Associate Director/Senior Manager, Advertiser Solutions, Sales Engineering

About the Role:

The Associate Director/Senior Manager, Advertiser Solutions, Sales Engineering is the technical face of PubMatic's Ad Solutions go-to-market team, responsible for demonstrating and technically selling Activate and AgenticOS across every partner type we work with - agencies, brands, publishers, and data partners. This role sits at the intersection of sales, product, and product marketing: leading technical demos and discovery calls, translating complex platform capabilities into clear business value for prospects and clients, and acting as the connective tissue between what the market needs and what the roadmap delivers.

The responsibilities include partnering with GTM sales teams to run technical demos and proofs of concept, collaborating with Product Management and Product Marketing to shape the roadmap and validate new features before launch, and assisting in shaping sales enablement material and internal training that scale technical selling across the broader sales organization.

What You'll Do:

Lead technical demos, discovery calls, and proof-of-concept engagements for Activate and AgenticOS across agencies, brands, publishers, and data partners.
Act as the primary technical resource for the sales team throughout the deal cycle - translating platform capability into a compelling, partner-specific value story.
Partner with Product Management and Product Marketing to influence and shape the product roadmap based on market-driven, field-sourced requirements.
Test new product features and releases ahead of launch, providing structured feedback from a field and customer-readiness perspective.
Assist in maintaining sales enablement materials - demo scripts, competitive positioning, technical FAQs, and objection-handling guides - for Activate and AgenticOS.
Design and deliver internal technical training to onboard and upskill the sales organization on product capabilities and technical selling.
Respond to technical and integration-related questions during the sales cycle, coordinating with Engineering and Product where deeper escalation is required.
Participate in and contribute to client business reviews, presenting technical roadmap updates and gathering feedback on product support opportunities.
Develop lasting relationships with technical and business stakeholders at partner organizations to support long-term account growth, cross-selling and upselling various PubMatic products
Travel to client meetings, conferences, and events as needed to support the sales pipeline.

Who You Are:

Candidates for this role should be proactive, technically credible, and comfortable operating at the intersection of sales, product, and product marketing. We're looking for someone who can earn trust with a technical buyer and a business buyer in the same conversation, is ingenious and practical in architecting solutions to problems, and takes ownership of outcomes across the deal cycle and the roadmap.

5-7 years of experience in sales engineering, solutions engineering, or technical pre-sales within advertising technology, with exposure to DSPs, SSPs, ad servers, DMPs/CDPs, or similar programmatic infrastructure.
Understanding of agentic framework, MCP and industry protocols such as iAB AAMP and AdCP. Proficiency with AI tools, including skills, projects and MCP connectors.
Demonstrated ability to run compelling technical demos and proofs of concept for both technical, account teams and executive decision makers
Working knowledge of programmatic advertising technical fundamentals — RTB, APIs, integrations, identity, and ad serving - sufficient to speak credibly to engineering counterparts at partner organizations.
Experience partnering with Product Management and/or Product Marketing to influence roadmap direction and validate features pre-launch.
Track record of building sales enablement content and delivering internal training programs at scale.
Strong analytical thinking, project management, and organizational skills; able to manage multiple partner engagements simultaneously.
Excellent oral and written communication skills, with the ability to flex messaging across agencies, brands, publishers, and data partners.
A take-charge, collaborative operator who leads with empathy, builds strong cross-functional relationships, and is equally comfortable in a whiteboard session or a client-facing demo.
Bachelor's degree in Computer Science, Engineering, a related technical field, or equivalent practical experience.