This role will be responsible for selling PubMatic’s Enterprise Solutions, into the EMEA publisher community. This seller will build deep, trusted relationships across our most strategic customers to successfully drive adoption of the wider PubMatic Platform and all its capabilities. The successful candidate will work with our Customer Success and Publisher Development teams to identify and qualify prospects from both our existing and potential publisher base, conduct sales pitches and coordinate platform demos to showcase the value of PubMatic’s technology. The Director, Enterprise Business Development, EMEA, will be responsible for managing the sales cycle from start to finish, including pricing structures, contract negotiations and close.

Primary Responsibilities:

This role is about generating and closing new opportunities – here are a few key expectations:

Know the Tech: 

Quickly get up to speed on PubMatic’s Platform and technical capabilities. Understand the unique features and customer benefits our platform offers and how to speak with confidence, knowledge, and credibility about the value it brings to our customers. This is likely to include sitting in on our product and technology teams' regular meetings.

Support the Sales Process: 

From your first day, you will be expected to work on real customer opportunities through a sales process, from initial engagement to pricing discussions to final contract negotiations. Use your previous SaaS or Enterprise selling experience to educate, problem-solve, and deliver guidance to our customers. You may occasionally be asked to help with RFPs and questionnaires. At any given time, you may be supporting as many as 15-20 opportunities in various stages of that process.

Engage with Customer Opportunities:

You're someone who loves working with customers. Your audience will be our customers' business heads, ad operations leads, product leads, etc. We will rely on you to ensure that the key business influencers of our customers deeply understand our technology, the value we bring, and what makes it different (and better than that of our competitors). We’ll also count on you to be a trusted adviser to clients and explain complex solution use cases in layman’s terms to prospects at meetings throughout the EMEA region.

Qualifications

5-8 years experience selling AdTech platforms, SaaS Platforms, and Enterprise Solutions to publishers
Experience adapting to a rapidly changing product and responding strategically to customer needs
Strong interpersonal skills and experience developing working relationships at all levels of management
Great track record of sourcing, developing, and maintaining partner relationships
Proven closer who can source leads independently and also work within a team environment engaging with existing customers
Proven history of high-quality customer service and partnership development
Strong communicator with exceptional presentation and sales skills
London-based role and able to travel to customer meetings throughout the EMEA region as required. Some US travel may be required.

product sales jobs

Director Enterprise Business Development EMEA