Associate Director, Business Development, OpenWrap

  • Full-time
  • Department: OpenWrap Sales

Company Description

PubMatic (Nasdaq: PUBM) is an independent technology company maximizing customer value by delivering digital advertising’s supply chain of the future.

PubMatic’s sell-side platform empowers the world’s leading digital content creators across the open internet to control access to their inventory and increase monetization by enabling marketers to drive return on investment and reach addressable audiences across ad formats and devices. Since 2006, our infrastructure-driven approach has allowed for the efficient processing and utilization of data in real-time. By delivering scalable and flexible programmatic innovation, we improve outcomes for our customers while championing a vibrant and transparent digital advertising supply chain.

Job Description

This role will be responsible for selling PubMatic’s unified auction platform, OpenWrap, into the US publisher community. This seller will build deep, trusted relationships across our most strategic customers to successfully close OpenWrap opportunities. The successful candidate will conduct sales pitches and coordinate platform demos to showcase the value of OpenWrap’s technology. The Associate Director, Business Development, OpenWrap will be responsible for managing the sales cycle from start to finish, including managing contract negotiations and obtaining final sign-off.

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 and OpenWrap’s technical capabilities. Understand the unique features and customer benefits our platform offers and how to speak with confidence, knowledge, and credibility about what we bring 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 ad tech knowledge 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 US.


  • 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
  • Strong network of relationships in the publisher community
  • Proven history of high-quality customer service and partnership development
  • Strong communicator with exceptional presentation and sales skills
  • NYC-based role and able to travel to customer meetings throughout the US

Additional Information

Compensation Information

Salary ranges from $110,000 to $130,000 

In accordance with applicable law, the above salary range provided is PubMatic’s reasonable estimate of the base salary for this role. The actual amount may vary, based on non-discriminatory factors such as location, experience, knowledge, skills and abilities. In addition to salary PubMatic also offers a bonus, restricted stock units and a competitive benefits package.

Additional Information

Return to Office: PubMatic employees throughout the globe have returned to our offices via a hybrid work schedule (3 days “in office” and 2 days “working remotely”) that is intended to maximize collaboration, innovation, and productivity among teams and across functions.  All PubMatic employees in the US and India are required to be fully vaccinated to return to our offices.  Covid-19 boosters are not required at this point in time.

Benefits: Our benefits package includes the best of what leading organizations provide such as, paid leave programs, paid holidays, healthcare, dental and vision insurance, disability and life insurance, commuter benefits, physical and financial wellness programs, unlimited DTO in the US (that we actually require you to use!), reimbursement for mobile and internet expenses and fully stocked pantries plus in-office catered lunches 3 days per week.

Diversity and Inclusion: PubMatic is proud to be an equal opportunity employer; we don’t just value diversity, we promote and celebrate it. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.