Position Summary:
The National Underwriting Account Executive is responsible for driving national revenue growth across American Public Media's (APM) owned and operated broadcast and digital properties, the Inform Media Network, and APM’s turnkey brand solutions and sponsorship packages.
This role owns a cross-platform portfolio and operates as a consultative partner to brands and agencies- leading with underwriter business objectives, audience insights, and measurable outcomes. Success in this role requires entrepreneurial discipline, documented client needs assessments leading to marketing solutions grounded in discovered client problems, and the ability to balance scalable, repeatable offerings with selective bespoke customization- while maintaining pricing discipline, rigorous pipeline hygiene, and alignment with APM’s underwriting and editorial principles.
Expected Compensation Range: $120,000 Guaranteed Draw Against Commission. Exact rate determined by experience and education related to the role, organizational compensation structure, and internal equity.
Work Location: Remote
Application Process: Applicants must be authorized to work for ANY employer in the U.S. We are unable to sponsor or take over sponsorship of an employment Visa at this time.
Application Deadline: Until filled.
Strategic Context
This role operates within a multi-year transformation of APM’s underwriting and digital revenue strategy. The Account Executive is expected to contribute to the evolution of how APM sells, measures, and delivers value to sponsors-particularly through data-informed underwriting models and the continued growth of the Informed Media Network.
Core Responsibilities:
Portfolio & Revenue Ownership
- Own and grow a national revenue portfolio spanning:
- APM owned & operated broadcast underwriting
- APM digital and podcast inventory
- Inform Media Network inventory
- Turnkey and bespoke integrated brand solutions packages
- Achieve revenue targets through balanced portfolio performance across all of the above
Consultative Selling & Needs Assessment
- Conduct structured, documented needs assessments to understand underwriter’s business objectives, KPIs, constraints, and decision criteria before advancing opportunities.
- Diagnose where APM and Inform Media Network can deliver differentiated value—and where other platforms may be better suited, demonstrating sound judgment in opportunity selection.
- Translate underwriter objectives into integrated underwriting solutions aligned with content context, audience composition, and business outcomes.
Inform Media Network Sales
- Own revenue growth for Inform Media Network inventory as part of a broader APM portfolio.
- Sell scalable, brand‑safe network audio offerings to national brands and agencies.
- Demonstrate fluency in network economics, standardized pricing, and yield discipline.
- Prioritize selling aggregated, system‑level inventory rather than individual programs or markets.
- Protect the scalability and integrity of the Network by resisting pricing erosion.
Proof of Performance & Insight-Led Selling
- Use campaign reporting, attribution tools (e.g., Magellan AI), and audience insights to inform pre‑sale positioning, renewal strategy, and post‑campaign conversations.
- Translate campaign results into business implications and learning for clients, not just metrics
- Incorporate proof points and outcomes into client presentations and proposals wherever available.
- Collaborate with APM departments to create client case studies to both help secure renewals and leverage for business development across category verticals.
Account Management & Growth
- Manage strategic relationships with a focus on long‑term account value, renewals, and multi‑platform expansion.
- Grow account value through multi‑year, multi‑platform strategies
- Maintain pricing discipline and underwriting integrity across all deals.
Pipeline & Operational Rigor
- Maintain a disciplined, accurate pipeline in Salesforce, including opportunity stages, close dates, deal types, documented needs assessments, and revenue forecasts.
- Demonstrate comfort operating within defined sales processes, performance metrics, and accountability frameworks, including forecast reviews and QBRs.
- Advancement and success in this role depend on revenue generation, process adherence and forecast accuracy,
- Work cross‑functionally with sales support, finance, traffic, and operations to ensure deals are booked, fulfilled, and invoiced accurately.
- Accountable for handling collections for orders
Required Education and Experience:
- Bachelor's degree or equivalent work experience.
- Minimum of six (6) years relevant sales experience in media.
- Experience selling digital media and integrating digital with legacy-media platforms
- Demonstrated success selling portfolio‑based solutions
- Proven ability to meet revenue targets while maintaining pricing discipline
Preferred Experience & Capabilities
- Experience selling across multiple media types within a single solution
- Comfort selling standardized or networked offerings where scalability and consistency are critical
- Experience working with both agencies and direct advertisers
- Ability to use performance data, attribution, and audience insights in sales conversations
- Track record of consultative selling in outcomes‑oriented or data‑informed environments
Skills Attributes:
- Consultative communicator capable of challenging assumptions, positioning oneself as a client resource able to reframe brand strategy, and guide decision‑making
- Strong business judgment and economic discipline
- Highly organized, process‑oriented, and accountable
- Comfortable operating in an environment of ongoing sales and systems transformation
- Alignment with public media values and mission‑aligned sponsorship standards
Reporting To This Position: None
Physical Demands and Working Conditions:
- Ability to travel for client meetings, industry events, and internal collaboration as needed (reasonable expenses eligible for reimbursement or covered by APM)
- Must be able to perform the essential duties of the position with or without reasonable accommodation.
- Ability to travel during the day, with occasional overnight travel required.
- Must have a personal vehicle available for use to call on clients. Reasonable mileage eligible for reimbursement.
- Must have a valid, current driver's license.
- Must have a clean driving record with no DWIs or excessive amount of traffic violations or accidents.
- Physical Demands:
- Required to move about in an office environment and sit for extended periods of time.
- Required to move about in the community.
- Frequent use of hands for data entry/keystrokes and simple grasping
- Working Conditions:
- Moderate noise level
- Occasional exposure to prevalent weather conditions
APMG offers a comprehensive benefits package including Medical plans with HSA and FSA options, Dental, Vision, Life and AD&D, Short-Term and Long-Term Disability, Paid Parental Leave and Paid Caregiver Leave after 1 year, Vacation (3 wks./per year, pro-rated, based on hours worked), Sick time (12 days, pro-rated, based on hours worked), Holiday Pay (10 holidays + 2 floating holidays each year), Volunteer Time (8 hours per year), Long-Term Care and Critical Illness insurance options, Employee Assistance Program, 403(b) Retirement Plan, and more.
Diversity creates a healthier atmosphere: All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, national origin, protected veteran status, disability status, sexual orientation, gender identity or expression, marital status, genetic information, or any other characteristic protected by law.
We are committed to hiring a breadth of diverse professionals and encourage members of diverse groups to apply.
