Business Development Director - Political Audiences

Overview

Business Development Director - Political Audiences at RevOptimal. This role focuses on significantly growing revenue by selling proprietary audience solutions and data packages to brands, media agencies, and trading desks. The successful candidate will be a specialist in Political data with deep understanding of the agency and ad tech landscape. This is an individual contributor role reporting to the SVP of Sales.

What You'll Do

Build and manage a revenue pipeline : Hunt new business within target verticals and agencies, run outbound campaigns, develop warm introductions into long-term partnerships, and maintain 3–4× pipeline coverage.

Practice consultative selling : Understand each client’s goals and develop tailored audience strategies that unlock objectives. Collaborate with internal teams to design PMP deals and direct IO campaigns.

Package audiences : Understand our 1P signals and data partnerships and translate into sellable opportunities; brief Product / Operations, create PMP deals, whitelists, and direct IO deals for social activations—with a strong focus on Political-focused, data-layered PMP offerings.

Forecasting & pricing : Own deal strategy, rate cards, and volume commitments; maintain accurate pipeline in HubSpot, drive opportunity progression, and ensure SLAs are met.

Relationship management : Cultivate senior relationships at agencies (planning, investment, programmatic), sales leadership at platforms and directly with brand marketers. Position RevOptimal as a long-term growth partner, not just a data vendor.

Voice of customer : Channel market feedback to product and data teams to improve audience product strategy and internal reporting.

You Have

7+ years in digital ad, audience or programmatic sales at a publisher, data provider, DSP, SSP or other media platform.

A track record of exceeding quota selling audience / data solutions, PMPs or direct IO deals to agencies / brands, including experience with political-focused opportunities.

Experience selling data or media solutions directly into the political / public affairs sector (campaigns, agencies, advocacy groups).

Existing, strong connections within the political and advocacy advertising landscape (Republican, Democratic, and Non-Partisan).

Knowledge of campaign finance compliance (FEC / local laws) and common political advertising platforms.

Existing relationships across holding-company agencies or independents and / or trading desks; comfortable presenting to senior buyers and stakeholders.

Fluency in the programmatic landscape and all its acronyms – from DMP to PMP.

Strong commercial acumen : pricing strategy, negotiation, and multi-threading complex deals.

CRM discipline (Salesforce or HubSpot), plus working knowledge of Excel / Sheets; comfort with BI tools like Omni / Looker / Tableau a plus.

Strategic, disciplined, and proactive — thrives in high-accountability, performance-first cultures.

Excellent communication—clear, concise proposals and persuasive storytelling.

Nice to Have

IAB Digital Media Sales Certification, The Trade Desk Edge Academy, Google DV360 certifications.

Familiarity with privacy frameworks (GDPR, CCPA / CPRA), consent signals, and identity / clean-room solutions.

Compensation & Benefits

OTE : base + uncapped variable, with accelerators for over-performance

Benefits : Medical, dental, vision; generous PTO

Equal Opportunity

RevOptimal is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.

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