Account Director Demand Platform Operations

Company at a Glance

OpenX is focused on unleashing the full economic potential of digital media companies. We do this by making digital advertising markets and technologies that are designed to deliver optimal value to publishers and advertisers on every ad served across all screens.

At OpenX, we have built a team that is uniquely experienced in designing and operating high-scale ad marketplaces, and we are constantly on the lookout for thoughtful, creative executors who are as fascinated as we are about finding new ways to apply a blend of market design, technical innovation, operational excellence, and empathetic partner service to the frontiers of digital advertising.

The OpenX Demand Platform Operations team manages all DSP relationships across the OpenX Ad Exchange. The Demand Platform Account Director will be responsible for ensuring customer success, technical integration health, revenue growth, and strategic opportunities with OpenX across our products and publisher clients. Reporting to the Head of Demand Platform Operations, the Account Director will work closely with the technical, publisher, and buyer-focused teams to build valuable relationships with DSP partners and deliver overall superior service.

OpenX is seeking an individual with significant experience in the programmatic supply-side ecosystem who can drive demand partner relationships & integrations. This person will need to be highly curious, heavily analytical, and an extremely motivated self-starter who will have a customer-first approach to become a trusted advisor amongst DSP partners. The ideal candidate will be a highly strategic thinker with a deep understanding of RTB exchange optimization, supply-side technical capabilities and opportunities, and strong analytical skills. In addition, this person will have a proven track record of driving upsells and storytelling through data and maximizing programmatic efficiency.

Responsibilities

• Strategic Account Management: 
• Manage day-to-day workflow, relationship, and communication between OpenX and its strategic demand clients (DSPs) while acting as a trusted advisor to key customer contacts.
• Provide the highest level of customer satisfaction by understanding each DSP’s unique technology, core focuses, and technical requirements which enable OpenX to maximize our value to their businesses. 
• Co-develop strategic account plans with your Platform Partnerships counterpart, focusing on technical, product, and supply optimization tactics, abilities, and initiatives which better-enable demand platforms to achieve value from OpenX.
• Conduct regular-cadenced meetings, as well as ad-hoc discussions, with demand platforms to align on needs, challenges, and growth opportunities across OpenX, our products, and publisher and advertiser clients. 
• Revenue: 
• Remain accountable for revenue targets & revenue growth across your demand platform book of business, identifying incremental revenue opportunities including private marketplace deals, exchange optimization, and bespoke strategic opportunities. 
• Identify, track, and report out on revenue fluctuations, trends, and key drivers (positive or negative) and ensure clear visibility & accountability across the broader organization. 
• Drive revenue by identifying client growth opportunities and technical integration needs, leveraging new product use-cases, and by monitoring key performance indicators through data analysis. 
• Manage discrepancies, annual incentive plans, and onboarding of new real time bidding partners as needed. 
• Technical Insights, Optimizations, and Analysis:
• Analyze exchange trends across demand platforms, publishers, formats, regions, or other bidstream signals in order to inform both broad tailored DSP strategies. 
• Identify and advise partners through integration optimizations and product upsells via a deep understanding of DSPs technical integrations.
• Partner with internal teams to drive better efficiency for DSPs while providing them with valuable insights to drive business decisions, exceed performance expectations, and derive maximum value from OpenX’s exchange. 
• Quarterback the identification and implementation of various account-specific optimization tactics & strategies which grow revenue and improve a demand partner’s integration health & relationship with OpenX. 
• Work with internal teams to build and/or improve reporting and exchange dashboards using Excel or Looker. 
• Collaboration: 
• Collaborate cross-functionally with internal stakeholders across Publisher Development, Buyer Development, Product, Marketing, and Customer Solutions Engineering in order to resolve client requests and/or drive business outcomes across demand platform clients.
• Work side-by-side with Demand Platform Partnerships across enterprise and strategic demand platforms in order to educate on bottoms-up account strategy, including technical insights, challenges, requirements, and opportunities. 
• Maintain strong industry and competitive knowledge as well as have expert level of knowledge in OpenX product lines and how OX is differentiated in the market. 

Required Skills and Qualifications

• At least 7-10 years in managing accounts; account management or sales experience in digital advertising, monetization and yield management
• A thorough understanding of programmatic buying techniques and real time bidding
• Experience working directly with Ad Exchanges, DSPs/SSPs, or Ad Networks
• Experience building strategic relationships, overcoming challenging technical issues, and interacting effectively with all levels (particularly c-level) within partners’ businesses, as well as within OpenX
• Strong storytelling skills: ability to convey ideas and data in an appealing way to a multitude of stakeholders
• Proven success in upselling current clients, using data to drive performance and hitting revenue goals.
• Strong ability to think strategically across book of business to uncover primary revenue drivers, short & long term opportunities, and paths to achieve unique and differenatited partnerships with clients. 
• Effective problem solver and self-starter with attention to detail who thrives on innovation and driving ideas forward. 
• Results / Performance driven and able to identify and execute on new business opportunities or new process efficiencies.
• Excellent communication and presentation skills – Ability to discuss complex technology in a simple way.
• Highly skilled in Excel, PowerPoint, and Google Workspace
• BA / BS degree or equivalent work experience required
• Travel required

OpenX VALUES

Our five company values form a solid bedrock serving to define us as a group and guide the company. Our values remind us that how we do things often matters as much as what we do.

WE ARE ONE

We are one team. There are no exceptions. We are a group of strong and diverse individuals unified by a shared mission. We embrace challenges and win together as a team. We respect and care about our colleagues and cultivate an inclusive culture

WE ARE CUSTOMER CENTRIC

We innovate on behalf of our customers. We understand, respect, and listen carefully to our customers. We build great products to solve our customers’ problems. We manage our customers’ expectations clearly and honestly. We are a trusted partner to all of our customers - we act with integrity at all times. We care.

OPENX IS OURS

We are all owners of OpenX

We all have a voice to improve OpenX

We stake our personal and professional reputations on the excellence of our work

We are not interested in just "doing our jobs"; we take ownership to drive results

WE ARE AN OPEN BOOK

We understand and respect what each of us does. We are eager to teach and share what we know with others, both internally and externally. We are eager to learn from others and we ask questions internally and externally. 

WE EVOLVE FAST

We take responsible risks and own and learn from our mistakes. We recognize and repeat success. We actively seek out and provide constructive feedback. We adapt quickly and embrace change. We tackle growth and learning with real urgency. We are endlessly curious.

OpenX TRAITS

Our three traits capture what makes a great team member at OpenX.

HUMBLE

Ideal team players are humble and demonstrate integrity. They put the team's success above their own, share credit generously, and value collective achievements. They are self-assured, open to coaching, and committed to continuous learning.

DRIVEN

Ideal team players are results-driven and motivated. They are curious, always seeking more to do, learn, and take on. As proactive problem-solvers, they take initiative without needing external motivation. They continuously think about the next steps and opportunities for improvement.

SMART

Ideal team players are smart and possess the intellectual acumen to understand the complexities of our organization and industry. They are interpersonally intelligent, good communicators, and exemplify sound judgment in their interactions across the company to foster a collaborative environment.

OpenX is committed to equal employment opportunities.

It is a fundamental principle at OpenX not to discriminate against employees or applicants for employment on any legally-recognized basis including, but not limited to: age, race, creed, color, religion, national origin, sexual orientation, sex, disability, predisposing genetic characteristics, genetic information, military or veteran status, marital status, gender identity/transgender status, pregnancy, childbirth or related medical condition, and other protected characteristic as established by law.

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Effective Date: November 21, 2024