Sales Operations Lead

About the role

The role organizes and executes sales projects to enable the San Antonio team to serve clients efficiently. It acts as a strategic partner that turns data and insights into practical sales actions. The position supports revenue growth across linear, OTT, and digital platforms through structured project management.

Sales roles connect a company's product with the customers who need it. Representatives research accounts, run demos, handle objections, and close deals. The work is quota driven and moves quickly. Strong sellers combine listening skills with product knowledge and steady follow through. Sales roles reward consistent activity and honest qualification of deals. Most companies use a defined sales process, and reps are trained on it before being left on their own.

Key facts

What you'll do

Existing Station project workflows are executed from creation to completion, and new ideas for non-traditional revenue are generated each quarter.

Sales Activation processes are coordinated closely to ensure precise execution, acting as a bridge between Sales Activation and station leadership.

New business packages are created based on inventory, and GDSA bundles and accelerator packages are owned entirely.

TEGNA product knowledge is gained through training sessions to ensure informed discussions about broadcast, OTT, and digital solutions.

Requirements

The posting states a bachelor's degree requirement. Extensive media sales experience is expected, with 10+ years in linear and/or digital media and preference for 5+ years in sales leadership.

Client strategy and revenue generation are deeply understood, including identifying opportunities for new business and aligning solutions with objectives.

Pre-sale and post-sale strategy leadership is conducted in partnership with Account Executives to optimize performance and maximize revenue.

Complex advertising campaigns are managed, including upsell opportunities, sponsorships, live sports, major events, and digital growth strategies.

Analytical and consultative skills are applied to interpret performance, ROI, conversion metrics, and audience data for client recaps.

Multiple campaigns, priorities, and stakeholders are managed simultaneously while serving as a trusted resource for the sales team.

Digital advertising and OTT solutions are mastered to confidently guide strategy across traditional and emerging platforms.

Sales pricing, inventory management, and packaging strategy are handled, with inventory evaluated and packages developed with minimal guidance.

AI and data-driven tools are leveraged to generate insights, organize information, and support strategic decisions.

CRM software, traffic systems such as Wide Orbit, and project management tools are learned quickly.

Broadcast television advertising, Comscore ratings, OTT/streaming platforms, and digital advertising concepts are understood and communicated clearly.

Project management and proposal creation are executed, with a focus on non-traditional sponsorship revenue and clear internal and external communication of value.

Account Executives' success is treated as the primary measure of performance with a team-oriented mindset.

A positive attitude and collaborative approach guide day-to-day interactions.

Practical notes

This role operates in the San Antonio market with collaboration across TEGNA stations.

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Typical interview steps

Sales hiring often includes a role play, a discovery call simulation, and a presentation. Candidates may be asked to pitch a product to a panel or handle a tough objection. Behavioral questions focus on past quota attainment and deal history. Energy and preparation matter. Interviewers often simulate the job in the interview itself, so be ready to run a short discovery call or demo. Practicing your own sales pitch out loud helps.

Career growth

Sales careers can move from SDR or associate to account executive, senior AE, manager, and director roles. Some sellers move into partnerships, account management, or revenue operations. Compensation typically mixes a base with commission tied to results. High performers in sales typically move into larger accounts, team leadership, or sales operations. Quota history and references carry the most weight in promotion.