Director, Publisher Development (Mid-Market)

Raptive • New York, NY

27d • $140,000 - $165,000

About The Position

We are seeking a results-driven Director of Publisher Development to lead our expansion into the Mid-Market sector. This pivotal role sits between our Creator Growth (individual solopreneurs) and Enterprise (large-scale media orgs) divisions, focusing specifically on independent media companies and boutique publishers with established teams (typically 10–50 employees).
You will identify, cultivate, and close a book of business of qualified, independent media companies in a full-cycle sales role. The ideal candidate is an expert in solution selling who can navigate the nuances of selling to small-to-mid-sized business owners and operations leads. You possess the "hunter" mentality required to build a strong pipeline, combined with the programmatic expertise and gravitas to demonstrate value to sophisticated business operators.

Requirements

• Relevant Sales Experience: 5–8 years of experience in AdTech or SaaS sales, ideally working with publishers or sell-side technology.
• Mid-Market Proficiency: You have experience selling to small-to-mid-sized businesses (SMBs/Mid-Market). You understand how to speak to Founders, CEOs, and Ops Leads who are sophisticated and agile.
• Programmatic Knowledge: Extensive knowledge of the digital advertising ecosystem, programmatic media buying/selling, and the challenges facing independent media companies today.
• Proven Closer: A demonstrated track record of consistently meeting and exceeding new business and revenue targets. You have a "hunter mentality" and are driven to independently prospect and build new relationships.
• Strategic Communicator: Exceptional communication and presentation skills, with the ability to synthesize complex value propositions into clear, persuasive narratives for diverse stakeholders.
• Tech-Savvy: Proficiency with lead gen and intelligence tools (e.g., SalesLoft, SimilarWeb, Ads.txt Finder, ZoomInfo) to research prospects and inform outreach strategy.

Responsibilities

• Target & Acquire Mid-Market Publishers: Focus your efforts on acquiring media companies and independent publishers with 10–50 employees, positioning Raptive as the essential partner for their next stage of growth.
• Full-Cycle Sales Management: Develop and manage an end-to-end sales pipeline, from prospecting and qualification to deal negotiation and execution. You will be responsible for consistently meeting or exceeding new business revenue targets.
• Consultative Solution Selling: Conduct deep discovery to uncover the unique pain points of mid-sized media businesses. Translate Raptive’s suite of services—from ad management to audience growth and SEO tools—into compelling sales narratives that address their specific business models.
• Strategic Evangelism: Evangelize Raptive as the best-in-class ad management service for premium independent publishers. Represent the company at industry events, thought leadership forums, and conferences to engage prospective partners.
• Data-Driven Forecasting: Use Sales Intelligence and CRM tools (Salesforce, SalesLoft) to accurately track deal activities, forecast KPIs, and maintain a healthy pipeline.
• Cross-Functional Collaboration: Partner with Marketing to develop collateral that supports new business growth and work with Onboarding and Strategy teams to ensure a seamless transition for new partners.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed