The Fishbowl: Sarah Kim, Magnite

The Fishbowl
The Media Leader’s interview series asks the media industry’s top salespeople 10 revealing questions, drawn from our fishbowl. The questions will be drawn at random and contain some tricky posers set by the commercial chiefs themselves.
This week: Sarah Kim, senior account manager, demand, at Magnite.
Kim joined Magnite in May 2023 but this isn’t her first sell-side role.
Before Magnite, she spent a year at TripleLift, where she managed agency and demand-side platform relationships.
Kim has also worked at investment platform NR2 as a growth marketing specialist.
Why are you passionate about media?
Media is how people primarily communicate with each other these days and I find it empowering to be part of a space that facilitates those human connections.
Programmatic advertising specifically is a fast-paced, ever-changing industry with the most amazing people in it, so being a part of that dynamic environment is really fun and inspiring.
What is coming up in conversations with clients?
Clients are prioritising tools that enhance transparency, efficiency and control. These solutions are becoming crucial for addressing major industry challenges around first-party data, targeting capabilities and more.
It’s exciting to see how these priorities are rapidly driving innovation and shaping the products that we’re creating.
What is a unique skill you bring to your job?
It’s hard to have a unique skill, especially when our industry is filled with incredibly talented salespeople.
If I had to choose, I’d say my empathy. I connect with people as my genuine self and always try to relate to the other person and think about what their circumstances or needs are. I will always aim to propose specific solutions to what they’re faced with.
What is part of your daily routine that you look forward to every day?
There are two moments I particularly look forward to. One is in the morning before work when it’s quiet, so I use that time to lightly map out my day. I use it as a grounding moment to feel ready for what’s to come.
The second moment is my short walk after lunch with my co-workers. It’s always nice to have a chat and walk around Oxford Circus, where our office is.
Is it harder to motivate people when they’re not all together when it comes to sales?
It can be challenging, but I think that it pushes us to be more intentional with how we connect. I believe that celebrating small wins and giving recognition whenever possible, even when we’re not together in person, definitely adds to motivation and momentum.
When you were a child, what did you want to be when you grew up?
I’ve always loved art ever since I was little — drawing, painting and visiting galleries. I thought I would be an artist or do something in the creative space until my second year of college, when I did an internship at an art gallery that also did auctions. It was then I realised that it wasn’t half as glamorous as I thought it would be. It was mostly admin work!
After that, I immediately switched my major to media — and I’ve never looked back.
Describe three qualities that make a brilliant salesperson.
The first one would be authenticity — being yourself, being genuine, believing and having trust in the product that you’re selling is super important.
Adaptability is another important one — being flexible and knowing how to read the room and how to come up with solutions that are actually relevant for your clients.
Finally, I would say empathy, because it’s all about the people and how we care about the people around us.
Peer question: What is the one piece of advice you would give to your younger self starting a career in this industry?
Be brave. Reach out to different people within your company and take a moment to really be grateful for every relationship made over the years.
I’ve had incredible mentors, managers and peers throughout my career, and a lot of them have become really close friends who would root for me, no matter what. That kind of support is irreplaceable.
Question from Jessica McGrogan, general manager, business development (brand), The Trade Desk
Peer question: What was one of the biggest issues you’ve experienced in your media career and how did you overcome it?
The biggest challenge for me was transitioning from an account management role to a sales role. I love being client-facing and I love meeting new people, so I made the change. However, I underestimated the pressure that comes with it and the small rejections that you get daily from sales.
What really helped me get through this time was learning and practising how to be more self-compassionate and accepting that not every day will be absolutely perfect. Instead, I focus on what I can control and that mindset definitely has helped me grow.
Question from Shaun Wilson, vice-president of podcast sales, Audioboom
Peer question: If you could work with any media owner on a collaborative campaign for an advertiser, who would it be and why?
I absolutely love seeing large-scale real-life takeovers out in the wild, especially if it involves amazing creative work. I’d love to work on an omnichannel campaign with an advertiser, with added measurement studies to see the impact, in collaboration with a big digital OOH partner like Broadsign.
Question from Emma Callaghan, sales and invention director, Reach
Read more Fishbowl interviews here and see what media’s top salespeople say about working in the industry and what concerns their clients. To suggest an interviewee, contact [email protected].