Publisher development executive

Job Description: Publisher development executive

Responsibilities:

•  Initiate first-level contact with prospective leads through Account-based Sales.

•  Create and execute outreach strategies in collaboration with sales ops and ad ops teams.

•  Develop efficient strategies to transition closed deals to Account Managers for onboarding and account management.

•  Lead discovery calls with prospects to understand their revenue and organisational goals.

•  Gather intelligence on prospects needs, pain points, and bottlenecks.

•  Understand customer goals, plans, challenges, timelines, budgets, and internal hierarchies.

•  Structure and orchestrate deals to meet company revenue goals.

•  Handle objections and address challenges, queries, and concerns from publishers.

•  Set up demo calls with prospects to showcase our products and solutions.

•  Generate and track a healthy sales pipeline, developing and communicating accurate revenue forecasts for internal planning.

•  Log all activities in the CRM and maintain CRM adherence to ensure a clean repository of sales and marketing data.

•  Stay up to date with all product releases and sales collateral.

•  Resolve customer queries while displaying deep industry knowledge.

•  Build a knowledge base and canned responses for common queries.

•  Help users understand the tool/product better.

Qualifications:

Professional Competencies:

•  1-2 years of sales experience with digital publishers, ad networks, and CTV channels.

•  Understanding of analytics and ad networks (AdSense, AdX, and DFP).

•  Preferred: A book of key contacts and decision-makers in the digital video publishing and CTV market.

•  Excellent verbal and written communication skills in English.

•  Ability to design and set processes that are clear to others.

•  Preferred: Prior experience in publisher-focused sales/customer success roles.

•  Proficiency in MS Excel and Google Spreadsheets.

•  Great attention to detail, structured and analytical approach, critical and logical thinking.

•  Highly motivated self-starter who can own the process and work independently.

•  Consistent track record of achieving sales objectives and demonstrable planning and forecasting skills.

•  Ability to work in a dynamic environment.

Cultural Competencies:

•  Must be able to work primarily between the hours of 9:30 AM - 6:30 PM IST.

•  Must have a player/coach mentality, willing to both execute and lead.

•  Ability to juggle multiple projects concurrently and set and meet deadlines.

•  Skilled at receiving and providing direct feedback.

•  Collaborative mindset and great teamwork skills.

•  Entrepreneurial and adaptable; great learning skills.

•  Curious, research-minded, and data-informed.

•  Able to search for possible solutions and apply them.

•  Creative confidence.

•  Proactive communicator.

•  A sense of humor and a love of online culture.