The Director of Sales builds and leads Christianity Today’s (CT) advertising sales function with a strong emphasis on hands-on execution. In this role, you will personally build and manage a significant sales pipeline and book of business while developing and executing revenue-generating strategies that expand CT’s advertiser base, grow sponsorship revenue, and create integrated media partnership opportunities across CT platforms.
You will bring deep experience selling podcast and digital media inventory, as well as sponsored content, and have a proven ability to create and monetize new inventory across channels. You will be a champion for multimedia selling, with a strong understanding of how digital, email, podcast/audio, video, social, print, events, branded content, and emerging media work together to create compelling solutions for advertisers and sponsors.
As a player-coach, this individual will both sell directly and provide day-to-day oversight to the sales team, helping establish clear processes, simple frameworks, and structure, while also coordinating with contracted sales partners to expand CT’s sales reach and new-business pipeline. The Director will collaborate with other leaders to align sales initiatives with broader strategic goals across the ministry.
This role will also help steward CT’s unsold inventory by exploring aligned revenue-share partnerships with vendors, partnering with internal teams such as Resources, Media and Marketing to support CT initiatives, and measuring success across the funnel.
Functions and Responsibilities
1. Drive Advertising Revenue Growth & Sales Process
- Own a personal sales pipeline, including prospecting, outreach, proposal development, and closing for key advertisers and sponsors.
- Build and continuously develop a strong new-business sales pipeline, identifying and prospecting new advertiser categories, agencies, ministries, organizations, and brand partners that align with CT's audience and mission.
- Establish a disciplined outbound motion that creates a consistent flow of qualified opportunities beyond CT's existing advertiser base.
- Serve as a hands-on, quota-driven seller focused on closing new and renewal business across CT’s media portfolio.
- Lead the development and execution of a comprehensive sales strategy aligned with CT’s mission and growth goals.
- Establish and manage a proactive outbound sales motion to expand CT’s advertiser and sponsor portfolio.
- Drive revenue specifically in podcast/audio, digital media, and integrated sponsored content, including email, video, editorial packages, and branded content
- Brainstorm, test, and package new inventory opportunities
- Identify and evaluate emerging market trends and opportunities for new revenue offerings, ensuring sales offerings reflect CT’s commitment to thoughtful Christian journalism and ministry service.
- Drive sustainable revenue growth across CT's platforms through direct and programmatic advertising, sponsorships, video and podcast integrations, events, and custom media solutions.
- Collaborate with Marketing, Product & Editorial teams to identify high-impact monetization strategies that complement editorial priorities and ministry objectives.
- Build and refine simple, repeatable sales processes (e.g., outreach cadences, CRM usage, pipeline stages, forecasting) to bring structure and clarity to the sales function.
- Develop and maintain disciplined pipeline-building practices that create a consistent flow of qualified new opportunities beyond CT’s existing advertiser and sponsor relationships.
- Implement and manage performance metrics and KPIs across the funnel, including pipeline health, revenue, fill rate, utilization of unsold inventory, campaign performance, lead generation, conversion, and downstream business impact, while also monitoring audience trust and brand alignment.
- Regularly engage in direct sales conversations and key deal closings as the primary seller.
- Engage in direct sales efforts as needed to maximize revenue growth, with sensitivity to theological and denominational diversity.
2. Sales Function Management
- Serve as a hands-on player-coach for CT’s Sales team, overseeing at least one existing salesperson while actively working alongside them on deals and processes.
- Coordinate CT’s internal and contracted sales efforts, ensuring external sales partners have the inventory knowledge, positioning, pricing, sales materials, and organizational support needed to represent CT effectively and generate new business.
- Establish clear ownership, communication, lead-routing, CRM, and accountability processes between CT’s internal sales team and contracted sales partners to maximize sales coverage while avoiding duplicated or conflicting outreach.
- Lead and mentor the Advertising team, fostering a culture of innovation, collaboration, accountability, ethical sales practices, and spiritual stewardship.
- Set team goals, provide regular feedback, and support professional growth opportunities that enhance both business acumen and ministry understanding.
- Serve on relevant project teams as needed, representing advertising strategy and ensuring alignment with cross-departmental initiatives.
- Partner with the Technology, Marketing, and Product teams to ensure cohesive monetization strategies that preserve audience trust, editorial integrity, and Christian witness.
3. Strategic Partnerships & Inventory Stewardship
- Identify and cultivate revenue-share and strategic promotional partnerships with external vendors that align with CT’s audience, ministry values, and monetization goals.
- Evaluate partnership opportunities that allow CT to monetize or otherwise derive measurable value from unsold inventory across digital, podcast, email, event, and other media channels.
- Collaborate with internal teams such as Resources, Marketing, and other stakeholders to use unsold inventory in support of CT’s internal campaigns, launches, and audience-development priorities.
- Establish clear principles and processes for stewarding house inventory in ways that balance revenue generation, ministry priorities, and organizational impact.
4. Christian Marketplace Engagement & Ministry Stewardship
- Develop deep understanding of the unique Christian audience segments and their needs, demonstrating sensitivity to diverse theological perspectives.
- Leverage current audience advertising opportunities and expand into new advertiser and sponsor categories.
- Create advertising solutions that serve the broader church community while maintaining CT's distinctive voice and theological position.
- Establish processes for content review that ensure appropriate messaging for Christian audiences while respecting denominational differences.
- Steward advertising relationships as ministry partnerships, seeking opportunities that build up the body of Christ while achieving business objectives.
- Perform additional job-related duties as assigned.
