A firm understanding of how digital media works: the difference between a DSP and an SSP, what an insertion order is, why viewability and attention are not the same thing
Genuine willingness to prospect. This role starts with outreach, and the people who succeed here like that part
Strong written and verbal communication—you can write an email a busy media director actually replies to
Comfort with data and numbers; you can build a simple deck or pull a takeaway out of a spreadsheet without hand-holding
Resilience and a positive attitude. Category creation means hearing “we already have viewability” a lot and staying sharp anyway
Organization and follow-through: you keep your own pipeline honest without being chased
What will set you apart
Existing relationships at agency holding companies or large independents, at any level
Experience selling or supporting the sale of media measurement, verification, or analytics products
Understanding of programmatic advertising and knowledge of the major players
Agency-side experience planning or buying digital media—you’ve been the person on the other side of this pitch
A track record of hitting or exceeding a meetings, pipeline, or revenue target
Familiarity with verification, MTA, MMM, brand lift, or incrementality testing
Hands-on experience with a CRM and outreach tooling (HubSpot, Salesforce, Outreach, LinkedIn Sales Navigator, Apollo)
Comfort representing a technical or measurement product externally
Evidence of building something—a process, a playbook, a territory—rather than only working inside one
Benefits
Health & Wellness
Medical, dental, and vision insurance
Paid time off
Parental leave
Employee development & wellness stipend
Holiday break
Volunteer time off
Financial & Compensation
Competitive salary
Performance-based quarterly bonus
Stock options
401(k) retirement plan
Workplace & Equipment
Remote-first environment
New York office access
Access to available WeWork spaces
Equal Employment Opportunity (EEO) Statement
Adelaide is proud to be an Equal Opportunity Employer, committed to fostering a diverse, equitable, and inclusive workplace where all employees can thrive. We consider all qualified

Skills
Salesforce, CRM, Account Management, Customer Success

Experience
1-3 yrs

Work arrangement
Yes