Vice President, Enterprise Publisher Sales (Individual Contributor- Ad Tech Expe

Freestar · United States · posted today ago

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About this role

About Freestar:

Freestar engineers cutting-edge monetization solutions for websites. By combining industry-leading technology, data, and massive scale, we enable busy site owners to seamlessly maximize revenue while freeing themselves of the hassles of ad operations. Publishers then have more time to do what they do best: create content.

Job Description:

We are seeking a seasoned, commercially minded Vice President, Enterprise Publisher Sales to drive net-new revenue with Comscore 250 Publishers. This is an advanced, high-touch individual contributor role for an ad tech professional who understands the deep technical and yield nuances of the programmatic ecosystem.

You won't be managing a team or managing process metrics—you will be in the field, "connecting the dots" for enterprise publishers, proactively identifying hidden yield opportunities, and managing complex, high-value deal cycles from first contact to close.

Working closely under the leadership of our EVP of Growth, you will take full ownership of your pipeline, leveraging your domain expertise to navigate technical conversations, build trust with executive stakeholders, and move deals across the finish line.

Key Responsibilities

Enterprise Deal Execution & Pipeline Ownership

Proactive Prospecting & Pipeline Generation: Identify, map, and engage key decision-makers (C-Suite, VPs of Revenue/Yield, Ops Leaders) across Comscore 250 enterprise publishers.
Complex Deal Management: Lead end-to-end sales cycles for premium/enterprise accounts—from initial discovery and yield auditing through contract negotiation and execution.
Solution Selling & Yield Strategy: Translate complex programmatic solutions (header bidding, server-to-server, identity solutions, supply-chain optimization) into clear, high-ROI business outcomes for publisher leadership.
Proactive Problem Solving: Uncover publisher pain points, evaluate their existing ad stack, and connect the dots between Freestar’s tech stack and the publisher’s revenue potential.

Market Expertise & Strategic Alignment

Follow Leadership & Execute: Partner directly with the EVP of Growth to align on high-level strategic accounts while exercising total autonomy and accountability over your individual sales motion.
Executive Relationship Building: Serve as a trusted advisor to enterprise publishers, acting with the professional maturity and confidence required to handle high-stakes negotiations and complex deal dynamics.
Cross-Functional Collaboration: Partner with Solutions Engineering, Sales Ops, and Product teams to validate deal structures, assist in custom yield projections, and ensure seamless handoffs to account management upon close.
Industry Presence: Represent Freestar as a subject matter expert at industry conferences, summits, and client networking events.

Qualifications:

7+ years of quota-carrying enterprise sales experience within the Ad Tech / Programmatic ecosystem (SSP, DSP, Ad Server, Header Bidding wrapper, or Monetization Platform).
Proven track record closing Comscore 250 / Enterprise Publishers with a history of consistently exceeding multi-million dollar annual revenue targets.
Deep Technical & Programmatic Aptitude: In-depth understanding of the programmatic publisher stack—header bidding (Prebid), OpenRTB, identity/addressability frameworks, private marketplaces (PMPs), and yield optimization strategies.
Individual Contributor Mindset: High agency, self-directed, and motivated by closing major deals rather than managing people or administrative ops.
Executive Maturity: Outstanding business acumen, negotiation skill, and the confidence to hold executive-level conversations with digital media leaders.
CRM Literacy: Proficiency with HubSpot or enterprise CRM systems for pipeline tracking and forecasting.

We’d also like to see:

Excellent verbal and written communication skills.
Internally motivated with a strong sense of urgency to drive projects to completion.
Exceptional organizational skills with the ability to navigate multiple competing priorities.
Professional maturity, aptitude, and confidence.
Teamwork, interpersonal & relationship-building skills.

Freestar is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran or disabled status, or genetic information.