Director, Media Sales - Emerging & Marketplace

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Macy's is more than just a store. We're a story. One that's captured the hearts and minds of America for more than 160 years. A story about innovations and traditions...about inspiring stores and irresistible products...about the excitement of the Macy's 4th of July Fireworks, and the wonder of the Thanksgiving Day Parade. We've been part of memorable moments and milestones for countless customers and colleagues. Those stories are part of what makes this such a special place to work.

Job Overview

Job Title: Director, Sales - Emerging Brands & Marketplace

Reports To: Head of Sales, Macy's Media Network

Location: New York, NY (Hybrid)

Macy's Media Network (MMN) is seeking a dynamic sales leader to build and lead a newly formed sales pod dedicated to our highest-growth potential segment: Marketplace Sellers and Emerging 1P Vendors.

Reporting to the Head of Sales, the Director, Sales - Emerging & Marketplace will lead a team of 5-7 Sales Leads and Specialists responsible for activating net-new advertisers and accelerating spend among our existing small-to-mid-sized partners across Apparel, Center Core, and Home.

This role is pivotal to the future of MMN. You will not only drive revenue but also serve as a key stakeholder in the launch and rollout of the new MMN Ad Center. You will be responsible for defining the sales motion that transitions these vendors into our self-service ecosystem, driving platform adoption while identifying high-potential brands for upsell opportunities. This is a role for a builder who understands how to scale revenue operations for the "long tail" of retail partners.

What You Will Do

1. Team Leadership & Sales Strategy

• Lead a High-Velocity Team: Manage, coach, and motivate a team of 5-7 individual contributors. Foster a "hunter" mindset focused on aggressive new client acquisition and rapid activation of dormant accounts.
• Segment Strategy: Define the go-to-market strategy for the Marketplace and Small 1P segments. Shift the sales approach from traditional managed service to a hybrid model that prioritizes platform adoption and scalability.
• Pipeline Rigor: Implement high-volume pipeline management standards. Because this team manages a large volume of accounts, you must ensure rigorous CRM hygiene (Salesforce/Boostr) to track thousands of potential touchpoints and conversion metrics.

2. MMN Ad Center Launch & Adoption

• Platform Evangelism: Act as the primary sales stakeholder for the new MMN Ad Center. Lead the team in driving mass adoption of this tool, ensuring vendors are trained, onboarded, and actively spending via self-service.
• Product Feedback Loop: Serve as the voice of the Marketplace seller to the Product and Engineering teams. Gather user feedback on the Ad Center to inform roadmap features that will reduce friction and increase revenue.

3. Revenue Growth & Acceleration

• New Business Acquisition: Direct the team's efforts to identify and onboard net-new Marketplace sellers who are not yet advertising.
• Growth & Retention: Analyze the book of business to identify "high potential" advertisers. Create playbooks to graduate small vendors from test budgets to always-on strategies.
• Cross-Functional Alignment: Partner with the Merchant organization to understand the inflow of new Marketplace and small 1P vendors, ensuring MMN is introduced as a critical growth lever from Day 1 of their partnership with Macy's.

4. Enablement & Development

• Sales Training: Develop specific training modules for selling to smaller businesses (SMBs). Coach the team on how to pitch the value of the Ad Center and efficient ROI rather than just broad branding.
• Career Pathing: Mentor Sales Leads and Specialists, preparing them for future roles within the larger MMN organization.

Skills You Will Need

• Sales Leadership: 3-5 years of experience leading sales teams, with a preference for backgrounds in high-volume, inside sales, or platform/SaaS sales environments.
• Platform & AdTech Fluency: Deep understanding of the self-service landscape (e.g., Amazon Ads, Meta, Google). You understand the mechanics of "long-tail" monetization and how to drive platform adoption.
• Strategic Agility: Ability to pivot between high-level strategy (planning the Ad Center rollout) and tactical execution (coaching a rep on a cold call).
• Data-Driven Management: You manage by the numbers. You are comfortable analyzing high-volume datasets to identify churn risks, adoption trends, and revenue gaps.
• Change Management: Experience guiding a team through significant operational shifts-in this case, the shift from manual sales to platform-led sales.
• Collaboration: A "One Team" mindset. You can work effectively with Product, Marketing, and Analytics to build a support system for your sales team.

Who You Are

• Experience: 5-8 years of advertising or ad-tech sales experience, with at least 3 years in a people-management role. Experience with Retail Media Networks or Marketplace ecosystems is highly preferred.
• Education: Bachelor's degree or equivalent work experience.
• Location: Required to work on-site in Macy's NYC office multiple days each week (2+) to ensure optimal collaboration with the team and business partners.