Director, Publisher Development

Summary

GumGum is a contextual-first global advertising technology company that captures people’s attention, without the use of personal data. We believe that a digital advertising ecosystem based on understanding a consumer’s active frame of mind rather than behavior builds a more equitable and safer future for consumers, publishers and advertisers alike. Founded in 2008, GumGum is headquartered in Santa Monica, California and operates in 19 markets worldwide. For more information, visit gumgum.com.

The Director, Publisher Development is focused on creating new opportunities for the Verity platform business with Publishers.  They will be a key strategic partner to publishers in educating them on contextual advertising technologies, new revenue opportunities for their sales teams, and the benefits of brand safety.  The role will drive new business by enabling publishers on the Verity platform.  

This role will own the end to end sales process for publishers for the Verity platform.  The role will work with marketing, SDRs, product, legal, customer success and the head of Verity to streamline the sales and onboarding process for new publishers.  This role will play a key role in refining the go-to-market strategy for Verity focused on the publisher market; including developing target accounts, solution packages, and measurement frameworks for publisher ROI.

Note: GumGum currently operates in a ‘work from home’ virtual environment with sporadic opportunities for in-person business and morale events (health guidelines permitting). There will not be any requirement to go into the office on a daily basis moving forward. GumGum is only open to hiring remote candidates who are residents in the following states: AZ, CA, CO, CT, FL, GA, IA, IL, IN, KY, MA, MD, MI, NJ, NY, OH, OR, PA, TN, TX, UT, VA, WA, and MN.

Responsibilities

• Lead, negotiate and execute new sales opportunities for Verity with publishers.
• In partnership with marketing and the SDR team, develop a pipeline to support quota and goals for the Verity publisher business. 
• Partner with the GumGum Sales and Publisher Partnerships team to develop new leads and opportunities for the Verity business.
• Drive distribution of the Verity platform with target publishers.
• Collect market data from publisher prospects and clients for Verity and work in partnership with the product team to further align the product with market needs.
• Work closely with the Customer Success team to educate them on the publisher’s needs and goals to ensure a smooth transition from Sales to Customer Success.

Minimum Qualifications

• Bachelor’s degree in Marketing, Advertising, Communications or similar
• 7 years of work experience in selling data driven or SaaS solutions to publishers with a deep understanding of digital marketing. 
• Intermediate experience leading and negotiating SaaS products.
• Advanced understanding of digital products & publisher approaches to monetization
• Demonstrated ability to understand publisher requirements and develop solutions to support their needs
• Ability to develop, negotiate and close SaaS contracts
• Ability to develop compelling pitch documents and present confidently to prospects 
• Advanced negotiation skills 
• Ability to actively listen to client feedback & translate into product optimization
• Can work with a high degree of autonomy and ambiguity
• Leads and adjusts through changing work environment
• Able to be flexible to publisher demands while still meeting commercial outcomes for GumGum
• Generates innovative solutions and ideas to creatively execute with publishers
• Exceptional written and verbal communication skills
• Working knowledge of Salesforce or similar CRM Systems
• Ability to create and articulate technology driven solutions to publisher teams 
• Growth mind-set and focus on execution
• Comfortable with an unstructured role that requires frequent changes in prioritization of time and focus, in a fast-paced environment
• Ownership mentality and proven ability to get things done without dedicated resources or oversight

Benefits & Perks

• Medical Coverage including 100% premium coverage for employee spouse/family 
• Vision Coverage including 100% premium coverage for employee spouse/family
• Dental Coverage including 100% premium coverage for employee spouse/family
• Flexible Spending Account (FSA)
• Employer-Matched 401(k) Retirement Plan
• Life Insurance and AD&D
• Business Travel Accident Insurance
• Short-Term and Long-Term Disability 
• Stock Incentive Program (role dependent)
• Paid Parental Leave - Birth parents can receive up to 16-18 weeks for birth recovery and baby bonding. Non-birth parents can receive up to 10 weeks for baby bonding
• Transitional Return-to-Work Schedule 
• Modern Family Support: Cleo App
• Employee Assistance Program
• Legal and Identity Theft Protection
• Student Loan Repayment Assistance
• WFH Stipend 
• Wellness Reimbursement 
• Flexible Time Off 
• Veterinary Discounts
• WeWork Monthly Pass
• Pet friendly organization - We love our fur babies! Check us out on Instagram @dogsofgumgum
• Incredible work/life balance with a collaborative and friendly work space
• A team that has transitioned to remote work impressively, and remains highly collaborative and connected
• GumGum Gives Back volunteering opportunities
• Virtual company events and (optional) in-person celebrations
• Virtual monthly team bonding events
• Anniversary recognition and awards

Career & Development Focus

• Ongoing learning and development for education opportunities such as webinars, books, classes, relevant conferences and events
• Opportunities to pursue business related side projects and yearly Hackathon
• Highly encouraged to contribute to open source software, including our own open source software
• Environment of learning from peers, including meetups, presentations and blog posts
• Opportunity to work with cutting edge technology
• Life Skills sessions - geared towards the whole life/ health / person
• Leadership Bites Dinner Series - connecting current and future GumGum leaders over great food and meaningful conversation 
• The Voice Coalition- through our council committee, The VOICE Coalition’s mission is to build an equitable, supportive, and inclusive culture where all voices are heard and all differences are celebrated through thoughtful, engaging, and authentic programming and community involvement. We’ve created awareness and appreciation for our employees through Hispanic Heritage month, Women of GumGum, Asian Pacific American, GG Pride, etc.

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