Director, Business Development

About the Role:

PubMatic is adding a new experienced Sales Leader to build, scale, and manage a brand new, high-performing Business Development Representative (BDR) function and team. You possess deep knowledge of the ad tech ecosystem, a proven track record in developing BDR teams, and the ability to drive outbound sales strategies in a distributed, digital-first environment.  Reporting into the SVP, AdSols, you and the BDR team will focus on selling into global brands, advertisers and independent ad agencies. 

What You'll Do: 

Team Leadership & Development 

• Recruit, onboard, and mentor a team of three to five BDRs, fostering a culture of high performance, collaboration, and recognition. 
• Set clear team goals, KPIs, and development plans, providing ongoing coaching and feedback to drive individual and team success. 
• Promote PubMatic’s values and culture of recognition, excellence, transparency, and continuous learning. 

Sales Strategy & Execution 

• Design and implement outbound prospecting strategies aligned with PubMatic’s sales objectives and market positioning.  
• Oversee lead generation, qualification, and pipeline management to ensure accurate forecasting and achievement of revenue goals. 
• Collaborate with cross-functional teams (in-market sellers, marketing, product, sales engineering) to refine messaging and optimize the sales process. 

Operational Excellence 

• Leverage CRM and sales enablement tools to monitor team performance, analyze data, and identify areas for improvement. 
• Ensure alignment between BDR activities and overall sales goals, focusing on high-value prospects and opportunities. 
• Champion best practices for remote team management, ensuring clarity, consistency, and strong communication. 

Market & Product Expertise 

• Maintain up-to-date knowledge of ad tech trends, programmatic advertising, and PubMatic’s product suite to effectively coach the team and engage prospects.
• Act as a subject matter expert, supporting BDRs in articulating PubMatic’s value proposition and competitive differentiators.

We'd love for you to have: 

• Bachelor’s degree in Business, Marketing, Communications, or related field (or equivalent experience). 
• Seven plus years of experience in sales or business development, with at least 2 years in a leadership role managing BDR or SDR teams, ideally in ad tech or SaaS environments. 
• Demonstrated success in building and scaling remote or distributed sales teams, with a focus on coaching and talent development. 
• Deep understanding of the digital advertising ecosystem, programmatic solutions, and current industry trends. 
• Proficiency in CRM platforms and sales technology stacks (e.g., Salesforce, 6Sense, Pardot, etc.). 
• Strong analytical, strategic thinking, and problem-solving skills; data-driven approach to decision-making. 
• Excellent communication, interpersonal, and motivational skills, with a passion for fostering team culture and engagement. 

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.

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 fully stocked pantries plus in-office catered lunches 5 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

About PubMatic

PubMatic is one of the world’s leading scaled digital advertising platforms, offering more transparent advertising solutions to publishers, media buyers, commerce companies and data owners, allowing them to harness the power and potential of the open internet to drive better business outcomes.

Founded in 2006 with the vision that data-driven decisioning would be the future of digital advertising, we enable content creators to run a more profitable advertising business, which in turn allows them to invest back into the multi-screen and multi-format content that consumers demand.

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