Head of Publisher and Platform Sales

Company Description

Newton Research is a fast-growing software start-up founded by repeat entrepreneurs and well-funded by blue chip venture capital firms.  We are working with cutting edge technology including LLMs and generative AI. We build products that leverage AI agents to handle complex marketing analytics workflows for our clients and partners.

Role Description

We are looking for an experienced Seller in the Boston or New York City area (remote / hybrid a potential option). The role will be responsible for leading Newton's Publisher and Platform sales practice, driving new business and total bookings from media publishers and platforms (e.g. TV networks, social media platforms, DSPs/SSPs, measurement companies, ad tech platforms, etc.). The role will involve managing and developing both new and existing publisher and platform partnerships, prospecting and sourcing new publisher and platform leads, attending industry conferences and events, and collaborating with cross-functional teams. As the leader of our publisher and platform sales practice, you will help set our overarching go-to-market strategy for the vertical.

We value self-motivated individuals who enjoy working on small teams in a dynamic and fast-changing environment. As an early employee to a fast-growing organization, you will have the ability to help shape our go-to-market strategy and establish yourself as an expert in the AI and advertising analytics space.

The right candidate for this position will have a demonstrated history of success and quota over-achievement selling to publishers and platforms (preferably selling software applications in the marketing/advertising analytics space, but software sales not necessary for consideration for role). Ideally, you have sold Analytics, Advertising Technology, or Media applications and/or are familiar with the advertising analytics market. The ability to work independently in a rapidly growing environment is important.

Responsibilities:

• Own the entire enterprise sales cycle, from prospecting and lead qualification to negotiation and closing deals with publishers and platforms.
• Consistently close net-new publisher/platform business and expansions by leveraging a “land-and-expand” strategy
• Maintain strategic oversight of assigned publisher and platform accounts ensuring engagements achieve their intended outcomes
• Maintain a deep understanding of the marketing analytics and AI landscapes, including the challenges, competitive dynamics, and integrations that matter most to target publishers and platforms.
• Collaborate with internal teams (Product, Data Science, Customer Success) to ensure a tailored, high-impact sales approach for customers and to inform relevant product development priorities.
• Set the go-to-market approach for Newton's publisher and platform sales practice
• Keep meticulous CRM records in HubSpot, tracking all pipeline activities, deal progress, and forecasting with accuracy.
• Actively contribute to scaling and optimizing the enterprise sales playbook as we continue to grow.

Qualifications:

• 8+ years of sales experience selling directly to leading publishers and platforms, preferably in the analytics or advertising technology industry
• Strong knowledge of the advertising technology and media publisher ecosystem
• Proven ability to sell complex, high-value solutions to publishers and platforms in an enterprise environment
• Exceptional ability to distill complex analytics solutions into customer-specific value
• Deep understanding of the analytics and AI landscape, mainly how publishers and platforms think about analytics, attribution, and profitability
• Strong problem-solving skills with a passion for helping enterprise organizations scale efficiently
• Highly organized, process-driven, and comfortable working in a quota-driven sales role