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Senior Director, Platform Partnerships
Index Exchange
New YorkHybrid2w ago
- Employment
- Full-time
- Seniority
- Lead
About the role
- Map the signals each DSP values — identity coverage, contextual data, publisher quality, auction transparency, GPID — and identify where Index is not being read correctly
- Own the signal gap identification and prioritization process per DSP partner
- Drive joint test design with Technical Ops to close identified gaps; own the outcome, not just the diagnosis
- Translate signal findings into commercial positioning and partner conversations
- Deliver measurable improvement in bid density and win rate across the partner portfolio
- Understand DSP market structures across open auction, curated deals, always-on deals, programmatic guaranteed, API-driven buying, and verticalized packages
- Own deal discoverability and activation per DSP market structure
- Drive deal pipeline in partnership with Publisher Development and Sales; own the structuring, pitching, and closing
- Deliver incremental deal revenue and format diversification across the portfolio
- Know the troubleshooting tools DSP clients use and where Index inventory is or is not accessible within those systems
- Understand each DSP’s commercial priorities, the verticals they are scaling, the advertisers they are chasing, and how Index complements their motion in market.
- Use earnings calls, press releases, and product announcements as inputs; be inside the DSP’s planning cycle before decisions are made, not after.
- Own a joint growth agenda per DSP partner, refreshed quarterly
- Lead DSP QBRs that produce decisions, commitments, and roadmap intelligence — walk in with a point of view, open with insight, walk out with a named next step
- Drive spend growth tied to specific commercial milestones
- Develop and execute long-term strategic account plans that deepen platform integration and expand Index’s share of wallet.
- Own DSP roadmap intelligence gathering across formats, identity strategy, AI and bidding infrastructure, and agentic buying
- Deliver quarterly product input briefs to the Index Product team; this is a standing accountability, not an ad hoc contribution
- Advocate for Index capabilities that match where DSP demand is actually heading
- Ensure IX product priorities are shaped by DSP roadmap signals gathered by this team
- Lead, mentor, and develop a high-performing North America platform partnerships team, setting clear expectations and fostering a culture of accountability and growth
- Drive talent development through coaching, performance management, and succession planning — with a specific focus on building technical fluency and commercial thinking across the team
- Operate as a player/coach: carry your own partner relationships while actively developing the team on QBR execution, signal diagnostics, and deal architecture
- Collaborate with global partnership leads to align regional priorities with company-wide objectives
- Act as a senior representative of the partnerships function within North America, contributing to organizational strategy and cross-functional leadership discussions
- Pull Technical Ops, Sales, and Agency teams into the commercial motion as a matter of standard operating rhythm — not as escalations
- Build the operating cadences that make cross-functional work happen without friction
- Partner with the Index Product team to route structured market intelligence into product planning on a defined cadence
- Collaborate closely with global DSP leads to ensure regional activities align with and advance global partnership strategies
- Serve as subject matter expert on partner performance and growth across the North American market.
- 12+ years of experience in digital media or ad technology, with significant tenure in a senior partnerships, business development, or commercial leadership role
- Demonstrated people leadership experience — including team management, coaching, and performance development
- Deep expertise in the programmatic advertising landscape, with a strong command of
- DSP dynamics, auction mechanics, and the broader buy-side ecosystem
- Hands-on experience with signal diagnostics, bid quality analysis, or technical integration work with DSP partners — not just commercial relationship management
- Demonstrated ability to build and manage commercial deal pipelines across multiple deal types: open auction, PMP, PG, curated, and API-driven
- Proven track record of building and managing high-value strategic partnerships at a senior level, including complex commercial negotiations
- Proven success in business development and new partner acquisition in a competitive market
- Exceptional business acumen with the ability to develop and articulate long-term strategic visions for partners and the broader business
- Fluency in English with excellent oral and written communication skills and strong attention to detail
- Technical fluency: Can sit with DSP product and engineering teams, understand auction mechanics and signal logic, design diagnostic tests, and translate technical findings into commercial strategy. This is not optional — the team’s credibility with DSP technical counterparts depends on it.
- Commercial architecture: Understands how DSPs structure their markets, where Index fits in each buying structure, and how to close gaps between DSP buying motion and Index supply access.
- Strategic: An expert in strategic account management capable of translating market intelligence into actionable growth agendas. Builds joint growth plans with DSP partners based on their commercial priorities — not just Index’s.
- Communicative: Able to communicate effectively at all levels — from technical working sessions with DSP engineering to executive briefings with ELT. Leads with the headline and the strategic implication, not the operational detail.
- Collaborative: Skilled at building trusted relationships across internal and external stakeholders. Orchestrates cross-functional motion — Technical Ops, Sales, Product, Agency — as a standard part of how work gets done
- Accountable: Owns goals and KPIs and drives a culture of accountability within the team. Measures outcomes, not activity.
- Player/coach: Carries their own partner relationships while developing the team. Does not disappear into management or defer on technical and commercial questions the role requires them to lead.
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