Director of Business Development - Publishers

Apply now: Director of Business Development, Publishers, location is hybrid in Short Hills, NJ. The start date is ASAP for this permanent position.

Job Title: Director of Business Development, Publishers
Location-Type: Hybrid - Short Hills, NJ (4 days onsite preferred; flexibility for 3 days)
Start Date Is: ASAP
Duration: Permanent / Full-Time
Compensation Range: $170,000-$180,000 base salary uncapped commission
Travel: 10-15% annually
​Benefits: Eligible for Health, Dental, Vision, 401K, PTO
Must be authorized to work in the U.S. This position is not eligible for sponsorship.

Job Description:

The client is seeking a commercially driven Director of Business Development to expand publisher partnerships, drive monetization opportunities, and grow revenue through programmatic advertising, AI-powered publisher solutions, and strategic business development.

Responsibilities:

• Drive new business development and expand existing publisher relationships (50% hunter / 50% farmer).

• Prospect and build partnerships with healthcare publishers ranging from enterprise organizations to niche publications.

• Sell publisher monetization, programmatic advertising, AI solutions, and audience engagement products.

• Identify publisher supply opportunities that align with advertiser demand and campaign requirements.

• Manage the full sales cycle, including prospecting, presentations, negotiations, closing, and onboarding.

• Negotiate complex commercial agreements, including revenue-sharing models and guarantees.

• Upsell existing publisher accounts and identify new revenue opportunities.

• Build relationships with senior executives and key decision-makers.

• Collaborate with internal sales, product, and operations teams to support publisher integrations.

• Maintain accurate pipeline reporting and CRM activity.

Minimum Requirements:

• 7 years of experience in business development, publisher partnerships, or enterprise sales.

• Strong background in supply-side advertising technology (SSP), publisher monetization, or open-web programmatic advertising.

• Experience selling monetization solutions, AI publisher products, or audience engagement solutions.

• Proven experience selling to enterprise publishers and navigating complex organizations.

• Strong understanding of publisher business models, supply-side challenges, and revenue generation.

• Experience negotiating commercial agreements, revenue-sharing structures, and strategic partnerships.

• Demonstrated success exceeding revenue targets and closing new business.

• Established publisher relationships and strong executive-level communication skills.

• Ability to independently manage a pipeline, prospect new business, and grow existing accounts.

• Strong relationship-building, consultative selling, and problem-solving skills.

Preferred Qualifications:

• Experience selling to healthcare publishers or healthcare-focused media organizations.

• Knowledge of HIPAA and healthcare advertising regulations.

• Experience with AI-powered publisher solutions, content monetization, or traffic recovery.

• Background at leading SSP, ad tech, or publisher monetization platforms.

• Experience with niche or specialized publisher audiences.

• Familiarity with CRM platforms, LinkedIn Sales Navigator, and ZoomInfo.