Playbook Media
Senior Sales and Account Executive
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About Playbook Media
Playbook Media is home to two of the UK's leading specialist media brands, connecting professional communities through trusted journalism, events, data and commercial partnerships. With over 300 years of combined history, The Bookseller (est 1858) and The Stage (est 1880) are pillars of authority in their fields. We are the most trusted, respected and forward-looking platforms in theatre and the book publishing trade - delivering insight, experiences and services that empower our communities to grow, connect and thrive.
At Playbook Media, our values don't just describe what we believe; they shape how we work every day. We look for people who are committed to excellence, passionate about the industries we serve, act with integrity and independence, and think about the long-term success of our brands, customers and colleagues.
Why the role exists
This role sits within Playbook Media commercial team and supports The Stage. As a Senior Sales & Account Executive, you will play a significant role in driving advertising revenue across The Stage's print and digital portfolio, combining new business development with the growth and development of an existing client portfolio.
This role would suit a proactive, ambitious salesperson who has demonstrated an ability to grow accounts, build strong client relationships and consistently convert commercial opportunities into sustainable revenue.
What you will do
Business Development (75% of the role)
- Take ownership of a new business pipeline, from initial prospecting and lead generation through to meetings, proposals, negotiation and close.
- Proactively identify higher-value and more complex commercial opportunities within The Stage's target markets.
- Research prospective clients and develop a strong understanding of their business objectives, challenges and commercial priorities.
- Conduct confident sales meetings, presentations and pitches with stakeholders at different levels of seniority.
- Develop compelling and commercially focused proposals that demonstrate the value and impact of The Stage's advertising solutions.
- Lead negotiations with prospective clients and take ownership of progressing opportunities through the sales cycle.
- Consistently generate new leads and revenue opportunities, contributing strongly to individual and wider team commercial targets.
- Identify opportunities to develop new categories, sectors or client groups for The Stage.
Account Development & Management (25% of the role)
- Build and maintain strong relationships with newly won clients, ensuring high levels of customer satisfaction, retention and repeat business.
- Build strong relationships with key decision-makers and develop multiple contacts within client organisations where appropriate.
- Develop a detailed understanding of clients' business objectives, budgets and commercial priorities.
- Identify and deliver opportunities to increase client spend through cross-selling, upselling and the development of longer-term commercial agreements.
- Take a proactive approach to account planning, identifying future opportunities rather than relying solely on inbound briefs or repeat bookings.
- Monitor account performance and identify clients with the potential to become higher-value or strategically important accounts.
- Maintain high levels of customer satisfaction, retention and repeat business.
- Lead more complex client conversations, proposals and negotiations, escalating to the Account Manager or Sales & Partnerships Manager where appropriate.
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Product Knowledge & Commercial Insight
- Maintain expert knowledge of The Stage's advertising products, audiences, commercial offering and market position.
- Develop a strong understanding of how different products and channels can be combined to achieve clients' commercial objectives.
- Stay informed about theatre and performing arts industry developments, competitor activity and emerging advertising trends.
- Use market knowledge and client insight to identify new revenue opportunities and inform the development of The Stage's commercial proposition.
- Share client feedback, competitor insight and emerging opportunities with the wider commercial team.
- Keep informed about developments in advertising technology, media sales and innovative commercial approaches that could improve client outcomes and revenue performance.
CRM, Reporting & Sales Administration
- Maintain accurate and up-to-date records of all sales activity, client communications and opportunities within the CRM system.
- Take ownership of the accuracy and quality of your pipeline and revenue forecasts.
- Produce timely pipeline updates, sales forecasts and performance reports for the Sales & Partnerships Manager.
- Maintain clear visibility of future revenue opportunities and proactively address gaps in pipeline or forecast performance.
- Prepare quotations, contracts and associated sales documentation accurately and on time.
- Work closely with the Production team to coordinate advertising schedules and flat plans.
Collaboration & Brand Representation
- Work collaboratively with the Account Manager and wider commercial team to share market insight, identify opportunities and generate leads.
- Work closely with Editorial, Marketing, Production and Events teams to ensure successful campaign delivery and identify wider commercial opportunities.
- Represent The Stage confidently and professionally at industry meetings, networking events, conferences and awards.
- Develop and maintain a strong network within the theatre and performing arts industry.
- Support events sales activity where appropriate, identifying opportunities for existing and prospective clients to engage with The Stage's events and wider commercial offering.
- Contribute ideas and commercial insight that support the wider success and long-term growth of The Stage and Playbook Media.
What we're looking for
- Proven success in a target-driven B2B sales role, ideally within media, advertising or a related commercial environment.
- A strong track record of achieving revenue targets and developing new business through proactive outbound sales activity.
- Evidence of successfully developing existing accounts and increasing client spend over time.
- Experience managing valuable or complex client relationships and commercial opportunities.
- Strong commercial awareness and an understanding of revenue generation, account development and market opportunities.
- Confident relationship management, presentation, negotiation and influencing skills, with excellent written and verbal communication.
- A proactive and accountable approach, with the ability to identify opportunities and take ownership of delivering them.
- Ability to work independently while contributing positively to a collaborative sales environment.
- Strong organisational and time-management skills, with the ability to manage multiple priorities and work effectively under pressure.
- Experience using CRM systems to maintain accurate pipelines, manage sales activity and forecast revenue.
- An understanding of and/or passion for the theatre and performing arts industry.
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How we work at Playbook Media
Our culture is just as important as our commercial success. We recruit people who demonstrate our values every day.
Excellence – Star Performer
You take pride in delivering exceptional work, continually improving and setting high standards for yourself and those around you.
Passion – Ink in our Veins
You are driven, curious and commercially energised by the industries we serve. You take pride in understanding our customers, spotting opportunities and building relationships that create real value.
Independence – For the Industry, Not of the Industry
You build trust through honesty, balanced judgement and professional integrity, always acting in the best interests of business and the customers we serve.
Stewardship – Play the Long Game
You think beyond today's sale, building sustainable client partnerships that contribute to the long-term success of Playbook Media and the industries we serve.
As part of the team, we all strive to be:
- Humble – We think of others, welcome feedback, share success and learn from mistakes.
- Hungry – We take ownership, look for opportunities to improve and deliver with energy and purpose.
- Smart – We are people smart: we communicate thoughtfully, build trusted relationships and approach challenges with emotional intelligence.
Additional Information
- Normal working hours are 9 am - 5 pm, with occasional evening or weekend work to cover events. This role offers a hybrid working arrangement, requiring at least three days a week at the Playbook Media office on Bermondsey Street, SE1, with opportunities for remote work on the other days.
- Travel: Occasional travel to local industry events
- Start date: ASAP
- Closing date: 2 September 2026
Please note: We review applications on a rolling basis and may close this vacancy early. We encourage you to apply as soon as possible.
We are proud to be an equal opportunities employer and are committed to fostering a diverse and inclusive workplace where everyone can thrive. We welcome applications from all individuals, regardless of background, and celebrate the unique perspectives and experiences that diversity brings. If you require any reasonable adjustments during the recruitment process, please do not hesitate to let us know.
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