Publisher development executive

CyberMedia · India

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.