Director, Business Development - Contracting Lead

Location & Schedule

This is a New York City, NY, based position that works both in-office (3 days/week) and remotely. #LI-Hybrid

This Director, Carriage Licensing/Negotiation/Contracting role will accelerate revenue growth for DIRECTV Advertising by leading commercial agreement structuring, redlining, negotiation support, and deal term execution across content negotiations, device/OEM partnerships, and Programmer Services monetization.

This role will serve alongside existing team members as an Ad Sales stakeholder and owner embedded in Programmer carriage and distribution negotiations and OEM device negotiations, responsible for ensuring DIRECTV ad inventory monetization is preserved and expanded through deal terms, governance, and ongoing partner execution.

A growing focus of this role will also include partner growth strategy including negotiation, pricing, deal execution, and ongoing commercial governance, to expand adoption of DIRECTV’s available ad products, technology services and platform, and data solutions (e.g., Dynamic Ad Insertion (DAI), Pause Ads, audience/data enhancement services, and related capabilities) across DIRECTV Axis (DIRECTV Advertising’s Emmy award‑winning proprietary ad tech platform) and DIRECTV’s Advantage suite (a comprehensive set of data and ad management tools and advanced ad experience capabilities) that will unlock incremental advertising and data revenues.

• Serve as primary Ad Sales stakeholder in strategic negotiation, contract structuring, redlining, and interpretation for content programmers, distribution partners, and device/OEM partners, including documenting negotiated positions and driving deal term execution.
• Lead partner commercialization including structure complex negotiations and execution of agreements (e.g., insertion order structures, revenue share models, managed services, data licensing/usage terms, measurement, and reporting agreements) across monetizable ad products including Dynamic Ad Insertion (DAI), Pause Ads opportunities, and other emerging ad formats and data capabilities across the DIRECTV platform.
• Be capable of owning contract deal terms end-to-end, including management of contractual redlining process and clause‑by‑clause review, development of fallback positions, alignment of business terms with legal and operational requirements; serve as the first line of defense for contract interpretation questions and partner with Legal on interpretation discussions and guidance as needed.
• Create executive deal summaries of contracting progress, main negotiation points, and outcomes.
• Work closely and collaboratively with enterprise partners in Content, Product, Ad Operations, Legal, Finance, Sales leadership, and other stakeholders.
• Own first of kind deal structures where precedent does not exist. Create and maintain contract templates across DIRECTV Advertising products (advertising, technology, and data), coordinating internal reviews, revisions, and active negotiation redlines to improve speed, consistency, and risk posture.
• Create, maintain, and/or partner with Product Marketing to develop pitch materials (e.g., product overviews, partner proposals, business cases, and go‑to‑market narratives) to support commercialization across priority partner segments, including Programmer Services.

• BS/BA required; advanced degree (e.g., JD or MBA) preferred.
• Relevant certifications are a plus (e.g., IAB Digital Media Sales, privacy/data coursework, programmatic/ad tech certifications).

• 5 – 7 years required, 7+ years desired of business development, contract negotiation, and redlining experience; deep familiarity with Programmer, Distributor, and OEM landscape and industry standard terms preferred.
• Demonstrated success structuring and negotiating complex commercial agreements (revenue share, technology‑enabled services, data products), with meaningful hands‑on experience in contracting, redlining, and managing contract workflows across multiple active negotiations.
• Comfortable managing a high volume of detailed agreement review, negotiation tracking, and…