Ad Sales Lead - West

Headquarters: Remote - California Our mission at Duolingo is to develop the best education in the world and make it universally available. It’s a big mission, and that’s where you come in! At Duolingo, you’ll join a team that cares about educating our users, experimenting with big ideas, making fact-based decisions, and finding innovative solutions to complex problems. You’ll have limitless learning opportunities and daily collaborations with world-class minds — while doing work that’s both meaningful and fun. Join our life-changing mission to develop education for our half a billion (and growing!) learners around the world. Read our blog to learn more. About the role... Join us to build Duolingo Ads, Duolingo’s direct ad business. Most learners use our free, ad‑supported app—so great ads are core to our mission. We’re hiring a Head of West Coast Sales to open and scale our West Coast region. You will set regional strategy, build and lead a high‑performing team, and own revenue outcomes across priority verticals and agency holding companies. As a player/coach, you’ll cultivate senior‑level relationships, shape pricing and packaging with leadership, and close high‑impact deals that both delight learners and drive revenue while leading a team of sellers. This is a high‑ownership, early‑stage opportunity to help define how ads show up for hundreds of millions of learners while building a repeatable, data‑driven go‑to‑market. You will... • Own West Coast revenue targets and forecasting; build a healthy, predictable pipeline across named accounts and agency groups, and deliver against quarterly goals. • Develop and execute the regional go‑to‑market strategy, including territory design, vertical focus, pricing/packaging inputs, and coverage plans as we scale. • Hire, coach, and lead a small team of sellers over time; establish operating rhythms, deal reviews, and CRM hygiene standards that improve forecast accuracy and execution. • Build and deepen senior relationships at brands and agencies; open new logos and expand strategic accounts with clear commercial narratives that map Duolingo’s unique strengths (design, IP, native formats) to client objectives. • Lead complex deals end‑to‑end—from prospecting and positioning through negotiation, close, renewal, and expansion—partnering tightly with Account Management and Ad Ops for flawless delivery. • Share actionable market feedback with sales and product leadership to inform pricing, packaging, measurement, and ad experiences while protecting the learner experience. • Operate with speed and rigor in a startup‑like environment, building repeatable sales motions, outreach cadences, and team practices that scale from 0→1 and 1→N. You have... • 8+ years of direct digital ad sales experience with a consistent track record of hunting, closing, and renewing in premium mobile or consumer app environments. • Success selling video and native/custom formats and structuring innovative agreements with top‑tier advertisers and agencies. • Proven ability to engage senior decision makers while rolling up your sleeves to build collateral, troubleshoot issues, and drive revenue personally. • Strong understanding of ad tech and mobile app ecosystems, with skill using data to assess performance and inform pricing and packaging. • Excellent communication and presentation skills, and comfort operating with ambiguity at high velocity. ⭐ Exceptional candidates will have... • Established relationships across West Coast brand and agency decision makers. • Experience introducing or scaling a new ads product from 0→1 within a publisher or platform environment. • Experience shaping regional GTM, sales process, or coverage models beyond an individual book of business. • Familiarity partnering w