Director of Business Development - Publishers

Mondo; Short Hills (NJ); Hybrid; USD 170,000 - 180,000; Full time

Benefits offered by this job

Health insurance

Dental insurance

Vision insurance

401K

PTO

Job summary

Mondo seeks a commercially-driven Director of Business Development to expand publisher partnerships and drive monetization opportunities through programmatic advertising and AI-powered publisher solutions.

The role covers full sales cycle, strategic partnerships with healthcare publishers, and collaboration with product and operations to support integrations. Hybrid work in Short Hills, NJ with onsite preference.

Qualifications

• 7+ years in business development, publisher partnerships, or enterprise sales.
• Experience with SSP, publisher monetization or open-web programmatic advertising.
• Proven success selling to enterprise publishers and navigating complex orgs.
• Strong executive-level communication and relationship-building.
• Able to independently manage a pipeline and grow existing accounts.

Responsibilities

• Drive new business development and expand publisher relationships (50% hunter / 50% farmer).
• Prospect and build partnerships with healthcare publishers at various sizes.
• Sell monetization, programmatic advertising, AI publisher solutions, and audience engagement products.
• Identify supply opportunities aligning with advertiser demand and campaigns.
• Manage full sales cycle: prospecting, presentations, negotiations, closing, onboarding.
• Negotiate complex commercial agreements including revenue-sharing models.
• Upsell publisher accounts and identify new revenue opportunities.
• Build relationships with senior executives and key decision-makers.
• Collaborate with internal teams to support publisher integrations and CRM activity.
• Maintain accurate pipeline reporting and CRM activity.

Skills

Business development

Publisher partnerships

Enterprise sales

SSP knowledge

Monetization

Programmatic advertising

Executive engagement

Tools

LinkedIn Sales Navigator

ZoomInfo

CRM platforms

Job description

Director of Business Development, Publishers

Job Title: Director of Business Development, Publishers

Location-Type: Hybrid - Short Hills, NJ (4 days onsite preferred; flexibility for 3 days)

Start Date Is: ASAP

Duration: Permanent / Full-Time

Compensation Range: $170,000-$180,000 base salary + uncapped commission

Travel: 10-15% annually

Benefits: Eligible for Health, Dental, Vision, 401K, PTO

Must be authorized to work in the U.S. This position is not eligible for sponsorship

Job Description:

The client is seeking a commercially driven Director of Business Development to expand publisher partnerships, drive monetization opportunities, and grow revenue through programmatic advertising, AI-powered publisher solutions, and strategic business development.

Responsibilities:

• Drive new business development and expand existing publisher relationships (50% hunter / 50% farmer).
• Prospect and build partnerships with healthcare publishers ranging from enterprise organizations to niche publications.
• Sell publisher monetization, programmatic advertising, AI solutions, and audience engagement products.
• Identify publisher supply opportunities that align with advertiser demand and campaign requirements.
• Manage the full sales cycle, including prospecting, presentations, negotiations, closing, and onboarding.
• Negotiate complex commercial agreements, including revenue-sharing models and guarantees.
• Upsell existing publisher accounts and identify new revenue opportunities.
• Build relationships with senior executives and key decision-makers.
• Collaborate with internal sales, product, and operations teams to support publisher integrations.
• Maintain accurate pipeline reporting and CRM activity.

Minimum Requirements:

• 7+ years of experience in business development, publisher partnerships, or enterprise sales.
• Strong background in supply-side advertising technology (SSP), publisher monetization, or open-web programmatic advertising.
• Experience selling monetization solutions, AI publisher products, or audience engagement solutions.
• Proven experience selling to enterprise publishers and navigating complex organizations.
• Strong understanding of publisher business models, supply-side challenges, and revenue generation.
• Experience negotiating commercial agreements, revenue-sharing structures, and strategic partnerships.
• Demonstrated success exceeding revenue targets and closing new business.
• Established publisher relationships and strong executive-level communication skills.
• Ability to independently manage a pipeline, prospect new business, and grow existing accounts.Strong relationship-building, consultative selling, and problem-solving skills.

Preferred Qualifications:

• Experience selling to healthcare publishers or healthcare-focused media organizations.
• Knowledge of HIPAA and healthcare advertising regulations.
• Experience with AI-powered publisher solutions, content monetization, or traffic recovery.
• Background at leading SSP, ad tech, or publisher monetization platforms.
• Experience with niche or specialized publisher audiences.
• Familiarity with CRM platforms, LinkedIn Sales Navigator, and ZoomInfo.