Sales Team Overview

Feel free to slide or navigate through the different roles in the below Sales Team overview. For more in-depth information about a specific role click ``learn more``.


  • Direct Reports

  • Education / Experience

  • Application / Technical Aptitude

  • Soft Skills

  • Role Requirements

  • Key Account Manager



  • None

  • •4+ years of experience in Digital Media platforms
    •4+ years of experience in account management
    •Advertising agency experience preferred
    •Bachelor’s degree or other equivalent years of experience required

  • •CRM/Salesforce Experience required
    •Knowledge of Digital Platforms (Google Analytics, Google Ads, Microsoft Ads, SEO, Facebook)

    •Strong Microsoft Office Suite Skills (Word, Excel, PowerPoint, Outlook)
    •JIRA/ticketing system experience

  • •Command (Present with confidence and authority both internally and externally)
    •Able to translate technical aspects to customer facing business language
    •Customer-centric mindset
    •Create business relationships built on trust
    •Drive to consistently hit sales quotas
    •Time management skills
    •Critical thinker; Able to anticipate needs & impact of decisions
    •Effectively cross-sells and grows opportunity accounts

  • •Proactively monitor and analyze account performance
    •Liaison between the client and the internal product delivery teams
    •Understand L2TMedia benchmarks
    •Leverage account budget planning to grow your book of business
    •Understanding customer competitive landscape

  • Strategic Account Manager



  • None

  • •1-2 years of experience
    •1-2 years of Automotive Digital Media (DM) Sales and Digital Media Platforms

  • •CRM/Salesforce Experience required
    •Mastery of Digital Platforms (Google Analytics, Google Ads, Microsoft Ads, SEO, Facebook)

    •Understand Digital Media reporting for client communication

  • •Command (Present with confidence and authority both internally and externally)
    •Customer-centric mindset
    •Drive to consistently hit sales quotas
    •Execute sales or save deals independently
    •Time management skills
    •Critical thinker; Able to anticipate needs & impact of decisions
    •Collaborate & problem-solve cross-functionally
    •Effectively cross-sells and grows opportunity accounts
    •Treat other departments with respect

  • •Conduct client reviews to communicate performance and trends
    •Leverage account plan to grow BOB
    •Generate profitable new business to maximize our market share
    •Effectively transition accounts to CST
    •Understand & use the L2TPlaybook
    •Identify and action plan at-risk accounts
    •Know the rate card & OEM programs
    •Understand competitive landscape

  • Senior Strategic Account Manager



  • None

  • •3+ years of experience
    •3+ years of Automotive Digital Media Sales and Digital Media Platforms

  • Mastery of Strategic Account Manager Level
    •Utilization of L2T Internal Systems
    •Analyze results & find areas of opportunity
    •Exceptional understanding of Digital Media reporting for client communication

  • Mastery of all Soft Skills at Strategic Account Manager level
    •Presentation creation for internal & external audiences
    •Exceptional customer service
    •Rarely misses sales quota
    •Very proficient at cross-selling and growing opportunity accounts
    •Proficient objection handling skills
    •Mentor new hires
    •Develop strong cross-department relationships

  • Mastery of all Role Requirements at Strategic Account Manager Level
    •Understand L2T benchmarks & KPIs
    •Close upsell/cross-sell opportunities
    •Meet/exceed sales goals
    •Maintain sales pipeline
    •Identify reasons for lost opportunities
    •Communicate differentiation and value of L2T products & features
    •Identify at risk revenue
    •Exceptional understanding of Sales methodology and L2T Playbook

  • Regional Sales Director



  • Four or More

  • •5 years of experience
    •4 years management experience
    •4 years of experience in DM Sales and Digital Platforms

  • Mastery of Senior Strategic Account Manager Level
    •Mastery of Internal Systems
    •Mastery of Google Analytics and Ad Network
    •Able to effectively train team on Digital Media reporting opportunities

  • Mastery of all Soft Skills at Senior Strategic Account Manager level
    •Lead company & industry presentations
    •Task delegation & management
    •Performance planning/coaching
    •Create team processes
    •Create a collaborative team
    •Leadership & Coaching
    •Conflict resolution

  • Mastery of all Role Requirements at Senior Strategic Account Manager Level
    •Owns all partner relationships
    •Hire, Coach, and Develop team based on best practices
    •Plan, prioritize & delegate work
    •Understand L2T mission/vision & how this impacts profitability
    •Understand and communicate commission plans to team and potential candidates

  • Director of Sales



  • Six or More

  • •7 years of experience
    •5-6 years management experience
    •5-6 years of experience in DM Sales and Digital Platforms

  • Mastery of Regional Sales Director Level
    •Deep understanding of all L2T digital advertising
    •Identify reporting trends for key selling points to train team
    •Partner with VP to improve product offerings

  • Mastery of all Soft Skills at Regional Sales Director level
    •Manage & exceed customer expectations
    •Lead team to consistently meet/exceed quotas
    •Cross-sell for business solutions
    •Develop processes
    •Collaborate across departments
    •Inspirational leadership

  • Mastery of all Role Requirements at Regional Sales Director Level
    •Quarterly in-person client visits
    •Become a true digital subject matter expert & partner
    •Management of highest net revenue dealer groups
    •Bring next level technology and products to leadership
    •Improve L2TMedia sales strategy and go to market process
    •Communicate competitive offerings to management
    •Highly effective CST leadership communication
    •Recommend commission plan changes

  • Vice President of Sales



  • Six or More

  • •10 years of experience
    •8+ years management experience
    •8+ years of experience in DM Sales and Digital Platforms

  • Mastery of Director of Sales Level
    •Partner with VP of Product to enhance product offerings and systems to show better ROI to clients
    •Partner with VP to develop new/improve existing L2T product offerings

  • Mastery of all Soft Skills at Director of Sales level
    •Exemplifies L2T’s vision/mission of strong internal and external communication skills
    •Exemplifies L2T’s vision/mission of exception customer focus and service
    •Visionary leadership to motivate and retain a remote team
    •Exceptional coaching skills to support retention and new business acquisition

  • Mastery of all Role Requirements at Director of Sales Level
    •Expert at Forecasting to hit overall company revenue numbers
    •Personnel budgeting & team structure
    •Design and Deploy “gold standard” account management practices
    •Exceptional market and competitive knowledge
    •Establish Company Sales Revenue Goals
    •Lead new product development efforts into revenue
    •Collaborate with marketing on optimal go to market strategy
    •Partner with Finance and EMT to modify employee compensation plan
Sales