Account Executive - Outside Sales

Job Description

If you're the kind of seller who'd rather be in front of a client than behind a desk, who builds relationships that outlast quarters, and who treats selling like a business you're running—keep reading.

We're hiring an Account Executive for The Hamilton Spectator in the Hamilton Region. You'll be selling for a brand that's been part of the Hamilton story for nearly two centuries—with the credibility, audience, and product portfolio that makes outside sales easier, not harder.

We're looking for someone who's equal parts hunter and farmer. You don't wait for the pipeline to come to you. You build it. You own your numbers, your calendar, and your results.

What you will do

• Build & Nurture Relationships: Develop deep, consultative relationships with clients through regular on-site visits and strategic account planning
• Hunt for New Business: Proactively identify and pursue new client opportunities through networking, referrals, cold outreach, and market research
• Farm Existing Accounts: Grow your existing book of business by understanding client needs, delivering results, and positioning new solutions
• Develop Strategic Solutions: Create tailored advertising and media plans that solve client challenges and drive measurable results
• Stay Ahead of the Curve: Monitor market trends, competitor activities, and industry developments to identify opportunities and position solutions
• Drive Results: Achieve and exceed ambitious sales targets while maintaining accurate records of all client interactions and sales activities
• Collaborate Strategically: Work with marketing and product teams to deliver compelling presentations and proposals that win business
• Pipeline tracking: Forecast accuracy and CRM hygiene that supports your efforts

Qualifications

Experience: 5+ years in B2B sales, inclusive of direct experience as an outside sales rep, ideally with digital media or advertising experience

1. A proven track record of hitting and exceeding quota
2. Strong consultative selling, presentation, and written communication skills
3. Self-direction, strong time management, and comfort with a hybrid work model
4. A solid grasp of digital advertising platforms, audience strategy, and where the market is heading is considered an asset

• Requirement: Valid G driver's license and reliable transportation
• Hunter Mentality: Comfortable with prospecting, cold calling, and pursuing new opportunities.
• Farmer Discipline: Excellent at nurturing relationships, understanding client needs, and growing accounts strategically
• Relationship Builder: Natural ability to establish trust, communicate value, and maintain long-term client partnerships
• Entrepreneurial Mindset: Self-motivated, independent, and driven to build and grow a territory
• Strategic Thinker: Ability to develop customized solutions and present ideas clearly and persuasively
• Market Savvy: Strong understanding of digital and traditional media platforms, advertising strategies, and market trends is considered an asset

What We Offer:

• Unlimited Earning Potential: OTE: $60K–$100K+. Top Reps Go Higher. This comp plan is built for hunters: a $30,000 guaranteed base (your floor, not your ceiling) + uncapped commission on every sale + quarterly bonuses tied to targets. Your effort directly drives your income, and there is no cap on what you can earn
• Own Your Territory: Build your own sales business within our organization. You control your growth, your network, and your success.
• Growth Opportunities: Access to your continuous learning, professional development, and the tools you need to succeed
• Supportive team: Collaborate with a dedicated team of professionals committed to your success and invested in your growth
• Comprehensive Benefits: Defined pension plan (rare perk in today’s market), health coverage, and other benefits to support your long-term success
• Proven Brand: Join a media powerhouse with credibility, resources, and market presence

Please note: This role is unionized (Unifor Local 87-M) and involves handling client credit card information. Being PCI compliant is required, and training is provided during onboarding.

Additional Information

We are committed to providing an inclusive and barrier-free recruitment process ensuring equal access to employment opportunities for candidates, including persons with disabilities. In compliance with Accessibility for Ontarians with Disabilities Act and Ontario Human Rights Code we will endeavour to provide accommodation to persons with disabilities in the recruitment process upon request. If you are selected for an interview and you require accommodation due to a disability during the recruitment process, please notify the hiring manager upon scheduling the interview of your requirements.

This posting is for an existing vacancy. Our Applicant Tracking System (ATS) uses AI for initial screening and assessment; however, all final selection decisions are made by our Hiring Managers.