Sales Director

WHO WE ARE AND WHAT WE’RE LOOKING FOR

6AM is redefining how communities engage, communicate, connect, and experience their cities. We’re rapidly growing our digital products and expanding our team across current and future markets. 6AM is for deadline-driven performers who thrive off an adaptable work environment and see the direct impact of their work. Join us as we build upon our growing network of cities, continuing our vision of establishing the most relevant modern local media brand.

WHAT YOU’LL BE DOING

The Sales Director will report to the CEO, and have both leadership and hands-on individual contributor responsibilities. The position will interface extensively with key stakeholders both internally and externally, including direct reports in sales management.

The Sales Director leads 6AM City’s inside sales team in the capacity of direct sales, responsible for an industry-leading local and regional advertising offering across our Core Publishing markets, primarily across the southeastern United States. This individual will define, direct, and deploy a scalable selling and performance process that delivers a minimum of 25% year-over-year revenue growth over the next two years in our core markets. This position works closely with leadership to ensure that sales opportunities align with content strategy and broader company objectives.

Scope. This is a direct sales role. It does not oversee programmatic, performance marketing, the ad/revenue stack (ad server, self-serve/Shopify), national sales pricing and management, fulfillment, or other functions outside of direct sales. Sales executives may sell into national accounts and into 5AM (Media Labs) markets, and may earn referral revenue from the Self-Serve Ad Platform (SSAP); these are made available to the team but are not the role’s core function. The team’s primary focus is local and regional direct sales across Core Publishing.

Own local and regional revenue growth – Lead direct inside sales to a minimum of 25% year-over-year revenue growth over the next two years across our Core Publishing markets. Build a market-by-market strategic plan that hits minimum revenue targets in every territory alongside a collective overall goal, ensuring adequate attention and tailored revenue solutions are deployed across all responsible markets.
Build and lead a team of 12+ inside sales professionals – scaling across 6AM City’s Core Publishing markets while attracting and retaining a strong mix of local and regional advertising partners.
Carry your own book – As a hands-on individual contributor, deliver net-new logos, own key accounts, and model the selling behaviors expected of the team.
Sales strategy – design, develop, and implement short and long-term direct sales strategies.
Consultative, solutions-based selling – Instill a consultative approach that reframes clients around their funnel gaps and business objectives. Take a hands-on approach to recognizing what each client needs and helping both the client and the sales executive win.
Lead advertising offering strategy with a 12-month look-ahead – Continuously explore, research, and recommend the products, offerings, branded content, integrated marketing, custom solutions, and promotions that drive added value and help the team meet and exceed goals. Manage pricing, inventory, campaigns, and regions for the local and regional direct sales business, advocate for which offerings need to be available, and coordinate with Executive Leadership stakeholders to ensure products are ready to monetize.
Industry-leading sales messaging and enablement – Develop and deploy internal sales resources and external sales materials. Arm sales executives one to two quarters in advance with the docs, strategy, and promos they need — (i.e. the team should be fully equipped with Q4 tools by the end of Q2, if not sooner.)
Deploy AI augmentation across the sales motion – Partner with the Revenue Operations Manager to deploy AI workflows that improve inside sales prospecting, packaging, and forecasting.
Own CRM discipline and pipeline hygiene – Maintain rigorous ownership of HubSpot, pipeline hygiene, and forecasting accuracy across the team.
Enforce KPIs, accountability standards, and action plans – Set clear expectations and hold the team accountable to revenue goals through coaching, performance improvement plans (PIPs), and timely corrective action. Make decisive staffing changes when necessary to put the right team on the bus; do not slow-play underperformance.
Develop and communicate sales goals, performance incentives, and ownership expectations – drive results, accountability, and professional development.
Coach, develop, and advocate for the team – Take a hands-on coaching approach with every team member. Advocate for both team members and clients, build relationships, and support career pathing and headcount growth decisions.
Drive retention, renewal, and account expansion – Grow existing accounts through upsell and renewal, reduce churn, and protect and expand the recurring advertiser base.
Plan proactively — stay ahead of the curve – Anticipate market shifts, client evolution, and team dynamics well in advance, turning potential challenges into planned-for variables. A strong Sales Director builds contingency strategies that absorb volatility across verticals, staffing cycles, and client transitions — ensuring the team is always positioned to grow, not just recover. The goal is a resilient, offense-minded sales operation that consistently exceeds baseline targets and treats every obstacle as something already accounted for in the plan.
Maintain a forward talent pipeline – Always carry a minimum six-month look-ahead, keep an active talent pipeline, and plan backfill coverage for leave and turnover so the team is never caught flat-footed.
Collaborate cross-functionally – Partner closely with Product, Editorial, Client Success, and Media Labs to align sales with content strategy, product availability, and broader company objectives.
Provide the executive leadership team with timely reporting – on revenue performance, pipeline, key success metrics, challenges, opportunities, and recommended solutions.
Live and breathe the 6AM City brand.

