Sales Director - Publisher

Firsthand; New York (NY); Hybrid; USD 80,000 - 150,000; Full time

Job summary

An established industry player is seeking a dynamic Publisher Sales Director to drive growth and innovation in AI-driven consumer engagement. This role emphasizes both individual sales excellence and strategic leadership to develop channel partner ecosystems. The ideal candidate will possess extensive enterprise sales experience, a consultative approach, and a strong network within the media landscape. Join a passionate team and play a critical role in shaping the future of advertising technology while thriving in a fast-paced startup environment.

Qualifications

• 8+ years of enterprise sales experience in innovative technologies.
• Proven ability to influence decision-makers in publisher operations.

Responsibilities

• Identify and close platform sales deals tailored to publishers' needs.
• Cultivate relationships within large media organizations and channel partners.

Skills

Enterprise Sales Experience

Consultative Selling

Strong Communication Skills

Negotiation Skills

Networking

Data Management

Tools

CRM Software

Job description

About Firsthand

Firsthand has built the first AI-powered Brand Agent platform, transforming the way marketers and publishers engage consumers through their own AI agents, anywhere online.

While most AI applications in marketing and advertising focus on back-office automation, the Firsthand Brand Agent Platform powers front-line consumer engagement. Operating across both owned properties and paid media, Firsthand's Brand Agents make a company’s expertise accessible in real time, adapting to consumers’ interests and guiding them towards the information they need to take action. Central to the platform is Lakebed, the company’s AI-first data and knowledge rights management system that ensures brands retain full ownership and control of their expertise.

Firsthand is led by Jon Heller, Michael Rubenstein, and Wei Wei, whose previous ventures helped build the foundations of modern digital advertising. Backed by Radical Ventures, FirstMark Capital, Aperiam Ventures, and Crossbeam Venture Partners, Firsthand is shaping the future of AI-driven consumer engagement.

Firsthand is headquartered in NYC, with team members working together in-office three days a week.

The Role

Firsthand is looking to hire a Publisher Sales Director who will be at the forefront of Firsthand’s growth, educating, evangelizing, and selling our AI-driven vision to premium publishers and large media organizations. In this role, you will not only be responsible for direct sales efforts but also play a critical part in developing and managing channel sales programs to expand our reach with these key partners. This position emphasizes both individual sales excellence and the strategic leadership needed to create a thriving channel partner ecosystem. The ideal candidate will be located in the New York metropolitan area.

This sales executive will be responsible for generating new business, advancing strategic partnerships, providing actionable feedback to the product team to drive continuous improvement. The ideal data-oriented approach of this candidate combines enterprise sales expertise with the temperament required to thrive in an early stage company. Excelling in high-stakes, complex sales environments, the candidate will have a solid network of existing relationships, foster innovation, and operate with a critical mindset to develop the most important strategic supply side partnerships.

Key Responsibilities:

• Identify, pitch, and close platform sales deals; effectively communicating Firsthand’s value propositions tailored to publishers' audience and monetization goals.

• Establish and cultivate multi-level relationships within large media organizations and channel partners, establishing Firsthand as a trusted partner.

• Drive the full lifecycle of channel partner relationships, ensuring their success through strategic alignment and effective collaboration.

• Evangelize agentic advertising through networking, events, and thought leadership activities.

• Collaborate with leadership team on strategic accounts, industry trends, and emerging opportunities.

• Accurately manage and communicate quarterly forecasts and pipeline while maintaining data hygiene and CRM utilization in line with company standards.

Qualifications:

• 8+ years of enterprise sales experience, with a track record of driving adoption of innovative new technologies.

• Proven ability to sell consultatively and influence decision-makers across publisher operations, sales and technology teams.

• A solutions oriented approach; ability to understand and communicate customer needs and navigate internally to solve challenges.

• Strong communication, presentation skills and story-telling ability to educate and inspire client audiences.

• Regularly attend industry events and networking opportunities.

• Ability to thrive in a fast-paced startup environment, seamlessly prioritizing competing demands.

• Negotiate commercial terms and address contractual concerns to close agreements.

• Curious, eager to learn and passion for helping publishers navigate new technologies.

• Established network with premium publishers and large media organizations.

How to Apply

If you are ready to embark on an exhilarating journey at the forefront of AI, seize this incredible opportunity and apply here. We eagerly anticipate hearing from you!

Note: Compensation and equity will be market-competitive for well-capitalized, early stage startups and will be discussed during the interview process.