Expert Advice
Across the table for 20 years: Building trust through negotiation
March 19, 2026
Throughout March, we’re spotlighting conversations with women shaping the future of advertising. In this installment, Sarah Iooss, Director, Global Agency & Global Twitch Ads at Amazon Ads sits down with Jessica Brown, Executive Director, Marketplace & Partnerships at WPP Media. For more than two decades, they’ve often found themselves negotiating across the table from one another—and over time have built a professional relationship grounded in trust, collaboration, and a shared commitment to delivering the best outcomes for advertisers.
Sarah Iooss, Director, Global Agency & Global Twitch Ads at Amazon Ads and Jessica Brown, Executive Director, Marketplace & Partnerships at WPP Media
Sarah Iooss and Jessica Brown first crossed paths in 2007, at a time when digital advertising was still finding its footing—often added as an afterthought to traditional media plans rather than treated as its own medium. They were building something without a playbook, experimenting in real time as the industry evolved around them. That shared experience of pioneering still shapes how both approach their work today, especially in moments that require both partnership and challenge. “We were building it together,” Jessica reflects. “And I feel like we still have that.”
Over two decades of working across the table from one another, they’ve learned that conflict can strengthen professional relationships, boundaries build respect, and creating opportunities for the next generation requires both advocacy and generosity.
The tough negotiation that built trust
For all the years they’ve spent working together, there is one moment they both return to often. Early in their careers, they found themselves in a particularly intense negotiation that would come to define their partnership. In the middle of it, they recognized they were working toward the same goal.
“I realized we were actually fighting for the same thing—a better outcome for the business,” Sarah says. “Emotion was really an expression of the pride we took in our work.” Jessica sees that moment as pivotal in shaping their relationship. “It was the foundation of our trust.”
Reflecting on the experience, Sarah says you can be competitive while maintaining a spirit of collaboration. “Even though we’re across the table, we’ve kind of been on the same climb.”
Lessons carried into leadership
The lesson they have carried forward throughout their careers is that strength and generosity are not in conflict. “You can be empathetic and kind and be tough,” Jessica says. “You don’t have to be mean. You don’t have to put people down.” Echoing the sentiment, Sarah says, “You can be a fierce negotiator, but you can still let your generosity shine through.”
Over two decades, that mindset has shaped how they approach everything from difficult campaigns to major decisions—always returning to what’s best for the client and the work. Jessica now brings this perspective to the teams she leads today, reminding them that competition and collaboration are not mutually exclusive.
Advice for women building their careers in media
Both Sarah and Jessica are direct about the advice they would offer to women building careers in advertising. When it comes to boundaries, Jessica says, “When you set a boundary, people respect it. It’s still a muscle I’m building, but I’ve learned that you don’t have to over-explain yourself—when you’re clear about your time, people respect that.” Sarah says intentionally seeking out role models also matters. “Finding somebody who inspires you and that you want to model yourself after is so important.”
Both acknowledge the challenges women face balancing career demands and personal lives. As Jessica puts it, “There isn’t a balance, there’s a blend. You can’t be everything at all times, but you can be everything one at a time.”
Shining a light on women’s sports
Looking ahead, Sarah points to the rise of women’s sports as one of the most exciting developments in media today. As audiences grow and investment increases, advertisers are making women’s sports a priority in their media strategies, with strong demand for inventory across leagues like the WNBA and NWSL.
That momentum is also creating new opportunities for advertisers to connect with highly engaged audiences. On Prime Video, live sports—from major tentpole events to the growing prominence of women’s leagues—are bringing fans closer to the athletes, stories, and moments shaping the future of sports.
“I love what’s happening with women’s sports right now,” Sarah says. “It’s incredible to see the investment and the attention it’s getting. It’s something we should continue shining a light on.”
Watch the full conversation between Sarah and Jessica to hear more about building careers—and trust—across the table. You can also explore another conversation in this series, featuring Paula Despins and Melissa Burdick, on partnership and innovation in advertising.
