MediaMint is an AI-powered Revenue Operations services company dedicated to accelerating innovation and revenue growth for platforms and publishers worldwide. Our mission is to enhance operational efficiency, scalability, customer satisfaction, and data-driven insights through advanced technology, automation, and AI capabilities. We serve industry leaders across AdTech, Consumer, CTV, Publishing, and Retail.

About the Role
The Sales Team Lead is responsible for leading a team of sellers to consistently deliver against revenue and business objectives. This is a hands-on sales leadership role with accountability for team quota attainment, seller performance, pipeline and sales funnel health, coaching and development, account planning, and business reporting. The Team Lead will establish a strong operating rhythm across the team, using data, Salesforce (SFDC) reporting and sales methodology to identify performance gaps, coach sellers toward improvement, and ensure clear accountability for results. Success in this role requires someone who can develop individual sellers while maintaining a clear view of the metrics, pipeline, account opportunities, and performance drivers that ultimately deliver team results.

Responsibilities

Own team performance against assigned sales targets and drive consistent quota attainment across the seller organization.

Establish clear seller expectations and metrics and hold individuals accountable for delivering against them.

Conduct regular business and Book of Business (BoB) reviews within seller 1:1s to assess performance, account health, risks, opportunities, and actions.

Translate business targets into measurable seller-level priorities, expectations, and actions.

Identify underperformance early and establish explicit, measurable coaching and improvement plans.

Pipeline, Sales Funnel & Metrics

Own visibility into the health and progression of the sales funnel and pipeline, from prospecting and opportunity creation through conversion and closed revenue.

Understand and actively manage both leading/input indicators and lagging/output metrics, connecting seller activity and behaviors to pipeline creation and revenue outcomes.

Analyze activity, opportunity creation, conversion rates, pipeline coverage, sales velocity, win rates, and quota attainment to identify trends, risks, and opportunities.





Diagnose where performance is breaking down within the sales funnel and translate those insights into specific seller, coaching, or business actions.

Ensure sellers maintain accurate, timely, and actionable pipeline and account data in SFDC to support reporting, forecasting, and decision-making.

Reporting, Analytics & Business Management

Own the team's weekly business reporting, providing a clear view of performance against targets, seller metrics, pipeline health, risks, opportunities, and required actions.

Build, interpret, and leverage SFDC reports and dashboards to understand business performance and identify underlying trends.

Use data to explain what is driving performance, not simply report whether the team is above or below target.

Identify meaningful patterns and performance gaps across sellers, accounts, pipeline stages, and the wider team.

Translate SFDC data and business insights into clear recommendations and actions.

Present performance, insights, risks, and recommendations confidently to senior stakeholders.

Maintain follow-through on actions and commitments identified through weekly business reviews and reporting.

Coaching & Seller Development

Conduct structured, high-quality 1:1 coaching sessions focused on seller performance, development, business results, and accountability.

Lead team-wide coaching and development sessions to address common capability gaps, share best practices, and strengthen consistent execution across the team.

Coach sellers using the organization's sales methodology and reinforce its application throughout the sales cycle.

Observe seller performance through call reviews, account discussions, opportunity reviews, and customer interactions and provide specific, actionable feedback.

Use performance metrics and business insights to identify individual and team-wide coaching opportunities.

Create individual development plans based on each seller's strengths, performance gaps, and growth opportunities.

Build a culture of continuous improvement,



feedback, ownership, and high performance.

Account & Opportunity Management

Coach sellers on account planning, customer needs, stakeholder mapping, opportunity identification, and next-best actions.

Use 1:1s and BoB reviews to challenge sellers on their account strategies, pipeline progression, risks, and opportunities.

Identify risks and growth opportunities across the team's overall Book of Business and ensure sellers have clear plans against priority accounts.

Support sellers on complex or high-value opportunities where leadership involvement can improve the likelihood of success.

Leadership & Accountability

Set clear expectations for performance, execution, customer focus, and accountability across the team.

Create clarity around individual seller expectations, metrics, and responsibilities.

Ensure commitments made through 1:1s, BoB reviews, coaching sessions, and business reviews translate into measurable actions and follow-through.

Balance coaching and development with appropriate performance management when seller expectations are not being met.

Communicate business priorities clearly and help sellers understand how their individual performance contributes to overall team results.

Partner effectively with cross-functional stakeholders to remove blockers and improve seller and customer outcomes.

Qualifications

Proven experience leading and developing a quota-carrying sales team, with accountability for individual and team performance.

Demonstrated track record of driving seller performance and quota attainment.

Strong understanding of the end-to-end sales funnel and pipeline, including how seller activities, conversion, pipeline creation, opportunity progression, and win rates contribute to revenue outcomes.

Strong understanding of leading/input and lagging/output performance metrics and demonstrated ability to use them to diagnose business and seller performance.

Strong Salesforce (SFDC) reporting and analytics capability, including experience building and interpreting reports and dashboards, analyzing seller and pipeline performance, identifying trends, and translating data into actions.

Experience using SFDC as a sales management and decision-making tool, not solely for CRM administration or pipeline maintenance

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📌 Sales Team Lead (Ontario)
🏢 MediaMint
📍 Ontario