Associate Director, Enterprise Sales EMEA
About the Role: The Associate Director, Enterprise Sales, EMEA will be responsible for both driving new business and expanding adoption of PubMatic’s Enterprise Solutions across the EMEA publisher community. This role will focus on building trusted, long-term relationships with senior stakeholders, positioning PubMatic as a strategic partner and accelerating adoption of the full breadth of the PubMatic platform. The successful candidate will collaborate closely with Country Managers, Customer Success, and Publisher Development teams to identify and qualify opportunities, design complex solution offers, and deliver high-impact sales pitches that highlight the value of PubMatic’s technology. Reporting to the Enterprise Sales EMEA Lead, this individual will own the full sales cycle from prospecting and opportunity development through pricing strategy, contract negotiations, and deal closure. What You'll Do: Know the Tech: Rapidly build a strong understanding of PubMatic’s platform, product portfolio, and technical differentiators. Be able to confidently articulate the unique features, capabilities, and business outcomes our solutions deliver. This includes engaging directly with product and engineering teams to stay ahead of platform developments and translate technical insights into customer value. Enterprise Sales Mindset: Bring a strategic, consultative, and solution-oriented mindset to engagements. Guide enterprise clients through complex decision-making processes, aligning PubMatic’s solutions with their long-term business priorities and positioning our technology as an enabler of transformation and growth. Support and Lead the Sales Process: Take ownership of opportunities from initial outreach through to contract execution. Leverage prior experience with enterprise software licensing and large-scale solution sales to inform pricing discussions, lead contract negotiations, and ensure successful close. Support RFP responses and detailed proposal development, drawing on consultative selling expertise to problem-solve and deliver tailored customer guidance throughout the cycle. Engage with Customer Opportunities: Build strong, trusted relationships with stakeholders across customer organizations including business leaders, ad operations executives, and product teams. Serve as a credible advisor who can communicate complex technical solutions in a clear, business-focused manner. Actively represent PubMatic at meetings across the EMEA region, ensuring decision-makers and influencers understand the full strategic value of our platform and its differentiators. We'd Love for You to Have: 5 years + of experience successfully selling AdTech, SaaS platforms, or enterprise solutions to publishers, with a proven ability to manage complex, consultative sales cycles Demonstrated success in adapting to a rapidly evolving product environment and tailoring solutions to meet diverse customer needs Strong relationship-building skills, with the ability to engage and influence stakeholders at all levels, from operational leads to senior executives Proven track record of sourcing, developing, and maintaining strategic partner relationships that drive long-term revenue growth Consistent history of closing enterprise-level deals and achieving sales targets while collaborating effectively within a cross-functional team environment Dedicated to delivering exceptional customer service and acting as a trusted advisor to partners by building credibility and trust over time Excellent communication, presentation, and negotiation skills, with the ability to translate complex technical solutions into clear business value for clients Based in London with flexibility to travel regularly across the EMEA region, as well as occasional travel to the US as required Additional Information: Return to Office : PubMatic employees throughout the globe have returned to our offices via a hybrid work schedule (3 days “in office” and 2 days “working remotely”) that is intended to maximize collaboration, innovation, and productivity among teams and across functions. Benefits : Benefits : Our benefits package includes the best of what leading organizations provide, including paid leave programs, paid holidays, healthcare, dental and vision insurance, reimbursement for mobile, fully stocked pantries, as well as in-office lunches 5 days per week. Diversity and Inclusion : PubMatic is proud to be an equal opportunity employer; we don’t just value diversity, we promote and celebrate it. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status About PubMatic: PubMatic is one of the world’s leading scaled digital advertising platforms, offering more transparent advertising solutions to publishers, media buyers, commerce companies and data owners, allowing them to harness the power and potential of the open internet to drive better business outcomes. Founded in 2006 with the vision that data-driven decisioning would be the future of digital advertising, we enable content creators to run a more profitable advertising business, which in turn allows them to invest back into the multi-screen and multi-format content that consumers demand.