Political Advertising Sales Manager (California) – Political & Public Affairs Vertical

McClatchy | West Coast Division

Location: California / Sacramento or Los Angeles Area (Field-based / Remote)

Position Type: Full-Time

McClatchy, a leader in local and regional media, seeks a strategic, results-oriented Account Executive to lead revenue development across California and the West Coast. With a powerful portfolio of iconic West Coast publications—including The Sacramento Bee, The Fresno Bee, and The Modesto Bee—McClatchy pairs a legacy of trusted regional journalism with a sophisticated, data-driven digital marketing suite that allows our clients to reach key decision-makers and voters with precision and impact.

Our mission has never been more vital. As a successful candidate, you will be the bridge between our first-class digital portfolio and the fast-paced political arena, leveraging data, innovation, and unmatched regional reach to drive measurable revenue growth and shape the conversations driving Western policy.

Primary Responsibilities

• Vertical Mastery: Act as a subject matter expert in the political, government, and advocacy space, deeply understanding California policy initiatives, ballot measures, and legislative calendars.
• Strategic Business Development: Adopt a "Hunter" mentality to identify, qualify, and secure new revenue streams from political campaigns, PACs, trade associations, and public affairs firms across the West Coast.
• Consultative Selling: Conduct deep-dive campaign assessments to understand complex legislative or electoral objectives and design highly targeted multi-platform issue-advocacy solutions.
• Solution Engineering: Develop and deliver compelling marketing strategies utilizing McClatchy’s full suite of products, including high-impact display, programmatic geotargeting, social media amplification, CTV/OTT, and custom branded content.
• Relationship Management: Build long-term, trust-based partnerships with leading political consultants, media buying agencies, and corporate advocacy directors.
• Operational Excellence: Maintain rigorous pipeline management and accurate records of sales activities, compliance tracking, and revenue forecasts within rapid-fire political windows using CRM tools.
  
  

Desired Experience & Qualifications

• Industry Knowledge: Proven experience working directly with political campaigns, issue-advocacy groups, or within the California public affairs ecosystem.
• Digital Fluency: A strong background in digital marketing and advertising, with a proven track record of selling custom digital solutions (Programmatic, Social, First-Party Data targeting, etc.).
• Sales Excellence: Demonstrated ability in strategic prospecting, high-stakes negotiation, and closing business under tight deadlines through a persuasive, solutions-oriented approach.
• Agility & Collaboration: The ability to pivot instantly in a high-pressure, rapidly evolving political environment without losing quality, while collaborating constructively with cross-functional media teams.
• Communication: Exceptional presentation and writing skills with the ability to earn the trust of high-profile political operatives and translate policy goals into media strategies.
  
  

Requirements

• Education: A combination of knowledge and experience equivalent to a B.A. or B.S. Degree in Political Science, Public Policy, Communications, Marketing, or a related field.
• Technical Skills: Proficiency in HubSpot, Salesforce, or equivalent CRM tools; daily CRM utilization for pipeline tracking is required.
• Logistics: Must be located in California (Sacramento or Los Angeles regions preferred). A valid driver’s license, reliable transportation, and valid vehicle insurance are required for frequent regional travel.
  
  

Professional Offerings

Compensation: Base salary plus commission with uncapped earning potential.

• The anticipated base pay range for this position is between $80,000 and $95,000 annually. Individual base pay may vary within that range depending on job-related knowledge, skills, experience, relevant education, department equity, training, geography, and local wage and hours laws.
• Advancement: Clear opportunities for professional growth within a nationally recognized media organization.
• Benefits: Full suite of benefits including a 401(k) with company match.
• Culture: A fast-paced, professional, and mission-driven work environment aligned with major news cycles.
  
  

McClatchy is an Equal Opportunity Employer and supports a Drug-Free Environment.