WE’D BE FIRED UP IF YOU HAVE SOME OF THESE TRAITS

We are looking for team members with strong and diverse knowledge of local and regional sales with a track record of success in digital media.

Experience: 7+ years working in digital media sales, 5+ years in sales management.
Data Driven Leader: Proven track record with a passion for data-driven decision making.
CRM Discipline: Rigorous with CRM hygiene (HubSpot), forecasting accuracy, and data-backed pipeline management.
Newsletter Industry Expertise: Deep understanding of the email newsletter and local media landscape — how audience-first products are built, grown, monetized, and measured — grounded in content marketing and performance/analytics reporting.
Consultative Seller: Sells solutions, not inventory — reframing clients around funnel gaps and business outcomes.
Agency & Advertiser Relationships: Established relationships with local and regional advertisers and agencies that open doors and accelerate pipeline.
AI-Forward: Comfortable adopting and deploying AI tools and workflows, in partnership with Revenue Operations, to improve sales productivity.
Accountable & Proactive: Owns outcomes without excuses; anticipates and plans around market shifts, staffing changes, and client attrition rather than reacting to them.
Commitment to Culture: Strong buy-in and alignment with 6AM Company Values.
Communication Expert: Know how to communicate with multiple personalities across multiple markets. Set clear expectations and create a level of accountability that drives a desire to over-deliver.
Personal Drive: Self-starting, organized, clever, confident, passionate, personable, humble, eloquent, fun, and a little bit edgy.
Contributor: Make and justify recommendations, and share ideas to support business goals.
Adaptable: Willing to learn, handle criticism, market feedback, and differing opinions in culture.
Team Player: Outgoing individual who portrays enthusiasm while learning and working with others.
Be in the Know: Know who your audience is, what they want to hear, where they’ll be seeking the information, why they’ll want to engage and effectively deliver solutions they’re seeking to drive profitability for the company.

WE’RE PUTTING OURSELVES ON THE LINE

$110,000–$140,000 base salary, plus uncapped commission, for on-target earnings (OTE) of $175,000–$225,000+ at quota.
Premium health insurance
100% remote work
401k, complemented by a 4% company match
Phone stipend
WiFi stipend
Unlimited sick and vacation time
Two additional weeks of paid time off post maternity leave
New Parent Wellness Stipend
Mental Health Benefits
Virtual company-sponsored social events
Paid time off to volunteer in our communities
A commitment to an open, inclusive, and diverse work culture
Access to cutting-edge tools and technology as we lead the future of local media
Career development support, including reimbursement for learning and growth opportunities

EQUAL EMPLOYMENT OPPORTUNITY EMPLOYER

All applicants are considered for all positions without regard to race, religion, color, sex, gender, sexual orientation, pregnancy, age, national origin, ancestry, physical/mental disability, severe/morbid obesity, medical condition, military/veteran status, genetic information, marital status, ethnicity, alienage or any other protected classification, in accordance with applicable federal, state, and local laws. We promote diversity of thought, culture, and background, which connects the entire 6AM family.

Equal access to programs, services, and employment is available to all qualified persons. Those applicants requiring an accommodation to complete the application and/or interview process should contact a management representative. 6AM City is proud to be an Equal Opportunity Employer.