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Senior Programmatic BD Manager at SmartNews
San Francisco, CA, US

Founded in Tokyo in 2012, SmartNews has quickly become the go-to source of news for millions of users around the world, and a leading news aggregation mobile app. Our mission is bigger than simply aggregating news, and we are working to break through the filter bubble and deliver the world’s quality information to the people who need it.

As the Senior Programmatic BD Manager you will be the first programmatic business development professional within the organization, tasked with creating our programmatic BD and partnership business from the ground up. Reporting to the Head of Programmatic, you will be responsible for developing and maintaining relationships with platform partners (DSP’s, SSP’s, Header Bidding) while being a key stakeholder and decision maker in our ad tech stack. While this role is not a sales role, you will be responsible for owning programmatic revenue goals that align with company OKR’s. You will help evolve SmartNews into a programmatic center of excellence by creating clear partnership focused value propositions.


  • Act as the business development and partnership lead on our programmatic sales team, owning our platform/vendor partner relationships with key DSP, SSP and platform partners
  • Work with our inventory and yield team to drive partner performance while maintaining technical support standards from our partners
  • Owns all Header Bidding and SSP vendor relationships, inclusive of maintaining our monetization stack in close collaboration with product/engineering
  • Own commercial negotiations and contract execution of platform partners
  • Ensure existing monetization partners maintain optimal revenue while A/B testing and onboard new vendors that can bring material, incremental revenue
  • Work closely with our programmatic and direct sales team to identify and iterate on the most optimal buying mechanisms for our organization
  • Analyze and develop macro partner insights to bring new programmatic advertising solutions to market in conjunction with Product/Engineering/Marketing
  • Define and execute the company’s Go-To-Market strategy, including supporting marketing material, in how to directly work with and integrate with platform partners while creating and maintaining distribution channels (e.g. DSP/SSP curated marketplaces, AdX marketplace, APS Direct Deals)
  • Meet and exceed revenue targets for direct partners
  • Work with 3P partners to create and implement QBR and a regular reporting cadence to be distributed internally to SmartNews leadership and stakeholders
  • Stay apprised of all programmatic initiatives such as Sellers.json/Buyers/json, ID-less, GDPR that impact our business and require additional technical and operational support
  • Hire, develop, and mentor a programmatic BD team that will be dependent on your success
  • Represent SmartNews at various Programmatic forums, industry working groups, and events, to ensure SmartNews remains at the cutting edge of Ad Tech


  • 6+ years of relevant ads industry experience, with 4+ years in programmatic business development or similar partnership experience and 2+ years of management experience
  • Deep ad/tech programmatic expertise, with existing contacts at DSP/SSP partners
  • Prior experience owning contract execution from creation, commercial negotiation, to execution
  • Proven experience building GTM strategies around programmatic partner distribution
  • Ability to dig deep into customer requirements as well as technical requirements to provide descriptive and well-thought out feedback to engineers and product managers
  • Love being strategic, but just as importantly, rolling up your sleeves to be hands-on with the day-to-day business
  • Strong speaking and presentation skills
  • Strong financial, operational, and analytical skills

Nice to Haves

  • Prior experience leading a business development team
  • Prior experience at an Online Publisher, DSP, SSP, or similar company within Ad Tech
  • Early-stage startup experience
  • Work experience in a multicultural environment