Principal Account Executive, Business-to-Business Retail, Large Customer Sales

Minimum qualifications:

• Bachelor's degree or equivalent practical experience.
• 11 years of industry experience in digital advertising, consultative sales, business development, or digital marketing, or 8 years of experience with an advanced degree.
• Experience working with advertisers, agencies, or clients.

Preferred qualifications:

• Experience building trusted-advisor relationships with C-level executives, and managing multiple projects, business leads, and internal stakeholders.
• Experience with Google Ad Solutions, expertise in video advertising (e.g., AI-powered Performance and Video, CTV) and understanding of performer landscape across traditional and digital media advertising.
• Ability to tenaciously promote/propose creative technologies across a landscape of decision makers.
• Ability to develop joint business plans in complex, ambiguous environments, influence/collaborate across organizations, and drive business success for the customer and Google.
• Excellent tactical thinking skills, systems thinking, and the ability to align strategies to deliver customer business outcomes.

About the job

Businesses of all shapes and sizes rely on Google’s unparalleled advertising solutions to help them grow in today's dynamic marketing environment. You bring a passion for sales, knowledge of online media, and commitment to maximize customer success. You act like an owner, move with velocity through change, finding innovative and strategic ways to consistently deliver extraordinary and incremental outcomes for both Google and your customers. You build trusted relationships with customers, uncovering their business needs and translating them into powerful solutions to achieve their most ambitious goals. You achieve as a team with sellers, shape the future of advertising in the AI-era, and make a real impact on the millions of companies and billions of users that trust Google with their most important goals.

As a Principal Account Executive, you will understand the client's business, broad knowledge of advertising, and our industry vertical to identify and enable long-term opportunities for one or multiple high-visibility customers by leading joint business plan development, account-level strategy, annual activation plans, and by developing new customer relationships and new business streams. You will deliver work including business strategy development, pitching, customer relationship growth, and opportunity sizing.

In this role, you will influence cross-team collaborations, and often teams with performing objectives, to support customer growth, align on opportunity/project timelines and goals, and ensure "OneGoogle" solutions are presented to customers. You will lead uncovering and delivering the full value of Google, and the next wave of growth with Business-to-Business (B2B) Retail customers.

Google's Large Customer Sales (LCS) teams are strategic partners and industry thought leaders to the world's leading brands and agencies. We continuously challenge how customers think about their business and how Google can support growth. We focus on helping these players navigate profound industry shifts and drive outsized business performance by competitively selling Google's full suite of advertising solutions across Search, YouTube, Measurement, and more. As a member of our LCS team, you'll have the unique opportunity to sell at the forefront of technology, collaborating with executives, influencing market-shaping strategies, and delivering tangible results that significantly impact major global businesses and drive the growth of Google.

The US base salary range for this full-time position is $156,000-$231,000 + bonus + equity + benefits. Our salary ranges are determined by role, level, and location. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. Your recruiter can share more about the specific salary range for your preferred location during the hiring process.

Please note that the compensation details listed in US role postings reflect the base salary only, and do not include bonus, equity, or benefits. Learn more about benefits at Google.

As a Principal Account Executive, you will understand the client's business, broad knowledge of advertising, and our industry vertical to identify and enable long-term opportunities for one or multiple high-visibility customers by leading joint business plan development, account-level strategy, annual activation plans, and by developing new customer relationships and new business streams. You will deliver work including business strategy development, pitching, customer relationship growth, and opportunity sizing.

In this role, you will influence cross-team collaborations, and often teams with performing objectives, to support customer growth, align on opportunity/project timelines and goals, and ensure "OneGoogle" solutions are presented to customers. You will lead uncovering and delivering the full value of Google, and the next wave of growth with Business-to-Business (B2B) Retail customers.

Responsibilities

• Own one or multiple high visibility customer relationships, executing joint business plan development, business strategy development, pitching, customer relationship growth, and opportunity sizing.
• Contribute to strategy for achieving business goals expected for the team.
• Develop account planning and customer strategy, establish goals, coordinate resources, and provide leadership in line with long-term objectives with occasional oversight from executive leaders.
• Lead one or more work streams on a team, develop customer relationships, and facilitate agreements.
• Develop multi-region and cross-product relationships and develop strategy to proactively drive customer growth.