Description
Mastercard is seeking a Director, Mastercard Commerce Media Sales - Publisher Solutions, North America. This role will focus on developing and expanding strategic relationships with publisher partners to accelerate growth and help establish Mastercard Commerce Media (MCM) as a leading commerce media platform.
Key Responsibilities:
- Own and deliver against individual revenue and pipeline targets for Mastercard Commerce Media across assigned accounts and strategic market segments.
- Identify, qualify, and close new business opportunities with publishers and commerce media ecosystem partners.
- Develop account strategies and commercial plans to drive growth across supply-side and effectively communicate comprehensive plans with the demand-side team.
- Build and maintain a robust pipeline of strategic opportunities while managing complex enterprise sales cycles.
- Establish trusted advisor relationships with senior client stakeholders and position Mastercard Commerce Media as a strategic growth partner.
Publisher & Ecosystem Development:
- Develop relationships with publisher and media partners across priority sectors including travel, streaming, adtech, digital platforms, and retail media networks.
- Identify opportunities to expand Mastercard's commerce media footprint through new partner acquisition and strategic collaborations.
- Support negotiations and commercial discussions related to audience activation, measurement, attribution, and partnership models.
- Work closely with Product and Partner teams to articulate and evolve the publisher value proposition.
Market Development & Cross-Functional Leadership:
- Serve as a market expert, providing commercial insights and customer feedback that influence product roadmap, packaging, pricing, and go-to-market priorities.
- Collaborate closely with Product, Marketing, Customer Success, and regional commercial teams to accelerate adoption of MCM solutions.
- Represent Mastercard Commerce Media at industry events, customer meetings, and key marketplace discussions.
- Contribute to the development of sales materials, commercial narratives, and best practices for the broader organization.
Business Planning & Operational Excellence:
- Maintain disciplined pipeline management, forecasting accuracy, and CRM hygiene.
- Develop account penetration plans and growth strategies for priority opportunities.
- Monitor industry trends, competitive developments, and emerging commerce media opportunities.
- Lead both formal and informal pitches, from storyboarding to face-to-face presentations, delivering concise and persuasive materials tailored to the specific needs and level of the audience.
- Provide regular business updates and commercial insights to leadership.
Requirements:
- Deep experience in digital advertising, retail media, commerce media, adtech, marketing technology, media platforms, or related commercial roles.
- Demonstrated success in quota-carrying sales, business development, or strategic account management roles with consistent revenue achievement.
- Experience selling to publishers, advertisers, agencies, retail media networks, or Fortune 500 organizations.
- Strong understanding of the retail media, commerce media, and digital advertising ecosystem, including audience activation, measurement, attribution, and first-party data strategies.
- Demonstrate the ability to manage the full enterprise sales process, from prospecting and pipeline development through negotiation, contracting, and deal closure.
- Proven ability to develop executive-level relationships and navigate complex enterprise sales environments.
- Strong consultative selling, communication, and presentation skills.
- Ability to influence cross-functional stakeholders and drive execution in a matrixed organization.
- Entrepreneurial mindset with comfort operating in an emerging, rapidly evolving business environment.
- Collaborative attitude with an understanding of how to win as a team.
- Strong networker across relevant stakeholder base with the ability to listen, build common ground and influence in order to effectively advance business opportunities and generate revenues.
- Outstanding multitasking abilities in a fast-paced, deadline-driven environment.
- Existing industry network across publishers, advertisers, agencies, or commerce media ecosystem participants is strongly preferred.
- Prior people management experience is not required; experience mentoring, coaching, or leading cross-functional initiatives is a plus.
- Bachelor's degree required; advanced degree a plus.
Salary Range:
- NYC based candidates: $169,000-236,000
- Arlington, Boston, Purchase: $162,000-227,000
- Atlanta, Chicago, Miami: $141,000-197,000