Director, Revenue (Ad Tech)

TL;DR

Director, Revenue (Ad Tech): Leading revenue growth for the WM Business platform with an accent on ad tech sales leadership and revenue operations. Focus on scaling revenue processes, managing high-performing sales teams, and optimizing pipeline health to achieve aggressive growth targets.

Location: Onsite in Irvine, CA (5 days per week)

Salary: $170,000 - $204,000 per year

Company

Global leader in the cannabis industry providing transparency, education, and a platform for cannabis businesses and consumers worldwide.

What you will do

• Lead revenue strategy and sales execution for WM Business, overseeing new business, client retention, and product adoption.
• Manage, coach, and develop a team of Account Executives and Account Managers to improve sales productivity and consultative selling.
• Own quota attainment, forecasting, pipeline health, and territory planning in partnership with Finance and Revenue Operations.
• Drive a disciplined Ad Tech sales culture focused on prospecting, solution selling, and long-term customer value.
• Partner cross-functionally with Product, Marketing, and Client Success to align sales positioning and market feedback.
• Support the design and refinement of sales incentive plans, commission structures, and performance measures.

Requirements

• Bachelor’s degree or equivalent professional experience.
• 8+ years of experience in Ad Tech sales, revenue leadership, or commercial leadership roles.
• 4+ years of people management experience coaching and performance-managing sales professionals.
• Proven track record of owning and exceeding revenue targets and pipeline goals.
• Deep understanding of Ad Tech revenue models, CRM discipline, and revenue performance management.
• Must be based in or be able to work onsite in Irvine, CA (5 days per week).

Nice to have

• Experience or knowledge of the cannabis regulatory and business landscape.
• Proficiency with Salesforce, Tableau, or similar CRM and BI tools.
• Experience in multi-product Ad Tech environments or marketplace businesses.
• Experience leading teams through revenue model evolution or sales process redesign.

Culture & Benefits

• 100% employer-paid medical, dental, and vision premiums for employees.
• 401(k) retirement plan with company match up to 3.5%.
• Company contributions for student loan repayment or 529 Education Savings.
• Comprehensive supplemental insurance including Life, AD&D, Pet, and Identity theft protection.
• Paid parental leave, sick leave, and an annual holiday shutdown.
• Collaborative environment focused on innovation within the cannabis community.