Ad Sales Lead

Responsibilities

• Own West Coast revenue targets and forecasting; build a healthy, predictable pipeline across named accounts and agency groups, and deliver against quarterly goals.
• Develop and execute the regional go-to-market strategy, including territory design, vertical focus, pricing and packaging inputs, and coverage plans as the business scales.
• Hire, coach, and lead a small team of sellers over time; establish operating rhythms, deal reviews, and CRM hygiene standards that improve forecast accuracy and execution.
• Build and deepen senior relationships at brands and agencies; open new logos and expand strategic accounts with commercial narratives that connect Duolingo’s strengths to client objectives.
• Lead complex deals end-to-end, from prospecting and positioning through negotiation, close, renewal, and expansion, partnering with Account Management and Ad Operations.
• Share market feedback with sales and product leadership to inform pricing, packaging, measurement, and ad experiences while protecting the learner experience.
• Build repeatable sales motions, outreach cadences, and team practices that scale from 0→1 and 1→N.

Requirements

• 8+ years of direct digital ad sales experience with a consistent track record of hunting, closing, and renewing in premium mobile or consumer app environments.
• Experience selling video and native/custom formats and structuring innovative agreements with top-tier advertisers and agencies.
• Ability to engage senior decision-makers while building collateral, troubleshooting issues, and personally driving revenue.
• Strong understanding of ad tech and mobile app ecosystems, with the ability to use data to assess performance and inform pricing and packaging.
• Excellent communication and presentation skills, with comfort operating in ambiguity at high velocity.

Nice-to-haves

• Established relationships with West Coast brand and agency decision-makers.
• Experience introducing or scaling a new ads product from 0→1 within a publisher or platform environment.
• Experience shaping regional go-to-market strategy, sales processes, or coverage models beyond an individual book of business.
• Familiarity partnering with Account Management and Ad Operations on native/custom programs and live-campaign storytelling to drive renewals.
• Vertical expertise in entertainment, gaming, streaming, or technology.

Compensation and benefits

• Base salary range: $140,000–$210,000 USD.
• Base salary is supplemented by equity compensation.
• Benefits support employees’ holistic well-being.