The Role:We are seeking a high-performing Business Development Director to significantly grow revenue by selling our proprietary audience solutions and data packages to brands, media agencies, and trading desks.
The successful candidate will be a specialist in B2B or Healthcare data and possess a deep understanding of the agency and ad tech landscape. This role requires a professional who is disciplined, brings urgency, and has a proven passion for partnering with agency and client leaders to drive digital transformation.
This is an individual contributor role, reporting directly to the SVP of Sales.
What you'll do:- Build and manage a revenue pipeline. Hunt new business within target verticals and agencies, run outbound campaigns, develop warm introductions into long-term partnerships and maintain 3-4× pipeline coverage.
- Practice consultative selling. Understand each client's goals and develop tailored audience strategies that unlock those objectives. Collaborate with internal teams to design PMP deals and direct IO campaigns.
- Package audiences: Understand our 1P signals and data partnerships and translate into sellable opportunities; brief Product/Operations, create PMP deals, whitelists, and direct IO deals for social activations-with a strong focus on B2B or Healthcare focused, data-layered PMP offerings.
- Forecasting & pricing: Own deal strategy, rate cards, and volume commitments; maintain accurate pipeline in HubSpot,drive opportunity progression, and ensure SLAs are met.
- Relationship management: Cultivate senior relationships at agencies (planning, investment, programmatic), sales leadership at platforms and directly with brand marketers. Position RevOptimal as a long-term growth partner, not just a data vendor.
- Voice of customer: Channel market feedback to product and data teams to improve audience product strategy and internal reporting.
You Have:- 7+ years in digital ad, audience or programmatic sales at a publisher, data provider, DSP, SSP or other media platform.
- A track record of exceeding quota selling audience/data solutions, PMPs or direct IO deals to agencies/brands, including experience with B2B and/or Healthcare-focused opportunities.
- Existing relationships across holding-company agencies or independents and/or trading desks; comfortable presenting to senior buyers and stakeholders.
- Fluency in the programmatic landscape and all its acronyms - from DMP to PMP
- Strong commercial acumen: pricing strategy, negotiation, and multi-threading complex deals.
- CRM discipline (Salesforce or HubSpot), plus working knowledge of Excel/Sheets; comfort with BI tools like Omni/Looker/Tableau a plus.
- Excellent communication-clear, concise proposals and persuasive storytelling.
- Strategic, disciplined, and proactive - someone who thrives in high-accountability, performance-first cultures
- IAB Digital Media Sales Certification, The Trade Desk Edge Academy, Google DV360 certifications.
- Familiarity with privacy frameworks (GDPR, CCPA/CPRA), consent signals, and identity/clean-room solutions.
Compensation & Benefits:- OTE: base + uncapped variable, with accelerators for over-performance
- Benefits: Medical, dental, vision; generous PTO
