Director, Buyer Development Sales

Company at a Glance

OpenX is focused on unleashing the full economic potential of digital media companies. We do this by making digital advertising markets and technologies that are designed to deliver optimal value to publishers and advertisers on every ad served across all screens.

At OpenX, we have built a team that is uniquely experienced in designing and operating high-scale ad marketplaces, and we are constantly on the lookout for thoughtful, creative executors who are as fascinated as we are about finding new ways to apply a blend of market design, technical innovation, operational excellence, and empathetic partner service to the frontiers of digital advertising.

OpenX, the world’s largest people-based advertising exchange, is seeking a Director to join our US Buyer Development team. This position will play a critical role in the expansion of the OpenX business with brand advertisers and global ad agencies at a time of hyper-growth for our company. 

Reporting directly to the RVP, Buyer Development Sales, the Director will lead a team who will focus on revenue for OpenX through programmatic deals with brands and agencies in the US market. 

This critical member of the Buyer Development team will have a unique opportunity to influence the direction of the company, cement our position as the foremost identity-focused SSP, and truly own a set of high-value client relationships.

Success in this position requires a passion for programmatic advertising  with a heavy emphasis on connecting with programmatic advertising decision-makers, managing a sales cycle, negotiating and closing programmatic deals with clients and agencies. Candidates must bring a strong consultative sales mindset, and have the ability to thrive in a dynamic, team-focused environment, delivering results against revenue and MBO-based goals. 

Key Responsibilities 

Manage a team of sellers to grow revenue with their assigned holding companies, brands, agencies, agency trading desks (ATDs), consultancies, and managed service providers

Function as a business owner for your team’s assigned book: be deeply familiar with your region, own a quota and deliver regular, accurate updates on performance, client engagement, pipeline, and revenue 

Expert-level knowledge of OpenX’s products, the OpenX pitch, and how programmatic decisions are made for all assigned accounts

Grow and expand existing Senior level partnerships

Further entrench OpenX as a trusted partner in the programmatic space, with an eye towards building long-term, revenue-yielding client relationships

Establish OpenX as a market leader in programmatic audience + identity

Help grow OpenX’s best-in-class reputation for programmatic education, thought leadership, and technology

Collaborate with internal stakeholders to deliver to clients the OpenX suite of programmatic and identity-based solutions

Required Qualifications & Skills

7+ years working in online advertising (programmatic buying, account management, sales, etc).

2+ years leadership experience, overseeing revenue-focused sales or business development teams

Solid relationships across marketers, agencies and ATDs and/or previous agency experience working closely with ad tech companies (DSP, DMP, Ad Server, etc)

Excellent teamwork and communication skills

Highly organized, with experience successfully managing multiple projects to tight deadlines

A clear understanding of SSPs/exchanges and programmatic buying fundamentals 

Ability to travel up to 30%

BS/BA degree required or the equivalent combination of education, training and experience. MBA a plus!

Desired Qualifications & Skills

Deep familiarity with ad tech, SSPs, DSPs and the programmatic landscape, as well as with internal org structure at brands, agencies, ATDs and consultancies

Expansive network of strategic and transactional decision-makers on the buy-side, including brand-direct relationships

Well-versed in programmatic audience strategy: CRM, CDP, DMP, 1P+2P+3P data, the future-focused people-based marketing landscape, etc.

Programmatic buying experience at an agency, ATD or brand

Strong executive presence and comfortable presenting to clients of all levels

A consultative, partnership-minded sales approach

Ability to lead all aspects of top-tier buyer relationships – truly ‘own’ a book of business

Excellent problem-solving skills and strong business judgment

Pursuant to any state, local ordinance, or local hiring regulations, we will consider for employment any qualified applicant, including those with arrest and conviction records, in a manner consistent with the applicable regulation. 

OpenX is committed to fair and equitable compensation practices. For all applicants, the base salary range is noted above, per year + bonus + equity + benefits. A candidate’s salary is determined by various factors including, but not limited to, relevant work experience, skills, and certifications. 

A summary of our benefits, which include medical, dental, vision, 401k, equity and more, can be viewed here: https://www.openx.com/company/careers/ A candidate’s salary is determined by various factors including, but not limited to, relevant work experience, skills, and certifications.  

OpenX VALUES

Our five company values form a solid bedrock serving to define us as a group and guide the company. Our values remind us that how we do things often matters as much as what we do.

WE ARE ONE

We are one team. There are no exceptions. We are a group of strong and diverse individuals unified by a shared mission. We embrace challenges and win together as a team. We respect and care about our colleagues and cultivate an inclusive culture

WE ARE CUSTOMER CENTRIC

We innovate on behalf of our customers. We understand, respect, and listen carefully to our customers. We build great products to solve our customers’ problems. We manage our customers’ expectations clearly and honestly. We are a trusted partner to all of our customers - we act with integrity at all times. We care.

OPENX IS OURS

We are all owners of OpenX

We all have a voice to improve OpenX

We stake our personal and professional reputations on the excellence of our work

We are not interested in just "doing our jobs"; we take ownership to drive results

WE ARE AN OPEN BOOK

We understand and respect what each of us does. We are eager to teach and share what we know with others, both internally and externally. We are eager to learn from others and we ask questions internally and externally. 

WE EVOLVE FAST

We take responsible risks and own and learn from our mistakes. We recognize and repeat success. We actively seek out and provide constructive feedback. We adapt quickly and embrace change. We tackle growth and learning with real urgency. We are endlessly curious.

OpenX TRAITS

Our three traits capture what makes a great team member at OpenX.

HUMBLE

Ideal team players are humble and demonstrate integrity. They put the team's success above their own, share credit generously, and value collective achievements. They are self-assured, open to coaching, and committed to continuous learning.

DRIVEN

Ideal team players are results-driven and motivated. They are curious, always seeking more to do, learn, and take on. As proactive problem-solvers, they take initiative without needing external motivation. They continuously think about the next steps and opportunities for improvement.

SMART

Ideal team players are smart and possess the intellectual acumen to understand the complexities of our organization and industry. They are interpersonally intelligent, good communicators, and exemplify sound judgment in their interactions across the company to foster a collaborative environment.

OpenX is committed to equal employment opportunities.

It is a fundamental principle at OpenX not to discriminate against employees or applicants for employment on any legally-recognized basis including, but not limited to: age, race, creed, color, religion, national origin, sexual orientation, sex, disability, predisposing genetic characteristics, genetic information, military or veteran status, marital status, gender identity/transgender status, pregnancy, childbirth or related medical condition, and other protected characteristic as established by law.

OpenX Applicant Privacy Policy

Applicants can review our Applicant Privacy Policy at any time by visiting the following link: https://www.openx.com/privacy-center/applicant-privacy-policy/.

Effective Date: November 21, 2024