Publisher Sales Manager Jobs in Virginia (NOW HIRING)

Our Purpose

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Title and Summary

Director, Mastercard Commerce Media Sales - Publisher Solutions, North AmericaABOUT THE ROLE
The Director, Mastercard Commerce Media Sales is a quota-carrying commercial leader responsible for driving growth of Mastercard Commerce Media (MCM) across North America. This role will focus on developing and expanding strategic relationships with publisher partners to accelerate growth and help establish MCM as a leading commerce media platform.
This is a highly entrepreneurial role requiring a combination of business development, consultative selling, and market-building capabilities. The Director will work closely with Product, Customer Success, Marketing, and Commercial teams to bring Mastercard's commerce media solutions to market, shape commercial opportunities, and provide direct market feedback to support ongoing product innovation.
The ideal candidate brings deep experience in commerce media, retail media, digital advertising, adtech, or data-driven marketing solutions, along with a strong network across publishers, advertisers, agencies, and related ecosystem partners. This individual is expected to be a hands-on seller who can independently originate, develop, and close strategic opportunities while helping shape the future growth of the business.
As the business scales, this role may evolve to include team leadership and or global responsibilities.
KEY RESPONSIBILITIES
Strategic Sales & Revenue Growth
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.
ALL ABOUT YOU
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
Salary Range (Arlington, Boston, Purchase): $162,000-227,000
Salary Range (Atlanta, Chicago, Miami): $141,000-197,000Mastercard is a merit-based, inclusive, equal opportunity employer that considers applicants without regard to gender, gender identity, sexual orientation, race, ethnicity, disabled or veteran status, or any other characteristic protected by law. We hire the most qualified candidate for the role. In the US or Canada, if you require accommodations or assistance to complete the online application process or during the recruitment process, please contact reasonable_accommodation@mastercard.com and identify the type of accommodation or assistance you are requesting. Do not include any medical or health information in this email. The Reasonable Accommodations team will respond to your email promptly.

Corporate Security Responsibility

All activities involving access to Mastercard assets, information, and networks comes with an inherent risk to the organization and, therefore, it is expected that every person working for, or on behalf of, Mastercard is responsible for information security and must:

• Abide by Mastercard's security policies and practices;

• Ensure the confidentiality and integrity of the information being accessed;

• Report any suspected information security violation or breach, and

• Complete all periodic mandatory security trainings in accordance with Mastercard's guidelines.

In line with Mastercard's total compensation philosophy and assuming that the job will be performed in the US, the successful candidate will be offered a competitive base salary and may be eligible for an annual bonus or commissions depending on the role. The base salary offered may vary depending on multiple factors, including but not limited to location, job-related knowledge, skills, and experience. Mastercard benefits for full time (and certain part time) employees generally include: insurance (including medical, prescription drug, dental, vision, disability, life insurance); flexible spending account and health savings account; paid leaves (including 16 weeks of new parent leave and up to 20 days of bereavement leave); 80 hours of Paid Sick and Safe Time, 25 days of vacation time and 5 personal days, pro-rated based on date of hire; 10 annual paid U.S. observed holidays; 401k with a best-in-class company match; deferred compensation for eligible roles; fitness reimbursement or on-site fitness facilities; eligibility for tuition reimbursement; and many more. Mastercard benefits for interns generally include: 56 hours of Paid Sick and Safe Time; jury duty leave; and on-site fitness facilities in some locations.