Director – Publisher Services – anywhere in the US
Who We Are:
At Connor, we believe experience makes the difference between a basic compliance exercise and transformational business value. Since 2009, we’ve partnered with the world’s top software publishers to unlock hidden revenue, optimize license models, reduce risk, and accelerate growth—using the right mix of insight, innovation, and expertise.
Our people are former practitioners, audit leaders, and commercial strategists. We’ve doubled year-over-year since inception and deliver outcomes that traditional Big 4 firms can’t match. We’re agile, collaborative, and relentless about delivering results. It’s why clients choose us. It’s why we love what we do.
The Opportunity:
We’re hiring a Publisher Services Director to several of our global accounts for the AMS region and grow our Publisher Services line of business. This is a high-impact, revenue-owning leadership role focused on building key client relationships, managing strategic compliance engagements, and driving multi-million-dollar revenue growth through software modernization, audit-led conversion, and long-term renewal strategies.
You’ll have the autonomy to shape the accounts commercial success—backed by a trusted global brand, deep IP, a proven delivery platform, and a team that knows how to win.
What You’ll Do:
Sales Leadership and Revenue Accountability
- Own the full sales lifecycle across new and existing accounts—from pipeline generation through to forecasting, deal closure, and long-term expansion—targeting opportunities tied to software revenue reclamation, renewal cycles, license transitions, and product launches.
- Embody forecasting discipline, pipeline velocity KPIs, and quarterly growth planning in coordination with executive leadership.
- Develop and sell multi-year compliance engagement models, including ROI-based proposals, subscription conversion roadmaps, and success-based fee structures.
- Engage CROs, CFOs, CIOs, and GRC leaders with a value-driven narrative that links compliance to revenue, cost control, and transformation.
Engagement Leadership
- Design and lead scalable, repeatable programs across client portfolios—ensuring pipeline coverage, resource alignment, and commercial return.
- Partner with global delivery leaders to manage resource alignment, client success metrics, and margin expectations.
- Guide clients through complex licensing issues, including cloud migrations, license reconciliations, audit findings, and license model evolution (e.g., token, consumption, SaaS).
Team Building & Culture
- Manage high-performing regional resources focused on revenue impact and delivery excellence.
- Recruit and mentor talent with both compliance and commercial acumen, aligned to Connor’s culture of accountability, innovation, and results.
- Be a visible leader in the AMS region—championing our firm’s mission, methods, and momentum.
Strategic Leadership & Innovation
- Contribute to Connor’s global vision by shaping go-to-market strategies, refining engagement models, and identifying new verticals (eg. Cloud/SaaS).
- Collaborate with marketing to build industry thought leadership, contribute to content, and represent Connor at publisher events, panels, and forums.
What You Bring
- 15+ years of experience in software licensing, contract compliance, SAM, or publisher advisory—ideally with a blend of commercial consulting and sales pipeline management.
- Demonstrated track record of $5M–$10M+ revenue ownership, with expertise in value-based selling, proposal development, and negotiation of performance-based or multi-year commercial constructs.
- Deep knowledge of software license models (perpetual, SaaS, subscription, OEM) and compliance monetization strategies.
- Leads with accountability—comfortable owning both target attainment and the operational levers to drive performance.
- Collaborates cross-functionally with marketing, delivery, and finance to align growth initiatives and improve client conversion metrics.
- Anticipates market shifts and adjusts sales strategies to maintain growth momentum.
- Experience leading large client accounts and teams, with KPIs tied to revenue contribution, margin optimization, and client satisfaction.
- Effective communicator, with a proven ability to influence across sales, finance, legal, and IT stakeholders.
- Technical credibility in licensing tools, audit processes, and publisher contractual frameworks.
What Success Looks Like
- Surpassing annual revenue and margin goals for the AMS Publisher Services business.
- Winning and scaling new multi-year programs that convert compliance into growth.
- Growing strategic accounts through upsell, cross-sell, and ongoing service expansion.
- Elevating Connor’s presence across the AMS market as a trusted advisor and thought leader.
Why Join Connor
- A globally recognized brand built on real experience—not theory.
- The opportunity to lead a region with untapped growth potential and executive support.
- Backed by The Acacia Group, following our recent strategic partnership to accelerate innovation, platform investment, and global expansion—Read more.
- Access to a proven delivery platform, commercial playbooks, and a deep IP foundation.
- A culture of innovation, autonomy, and accountability—where your work directly shapes outcomes.
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What We Do
Connor's mission is to make a positive impact on our people's lives, the lives of the people we interact with, and the communities we live in. Our global team is driven by our mission and values, committed to doing our best for each other, our clients and our communities every day. Every employee at Connor is positioned to have an impact, knowing the status quo is not good enough. Our services are primarily focused on 3rd party relationships - with our Royalty and Software License Compliance services helping companies secure their revenue streams, and our GRC and vendor management solutions providing insights and assurance for cyber-security and ESG risks. By staying true to our mission and values, our team of highly specialized professionals help our customers achieve their business goals, while strengthening their 3rd party relationships. We drive on diversity being our strength, operating as a single firm in more than 20 countries. Connor’s clients span from the largest IP and Software licensors across the globe, to many of the future industry leaders. We embody the David vs. Goliath story and thrive on it - embracing challenges from our Big 4 competitors daily. Our nimbleness allows us to truly tailor our services to our clients' needs, supported by our technology first mindset in customer engagement and data analysis. Our proprietary technology across ConnorX and Data Platform uniquely positions us to deliver marketing level customer experience and insights to the compliance industry. Our People are our only assets. Ask our people how they feel about working at Connor, and they'll all say the same thing: They feel proud to be part of a team that not only strives to be smarter and better for our clients but offers endless opportunities to grow and learn along the way. We are more than just accountants; we are trusted advisors invested in the long-term financial success of their businesses.
