Director of Sales at Embarcadero Media Foundation in Palo Alto, CA

Apply Job Type Full-time Description Are you passionate about the health of our local communities? From small retailers, to nonprofits, and major institutions, keeping the public informed about the latest issues affecting everyday life here on the Peninsula is the core of our mission. Do you want to help make sure local news continues to thrive in the Bay Area? The Embarcadero Media Foundation is seeking a passionate Director of Sales to grow our advertising products with local businesses and support our sales team. About Us We believe in the vital importance of local news as a cornerstone of healthy democracy. We seek to enhance the quality of life and democracy in the San Francisco Bay Area by reporting and publishing high quality local news and information that lead to a more informed, equitable, engaged and cohesive community. After serving our communities as a for-profit company for over 40 years, we have just converted to non-profit status to focus on our public value and rely more explicitly on our communities to maintain our sustainability. Our publications include the Palo Alto Weekly, Pleasanton Weekly, the Almanac and hyperlocal digital news sites and newsletters serving 11 communities on the Mid Peninsula and Tri-Valley. We’ve earned tremendous trust in our communities through our decades of delivering our high quality journalism. In 2023, we earned 31 awards for our work from the California News Publisher Association and we are commonly seen by our readers as the voice of the community. About the Role We are seeking a dynamic and experienced Director of Sales to lead our advertising sales team. The ideal candidate will have deep experience selling advertising products, understand the business landscape of the mid-Peninsula and be an expert in techniques that drive new customer acquisition. As a non-profit, we have three legs to revenue plan: donations from the community, subscriptions from our readers and print and digital advertising from local businesses. You will be responsible for the advertising piece of our revenue plan. We are a digital-first company and see our future as being more and more dependent on our digital publications. The Sales Director will put a clear focus on the growth of our digital products with efforts to shift spend from our existing customers toward our digital products. This position will report directly to the CEO. Key Responsibilities: Revenue Generation: Develop and execute innovative sales strategies to achieve and exceed revenue targets, develop new customers and shift our sales from print to digital. Team Leadership: Recruit, hire, train, and mentor a high-performing sales team. Market Analysis: Conduct market research to identify new opportunities and adjust sales strategies accordingly. Sales Support: Support our veteran sales representatives to achieve their goals and minimize non-selling activity. Sales Operations: Oversee sales operations, including CRM management, sales forecasting, and pipeline management. Collaboration: Collaborate with editorial, marketing, and production teams to create integrated campaigns. Industry Knowledge: Stay up-to-date with industry trends and emerging technologies to drive innovation. Compensation and Benefits Base salary is $75K plus attractive incentive compensation Health and dental insurance 403(b) retirement plan Three weeks vacation Opportunity to work for a mission-driven organization that makes a real difference in your community. Collaborative and supportive work environment. Be a part of a team of passionate community builders. To Apply We know that great candidates don’t always have all the required background and experience. If you love this and want to help, please reach out for a discussion. We are an equal opportunity employer and value diversity at our organization. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. Requirements Bachelor's degree in business, marketing, or related field. 10+ years of experience in media sales, preferably in local news or digital media. Proven track record of exceeding sales targets and managing high-performing teams. Strong leadership and interpersonal skills. Excellent communication and presentation skills. Proficiency in sales CRM and analytics tools. A deep understanding of digital advertising and emerging media trends. A passion for local news and a commitment to community journalism. Salary Description $75K base plus attractive incentive compensation