Commercial Director

Overview

We are seeking a Commercial Director / Head of Media Sales to lead and actively drive revenue growth across three flagship brands serving institutional investing and the employer-sponsored retirement market—PLANSPONSOR, PLANADVISER, and Chief Investment Officer (CIO).

This is a hands-on commercial leadership role for a sales leader who is as comfortable coaching teams, building pipelines, and packaging integrated sales ideas as they are setting strategy. The role blends sales leadership, cross-functional collaboration, and commercial execution, requiring close partnership with editorial, events, marketing, product, operations, and finance leadership.

As a senior leader within the Media division of ISS Market Intelligence, you will be responsible not only for leading the sales organization, but also for working collaboratively with media leadership peers to create integrated commercial offerings that align with audience needs, brand strategy, and long-term growth objectives.

This role is ideal for a commercially minded leader who is ready to roll up their sleeves, bring creative integrated ideas to market, and maintain strong operational discipline around forecasting, budgeting, and performance management.

Key Responsibilities

Commercial & Sales Leadership

• Lead, develop, and motivate the media sales and partnerships team, combining clear performance accountability with hands-on coaching and deal support.
• Maintain direct involvement in major accounts, strategic pitches, and high-value opportunities, helping shape integrated proposals and close complex deals.

Revenue Strategy & Execution

• Partner with the Head of Global Media and media leadership peers to define and execute commercial strategies aligned with brand and business objectives.
• Translate strategy into execution by developing integrated sales packages across digital, print, events, custom content, and research-based offerings.

Pipeline Management & Forecasting

• Own pipeline health and revenue visibility across brands, ensuring consistent use of Salesforce and disciplined sales processes.
• Actively monitor performance against targets, identifying risks and opportunities early and course-correcting as needed.

Financial Partnership

• Work closely with finance to manage budgets, revenue forecasts, and long-range projections.
• Ensure sales plans align with financial expectations, resource planning, and broader Media business goals.

Cross-Functional Collaboration

• Collaborate closely with editorial, events, marketing, surveys, and operations leaders to design commercially viable offerings that respect editorial integrity and audience value.
• Serve as a connective leader across the Media organization, ensuring alignment between commercial efforts and content, event, and product strategies.

Growth & Innovation

• Identify and test new revenue opportunities, including new products, sponsorship models, partnerships, and adjacent market extensions.
• Stay close to client needs, market dynamics, and competitive activity to continuously refine go-to-market approaches.

Market Presence

• Represent the brands externally with key clients, partners, and industry stakeholders, helping reinforce ISS Media’s leadership position in institutional finance and retirement.

Qualifications

Experience & Expertise

• 10+ years of senior commercial or sales leadership experience in B2B media; financial services or institutional markets strongly preferred.
• Proven success selling integrated, multi-platform media solutions (digital, print, events, custom/sponsored content).

Leadership Style

• Demonstrated ability to lead high-performing sales teams while remaining personally engaged in deal-making and execution.
• Collaborative leadership approach with experience working alongside editorial, product, marketing, and operations leaders.

Commercial & Financial Acumen

• Strong command of pipeline management, forecasting, budgeting, and revenue analytics.
• Comfort partnering closely with finance to drive predictability and sustainable growth.

Tools & Systems

• Proficiency with Salesforce and media performance analytics tools.

Work Arrangement

• Hybrid role requiring at least 3 days onsite in New York City per week.

Base salary: The New York City expected base pay range is $160,000 - $190,000 per year. Exact compensation may vary based on skills, experience, and level of education.

The role is bonus or sales incentive eligible

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