Senior Sales Development Representative

We are looking for a Senior SDR who has spent 4-6 years selling ad tech solutions to brands, advertisers, and agency trading desks. You understand the buy side; you've worked with CMOs, brand managers, media planners, and performance marketing leads. You know what it means to be told "our CPMs are fine", and you know exactly why that answer is wrong.

The candidate will have responsibilities across the following functions:

Pipeline Generation Brand and Advertiser Focus:

• Prospect and qualify leads across global and regional brands, performance marketers, media agencies, agency trading desks, and in-house programmatic teams using your buy-side knowledge to identify the right ICP and the right stakeholder within each organisation.
• Run targeted, personalised outbound sequences across email, LinkedIn, phone, and industry events tailored to the specific measurement, attribution, and brand safety pain of each advertiser segment.
• Leverage your existing brand and agency network to warm up introductions and reduce time-to-first-meeting with key marketing decision-makers.
• Research target accounts before outreach, understanding their current media mix, programmatic strategy, key performance metrics, brand verticals, and budget cycles before the first touchpoint.

Consultative Discovery and Qualification:

• Lead discovery conversations with CMOs, VP Marketing, heads of programmatic, media planning leads, and brand strategy directors, uncovering the real frustration behind surface-level satisfaction with the status quo.
• Qualify opportunities against Zzazz's ICP criteria: advertiser scale, content adjacency sensitivity, brand safety requirements, measurement maturity, and openness to a value-based buying model.
• Articulate Zzazz's value proposition with conviction, translating QMV pricing, the IPX Terminal, and content-value targeting into language that resonates with brand buyers who have been oversold on programmatic innovation before.
• Handle brand-specific objections with depth: why QMV-based buying outperforms CPM optimisation for brand equity, why context is the most underpriced signal in programmatic, and why the attention economy needs a pricing layer, not just a measurement layer.

Collaboration and Handoff:

• Hand off qualified brand and agency opportunities to Sales Leads with full discovery context, stakeholder map, pain identified, buying process, budget signals, and agreed next steps.
• Partner with the Sales Lead on named enterprise brand accounts, contributing buy-side intelligence and relationship depth from your existing network.
• Feed market intelligence back to product and marketing: which brand pain points resonate most, which agency desks are most receptive, what competitive alternatives are being evaluated, and what messaging is cutting through.
• Represent Zzazz at ad tech conferences, brand marketing summits, and agency events Cannes Lions, Advertising Week, IAB events building pipeline in person and in community.

Pipeline Discipline:

• Maintain precise, current CRM records (Salesforce or equivalent): contact details, account activity, qualification notes, buying signals, and next steps with weekly pipeline reporting.
• Hit and exceed weekly and monthly SDR metrics: outreach volume, connection rate, qualified meetings booked, and pipeline value generated from brand and agency accounts.
• Continuously test outreach messaging, subject lines, and sequencing for brand buyer personas, bringing a data-driven approach to what gets a CMO to reply

Requirements:

• 4-6 years of B2B sales or business development experience, with the majority spent selling ad tech, programmatic, or digital marketing solutions to brands, advertisers, or media agencies.
• You have sold to the buy side; you've had conversations with CMOs, performance marketing leads, heads of programmatic, or agency trading desk managers, and you understand their measurement obsessions, their brand safety concerns, and their growing scepticism of vanity metrics.
• You understand the programmatic buy side deeply: DSPs, DMPs, brand safety tools, viewability measurement, attention metrics, contextual targeting, walled gardens, and the ongoing deprecation of third-party cookies.
• You have a strong existing network across brand marketing teams, media agencies, and holding group trading desks; you can name accounts you'd prioritise on day one.
• You are a consultative communicator; you open with a sharp point of view on the buyer's problem, not with a product feature list.
• You're disciplined with process: CRM hygiene, outreach sequencing, and pipeline forecasting are second nature.
• You're confident selling a new category; you don't need category recognition to open a door; your industry credibility and the strength of the idea do the work.
• Bachelor's degree in Business, Marketing, Advertising, Communications, or a related field or equivalent demonstrated experience.

Preferred Background:

• Experience at a DSP, brand safety platform, attention measurement company, contextual targeting vendor, or data marketplace selling programmatic or data-driven advertising solutions to the buy side (e. g., The Trade Desk, DV360 IAS, DoubleVerify, Peer39 Grapeshot, GumGum, or similar).
• Direct agency experience you've worked with or sold into Publicis, WPP, IPG, Dentsu, Havas, or their trading desks and understand how agency buying decisions are made.
• Familiarity with brand marketing KPIs beyond CTR: brand lift, share of voice, contextual alignment, attention-adjusted reach, and content affinity scoring.
• Exposure to cookieless targeting solutions, first-party data strategies, and the evolving identity landscape so you can speak to what brands are exploring post-third-party cookie.
• Experience selling into international brand markets in the US, UK, Europe, or APAC given Zzazz's global content footprint.
• Track record of independently sourcing outbound pipeline from brand and agency accounts without heavy inbound support.