Director, Enterprise Sales, EMEA

About the Role:

The Director, Enterprise Sales, EMEA will lead PubMatic's enterprise commercial strategy across the region, driving growth and adoption of our flagship enterprise solutions — including Access Membership, OpenWrap SDK, Wrapper Solutions, and PubMatic-as-a-Platform (PAAP).

Reporting directly to the VP, Southern Europe & Enterprise Sales, EMEA, this leader will be responsible for shaping regional go-to-market execution, driving enterprise revenue acceleration, and embedding PubMatic's platform at the heart of publisher and ecosystem transformation.

As a senior member of the sales organization, you will play a pivotal role in building executive-level relationships, developing new market opportunities, and partnering across local sales, customer success, product, and marketing teams to deliver measurable business impact.

This is a highly visible, strategic role requiring a blend of enterprise sales leadership, SaaS commercialization expertise, and deep knowledge of the digital media and programmatic landscape.

What You'll Do:

Lead with Vision and Strategy

• Define and execute PubMatic's Enterprise Sales strategy across EMEA, with a focus on expanding both existing and new revenue streams.

• Drive adoption of Access Membership, OpenWrap SDK, Wrapper Solutions, and PAAP, setting the strategic direction and ensuring measurable growth in enterprise and non-core revenue.

• Partner with global and regional leadership to align enterprise priorities with overall company objectives.

Own Revenue Growth

• Take full ownership of revenue and growth targets, consistently driving expansion of enterprise accounts and developing new strategic partnerships.

• Forecast revenue performance, identify opportunities for acceleration, and ensure operational readiness across markets to deliver consistent results.

Develop and Execute Regional GTM Plans

• Lead regional go-to-market strategies in partnership with Country Managers, Marketing, Product, and Customer Success to strengthen PubMatic's position and differentiation.

• Identify and unlock new market segments and business models aligned with PubMatic's commercial evolution from revenue-share to fixed-fee and annual recurring revenue (ARR) structures.

Drive Executive-Level Engagement

• Build and nurture trusted partnerships with C-level and senior stakeholders across the publisher and enterprise ecosystem.

• Act as a strategic advisor, evangelizing PubMatic's technology vision, platform value, and innovation roadmap to drive long-term relationships and enterprise transformation.

Partner and Enable

• Work closely with local sales and success teams to elevate enterprise selling expertise, establish best practices, and ensure operational excellence.

• Collaborate with internal cross-functional stakeholders to ensure solution alignment, scalability, and customer success outcomes.

We'd Love for You to Have:

• 8+ years of experience successfully leading enterprise or SaaS sales within the ad tech, martech, or digital media ecosystem, with a record of exceeding multi-million ARR or equivalent revenue targets.

• Proven success in building and executing regional sales strategies driving SaaS and platform adoption at scale.

• Deep understanding of publisher business models, programmatic monetization, and emerging commercial frameworks (fixed-fee, ARR, subscription).

• Strong executive presence, with a history of managing C-level customer relationships and influencing complex organizational decision-making.

• Ability to design and implement go-to-market plays across multiple markets, balancing strategic vision with hands-on commercial execution.

• Collaborative leadership style and ability to partner cross-functionally with Product, Customer Success, Operations, and Marketing for impact.

• Excellent communication, negotiation, and presentation skills — with the ability to translate technical value into business outcomes.

• Based in London, with willingness to travel regularly across the region, and periodic travel to the US headquarters.

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 RSUs, 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.