Sales Manager – Digital Advertising - Johannesburg

Our client is a global digital advertising and technology business specialising in innovative social media ad experiences across platforms including TikTok, Instagram, Facebook, Spotify, Pinterest and X.

With over 10 years of international experience across Africa, Europe, LATAM and MENA, the business helps brands turn social media engagement into measurable commercial outcomes.

About the Role

We are looking for an experienced Sales Manager to lead the commercial performance of the business across South Africa and Kenya.

This role is primarily focused on building and developing a high-performing sales team, rather than being an individual sales contributor. You will be responsible for creating sales discipline, driving pipeline performance, coaching team members and ensuring predictable, sustainable revenue growth.

You will work closely with the Commercial Lead on strategic accounts and major opportunities while taking ownership of the wider sales team's performance.

Key Responsibilities

• Lead, coach and develop the sales team across South Africa and Kenya.
  
• Conduct regular one-to-ones, performance reviews and development planning.
  
• Manage monthly, quarterly and annual revenue targets.
  
• Drive strong pipeline management and consistent sales activity.
  
• Monitor 30-, 60- and 90-day pipelines and identify potential risks early.
  
• Own forecasting and ensure accurate CRM reporting.
  
• Lead weekly sales meetings focused on performance, accountability and opportunity progression.
  
• Coach team members through proposals, negotiations and commercial planning.
  
• Address underperformance through structured coaching and performance plans.
  
• Recruit, onboard and develop new sales talent.
  
• Build career pathways and identify future sales leaders.
  
• Collaborate with Product, Sales Enablement and Customer Success to improve sales performance.
  
• Continuously improve sales processes, reporting and operational efficiency.
  

Requirements

• 5+ years' experience managing and leading sales teams.
  
• Proven track record of managing revenue targets and commercial performance.
  
• Strong understanding of agency sales and the South African media/advertising landscape.
  
• Demonstrated ability to coach and develop salespeople.
  
• Strong pipeline management, forecasting and CRM experience.
  
• Excellent commercial judgement and decision-making skills.
  
• Comfortable managing difficult performance conversations.
  
• Highly organised with strong follow-through and accountability.
  
• Passionate about developing people and building high-performing teams.
  

Ideal Candidate

We are looking for a people-focused sales leader, rather than simply a high-performing individual salesperson. The successful candidate will be comfortable setting structure and expectations, analysing pipeline and performance data, coaching individuals and creating a culture of accountability.

Experience within digital advertising, media, creative/marketing agencies, ad tech or a related commercial environment will be highly advantageous.

What Success Looks Like

Within the first 12 months, you will have strengthened sales processes and pipeline discipline, improved forecast accuracy, increased target achievement across the team, successfully onboarded new sales talent and developed future sales leaders — ultimately creating a more predictable and scalable revenue engine.

Benefits

What You'll Get

• Competitive base salary + quarterly performance bonus.
  
• Hybrid and flexi-time working options.
  
• Paid one-month sabbatical after five years.
  
• Access to a world-class enablement and product team.
  
• Contribution towards home internet and parking.
  
• Opportunity to work with a growing global digital brand.
  
• Flat organisational structure with strong opportunities for progression.