Publisher Sales Manager

What is on offer

• Competitive salary (depending on experience)
• Full time, permanent position
• Hybrid working based in London
• 25 days holiday per year + UK bank holidays
• Celebration leave! Your birthday or other special day each year off
• Vitality healthcare plan
• 3% employer contribution to pension, increases with length of service

Join Publisher Collective!

Publisher Collective is a strategic advertising partner , meaning we connect website publishers with advertisers who want to reach their audiences. Instead of publishers having to find advertisers on their own, we handle the technology, demand, optimisation, and relationships - making it easy for publishers to earn revenue while ensuring advertisers reach real, engaged communities.

Role purpose

You will drive revenue growth by identifying, engaging, and closing partnerships with high-value publishers. As the Publisher Sales Manager, you will be the primary engine for our new business growth, managing the full sales cycle from initial prospecting and outreach to contract signature and smooth onboarding.

Responsibilities

Strategic Prospecting and Lead Gen

• Targeting & Research: Identify digital properties that meet our thresholds for audience scale and quality within key verticals (gaming, tech, education, etc.).
• Competitive Intelligence: Research competitor publisher lists (e.g., using sellers.json checks) to identify conversion opportunities.
• Tool Utilization: Leverage tools (Red Volcano, SimilarWeb, etc.) to source and vet high-quality, brand-safe leads.
• Vetting: Adhere to internal vetting protocols before initiating outreach to ensure lead quality.

Outbound Outreach & Sales

• Full-Cycle Sales: Own the end-to-end sales process, from the first touchpoint to contract signature.
• Multi-Channel Engagement: Execute high-scale outreach via email sequences, LinkedIn, X (Twitter), Reddit, and phone to open doors and secure meetings.
• Consultative Selling: Tailor messaging to specific publisher pain points and present our solution as the strategic fit for their goals.
• Pipeline Management: Manage demo bookings and provide clear, persuasive presentations to move prospects through the pipeline.
• Deal Closure: Negotiate terms and close deals to achieve individual and team revenue targets.

Inbound Lead Management

• Responsiveness: Vet and respond to all inbound leads within a strict 24-hour window.
• Efficiency: Act as the first point of contact to qualify leads, book demos, and determine the optimal setup to solve the publisher’s challenges.

Internal Collaboration & Onboarding

• Seamless Handover: Communicate client requirements clearly to internal teams to ensure a smooth transition from the sales cycle to onboarding.
• CRM Hygiene: Maintain accurate data in Hubspot, including deal stage, deal amount, vertical, and close date.
• Stakeholder Communication: Manage the internal briefing process for new signings to ensure the onboarding team is fully prepped for success.

Skills, knowledge, behaviours and experience

• Substantive demonstrable experience in acquiring Publishers to join advertising platforms/networks.
• Deep understanding of digital advertising ecosystems (programmatic, header bidding, SSPs, ad networks).
• Proven ability to interpret data and turn insights into actionable sales strategies.
• Proficiency in CRM platforms (e.g., Hubspot) and sales prospecting tools.
• Strong consultative selling and negotiation skills.
• Excellent presentation and storytelling skills, with a proven ability to engage diverse stakeholders, translate complex data into compelling narratives, and clearly articulate technical or strategic concepts.
• Must have a good working level of English, to C1 level on the European framework of languages.
• Must have the legal right to work in the UK (we do not hold a sponsorship licence).

Our recruitment process

We believe great teams are built on diversity, respect and equal opportunity. At Publisher Collective, everyone is welcome. If you need any adjustments at any stage of the process, just let us know at [email protected], we want every candidate to have the chance to show their best.

We do not believe in lengthy million-stage processes. If your application shows that you meet the requirements of the role, we will hold an initial 30 minute informal interview with y…