How I Learned To Embrace Uncertainty and Accelerate My Sales Career

“There was a turning point when I became determined to make decisions and judgment calls based on my knowledge and experience,” says Mariah Christy, Director of Sales at Ampersand, when asked about a pivotal moment in her career journey. “I knew I would need to own mistakes I made along the way, but empowering myself allowed me to accelerate my career path.”   

Equipped with this newfound wisdom, Christy joined Ampersand, a data-driven TV advertising sales company. Starting as an account director, she prepared herself for advancement opportunities, ultimately transitioning to a director of sales role in 2023. “I’d already begun incorporating many aspects I considered fundamental to leadership in each progressing role. So, my day-to-day doesn’t feel dramatically different; it’s just wider in scope and scale,” Christy says. 

As she leads her team, Christy works to make sure her direct reports feel well-supported in their lives, both in and out of the office. “Life has a way of gently reminding me that I may not truly know what someone is coping with, whether professionally or personally,” she reflects. “I strive to allow for grace and flexibility when someone appears to be experiencing a tough time or acting out of character; I don’t need to add to the issue. Also, I never want my team to feel like they’re expected to be available 24/7, as I don’t operate that way.” 

We caught up with Christy to learn more about her leadership style, her career advice for women striving to ascend into leadership roles, and why she values Ampersand’s supportive culture.

Tell us about your overall approach to work.  

I’ve always strived to be authentic and empathetic, believing above all else it’s important I’m perceived as trustworthy, reliable, and collaborative. That said, teaching and development have always been cornerstones of my approach and are as fundamental as ever. As such, it’s also imperative I continue to gain new tools so I can best support a team.

What’s one strategy you’ve used when managing an individual or team that you think has been particularly effective?  

When dealing with individuals or circumstances, I default to logic and facts to be as accurate as possible and not inadvertently inject bias. If all facts agree, it organically removes much of the friction. 

What is your No. 1 piece of advice for other women who are moving into or want to move into leadership?  

Be yourself, and be appreciated for the unique qualities you offer. While having foundational models of success is helpful, inject your inherent value to reveal something even greater.   

How would you describe your leadership style?  

I’m still fine-tuning my style, but I’d like to think it’s rooted in diplomacy, mixed with a healthy dose of situational awareness and, at key times, incorporating coaching fundamentals.

What’s the No. 1 thing you hope your direct reports are getting out of working with you?

Support and guidance to empower their progression.

While at this company, you’ve built a team that you’re now leading. How did you approach this?

In this role, I took over a melded team, none of whom I hired, though several had been teammates. So, I attempted to reset, evaluating everyone’s strengths to consider where they may benefit from coaching and mentorship and how they can pursue their ambitions. I also actively decided to have my own experience with those less known to me instead of allowing other people’s observations to muddy my own.

What do you believe is the No. 1 thing managers must do when onboarding new employees? How did your manager support you during this process?  

As always, create a good first impression and be buttoned up with an inviting space, equipment, applications, tools, and log-ins. Structure a schedule, provide training and provide access to resources. Set incremental project goals and expectation guidelines, and throughout, have frequent and regular one-on-one check-ins.  

While building your team, what did you learn that surprised you most?

I was humbled by how many coworkers across departments, offices, and partner companies were genuinely supportive in me getting the promotion. It validated me during a key moment of progress and transition.

How do you prioritize and deal with your to-do list each day?  

Our work is demanding and deadline-driven, but I focus on the important, the non-negotiables, instead of the urgent. I identify the right people or tools to achieve the task and empower those around me to do the same.    

What were your initial thoughts when you learned you were moving into a leadership role?  

I’m sure many of us combat imposter syndrome from time to time. So, I reframed uncertainty, reminding myself I’d proven my value and that I have support within Ampersand, making this the ideal setting to get a bit uncomfortable and stretch myself.

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