Director of Business Development - Publishers

Job Title: Director of Business Development, Publishers

Location-Type: Hybrid - Short Hills, NJ (4 days onsite preferred; flexibility for 3 days)

Start Date Is: ASAP

Duration: Permanent / Full-Time

Compensation Range: $170,000-$180,000 base salary + uncapped commission

Travel: 10-15% annually

Benefits: Eligible for Health, Dental, Vision, 401K, PTO

Must be authorized to work in the U.S. This position is not eligible for sponsorship

Job Description:

The client is seeking a commercially driven Director of Business Development to expand publisher partnerships, drive monetization opportunities, and grow revenue through programmatic advertising, AI-powered publisher solutions, and strategic business development.

Responsibilities:

• Drive new business development and expand existing publisher relationships (50% hunter / 50% farmer).
• Prospect and build partnerships with healthcare publishers ranging from enterprise organizations to niche publications.
• Sell publisher monetization, programmatic advertising, AI solutions, and audience engagement products.
• Identify publisher supply opportunities that align with advertiser demand and campaign requirements.
• Manage the full sales cycle, including prospecting, presentations, negotiations, closing, and onboarding.
• Negotiate complex commercial agreements, including revenue-sharing models and guarantees.
• Upsell existing publisher accounts and identify new revenue opportunities.
• Build relationships with senior executives and key decision-makers.
• Collaborate with internal sales, product, and operations teams to support publisher integrations.
• Maintain accurate pipeline reporting and CRM activity.

Minimum Requirements:

• 7+ years of experience in business development, publisher partnerships, or enterprise sales.
• Strong background in supply-side advertising technology (SSP), publisher monetization, or open-web programmatic advertising.
• Experience selling monetization solutions, AI publisher products, or audience engagement solutions.
• Proven experience selling to enterprise publishers and navigating complex organizations.
• Strong understanding of publisher business models, supply-side challenges, and revenue generation.
• Experience negotiating commercial agreements, revenue-sharing structures, and strategic partnerships.
• Demonstrated success exceeding revenue targets and closing new business.
• Established publisher relationships and strong executive-level communication skills.
• Ability to independently manage a pipeline, prospect new business, and grow existing accounts.
  
  Strong relationship-building, consultative selling, and problem-solving skills.

Preferred Qualifications:

• Experience selling to healthcare publishers or healthcare-focused media organizations.
• Knowledge of HIPAA and healthcare advertising regulations.
• Experience with AI-powered publisher solutions, content monetization, or traffic recovery.
• Background at leading SSP, ad tech, or publisher monetization platforms.
• Experience with niche or specialized publisher audiences.
• Familiarity with CRM platforms, Linked In Sales Navigator, and Zoom Info.