About PubMatic

PubMatic is the automation solutions company for an open digital media industry. Featuring the leading omni-channel revenue automation platform for publishers and enterprise-grade programmatic tools for media buyers, PubMatic’s publisher-first approach enables advertisers to access premium inventory at scale. Processing nearly one trillion ad impressions per month, PubMatic has created a global infrastructure to activate meaningful connections between consumers, content and brands. Since 2006, PubMatic’s focus on data and technology innovation has fueled the growth of the programmatic industry as a whole. Headquartered in Redwood City, California, PubMatic operates 11 offices and six data centers worldwide.

PubMatic is changing the conversation around how buyers access supply. The role of Director, Advertiser Solutions Strategy, EMEA is a highly visible and strategically important role suited to an individual whose digital media experience has given them a complete understanding of the EMEA programmatic ecosystem, from brand through to consumer and all touchpoints in between with a particular focus on the buy side landscape (DSP/Trading Desk/Media Agency) and the impact that programmatic/digital trading is having on the current ecosystem.

The Director of Advertiser Solutions Strategy, EMEA will be tasked with engaging key senior influencers, both strategic and tactical, within the major agencies and their holding companies, to challenge their current assumptions around programmatic and sell in new partnership and commercial models. To be successful, they will require a sophisticated understanding of the varying business models of buyers and publishers and be able to think strategically and act collaboratively, involving other PubMatic directors, executives and subject-matter experts as needed to achieve their goals. This role, whilst autonomous in the main will report directly to the VP, EMEA and be a part of the EMEA Leadership Team.

The main areas of responsibility will be:

• Identify and management the execution of pan-regional executional programs to deliver against the strategic goals.
• Define PubMatic’s partnership sales strategy across DSPs and agency holding companies clearly demonstrate the value of such partnerships and strategies to the wider PubMatic business.
  
• Engage with PubMatic’s locally based demand teams across EMEA to ensure strategic and tactical goals are aligned.
• Identify and develop ‘markets’ for emerging products, offerings and business models to drive the evolution of the programmatic landscape.
• Be the ‘voice of EMEA’ with relevant internal stakeholders (global demand, product management and R&D teams).
• Stay abreast of the latest programmatic and technology trends, through their attendance at industry events and the consumption of relevant trade media, consolidating that knowledge into actionable insight for internal stakeholders to act upon.

Candidate experience:

• Extensive experience in sales, business development, commercial strategy and/or product within an advertising technology company, with a record of progressive responsibility and accomplishments.
• Be able to showcase senior level (influencer) contacts within display, mobile, video and native demand partners across EMEA.
• Knowledge of both display and sell side technology organisations coupled with deep relationships within agency holding companies.
• Working in a business that transformed it’s commercial model from one that is purely IO based to one that is a combination of IO and ARR focused, ideally in a PaaS/SaaS environment.
• A proven track record in developing and executing long-term, complex deals that may involve global collaboration between multiple internal and external stakeholders.
• Have worked with product management/R&D teams to shape the roadmap of product features to support client needs.
• A deep understanding of inventory yield strategy with the ability to mine data and develop executionable commercial insight.
• Understand the dynamics of the sell-side, most notably the operational element of supply side platforms and ad serving technology and how these support the evolving needs of publishers.
• Demonstrate innovative thinking in defining new commercial models that challenge those already in existence.

Key requirements

• Analytical thinking: coupled with the project management and operational skills required to drive change.
• Impact and influence: be able to motivate individuals who are not direct reports, driving a culture of collaboration and accountability.
• Growth mindset: willing to take risks, ask questions, and even appear foolish in order to learn; not focused on status or authority
• Communication: confident to present complex messages to all levels of an organization from C-suite to account managers.
• Organisational agility: ability to navigate the challenges that a global, matrixed organisation (both internally and externally) will present, including the ability to quickly connect the dots between all functions and quickly possess a deep understanding of PubMatic’s technology, service offerings, and capabilities.
• Commercial understanding: be able to develop commercial models and legal terms in partnership with PubMatic’s corporate functions.
• Customer focused: putting the customer at the heart of all conversations.
• Travel: to support of business objectives (prospect/client meetings, conferences, internal meetings).

In addition, we highly value individuals who are:

• Optimistic but realistic and with a strong sense of humor.
• Highly motivated to work for a growth business and aware of the difference relative to working for a large corporate organisation.

What you do at PubMatic matters.