Senior Director, Growth Marketing

About the Role:

Growth Marketing is one of PubMatic's highest-leverage investments, and it is being built from the ground up. We are looking for a Senior Director of Growth Marketing to lead a transformation of how PubMatic marketing investments generates, converts, and proves pipeline.

Today, growth marketing has strong people and real momentum, but needs infrastructure tuning to perform at scale. We are investing in bolstering that foundation, projected to lift marketing-sourced pipeline 15 to 25 percent within the first year, climbing toward 35 to 50 percent at full build. This role is accountable for turning that investment into results.

It is building the engine that takes a known audience, whether a target account, an engaged prospect, or a re-engaged pipeline opportunity, and converts it into quality pipeline and, ultimately, revenue. You will own the martech stack, the data and audience targeting strategy across first- and third-party sources and intent signals, the account-based marketing motion, and the digital channels that carry it all to market from brand to demand.

Reporting directly to the CMO and partnering closely with Marketing Operations, Product Marketing, Region Marketing Leaders, Corp Marketing, Sales & Sales Operations you will take the growth marketing function, including campaign and marketing automation, paid media, and business development outreach, from a team doing good work without full infrastructure to a fully resourced, data-driven growth engine.

The role is NYC based.

What You'll Do:

As Senior Director, Growth Marketing, you will own four interconnected pillars that together turn marketing activity into quality, convertible pipeline.

• Brand to Demand: including Mid- and Lower-Funnel Pipeline Conversion, the lead-to-revenue funnel, from marketing qualified lead through opportunity and close

• Martech, Data & Audience Targeting: the technology stack and the first-party, third-party, and intent data strategy that powers it

• Account-Based Marketing & New Audience Engagement: programs that identify, target, and convert net-new accounts at scale

• Digital Channel Performance: paid media, SEO, GEO, AEO , lifecycle, and web conversion, optimized as one coordinated system

• Lead a team of 3 direct reports including web, BDR, and campaign managers.

Success Metrics

• Marketing-sourced pipeline lift tracking 15 to 25 percent (year one) and 35+ percent (full build) targets

• MQL-to-opportunity and opportunity-to-close conversion rates, improving consistently quarter over quarter

• Account-based marketing coverage and pipeline contribution across the expanding target account and agency universe

• Lead response and routing SLA adherence in partnership with Sales

• Martech stack maturity and data quality, measured jointly with Marketing Operations' attribution framework

Mid- and Lower-Funnel Pipeline Conversion

• Own the end-to-end lead funnel, from marketing qualified lead through opportunity creation to closed-won, with clear accountability for conversion at every stage

• Build and continuously refine lead-scoring models that prioritize the accounts and contacts most likely to convert

• Design a standardized, system-driven lead and contact workflow spanning lead creation, funnel progression, automated routing, and measurement, eliminating manual handoffs

• Partner with Sales on a marketing-qualified-lead response SLA, and close the feedback loop so qualification outcomes continuously improve targeting

• Manage and develop the BDR function to turn demand into qualified pipeline through disciplined cadences, scripts, and campaigns

Martech, Data Infrastructure & Audience Targeting

• Own the growth marketing technology stack, including marketing automation, campaign and lifecycle tooling, and reporting and experimentation infrastructure

• Build a first-party and third-party data strategy, incorporating intent signals, to identify in-market accounts and personalize engagement at scale

• Partner with Sales Operations and IT on Salesforce integration, data hygiene, and the lead and contact object health that attribution and targeting depend on

• Partner with the Marketing Operations to ensure growth marketing activity feeds a shared, trusted attribution model connecting spend to pipeline and revenue

• Evaluate and recommend new martech and data capabilities that raise the sophistication of targeting, personalization, and measurement over time

Account-Based Marketing & New Audience Engagement

• Build and scale account-based marketing programs that engage net-new brand, agency, and commerce and retail media network accounts, not just existing relationships

• Design and execute the go-to-market approach for expanding PubMatic's direct reach, supporting growth from today's targeted account base toward a significantly larger universe of brands and independent agencies

• Develop account and persona-level engagement strategies that combine intent data, lifecycle marketing, and sales outreach into a coordinated motion

• Partner with Product Marketing to translate positioning and go-to-market strategy into account-based plays, playbooks, and tested, repeatable campaigns

• Bring genuine ad tech and programmatic fluency to how PubMatic engages agencies, brands, and commerce and retail media networks, ensuring campaigns speak the language these buyers expect

Digital Marketing Channel Strategy & Optimization

• Own strategy and performance across all digital marketing channels, including paid media, SEO, GEO, AEO, lifecycle and nurture programs, and web conversion

• Set channel goals, audience segmentation, and a continuous testing roadmap, treating every channel as part of one coordinated growth system rather than independent silos

• Guide the Digital Marketing team's execution while holding clear accountability for the channel mix's aggregate contribution to pipeline

• Run a disciplined experimentation framework, with A/B testing and rapid iteration built into every major program

• Prepare and present growth insights, channel performance, and funnel metrics to the CMO and marketing leadership team

Cross-Functional Partnership & Team Leadership

• Build, lead, and develop a high-performing growth marketing team, including campaign and marketing automation, paid media, and business development

• Partner with Sales Operations for seamless CRM integration and own the roadmap for automation, lead scoring, and tech stack optimization

• Collaborate with Marketing Operations on budget planning and reporting for growth marketing investments, ensuring every program is measured and defensible

• Serve as a connective partner between growth marketing and regional marketing leaders, ensuring global campaigns translate into regional pipeline

• Set a high bar for data-driven decision making and operational rigor, and model it for the team

Who You Are:

• 12+ years of progressive B2B marketing experience, with significant time in growth, performance, or demand generation marketing carrying direct accountability for pipeline conversion

• Genuine ad tech or programmatic advertising experience, including marketing to agencies, brands, and/or commerce and retail media networks

• Deep, hands-on expertise across the martech stack: marketing automation, CRM/Salesforce integration, intent data platforms, and data visualization and analytics tools

• Proven experience building audience targeting strategies that combine first-party and third-party data with intent signals

Additional Information

Return to Office: PubMatic employees throughout the globe have returned to our offices via a hybrid work schedule (3 days “in office” and 2 days “working remotely”) that is intended to maximize collaboration, innovation, and productivity among teams and across functions.

Benefits: Our benefits package includes the best of what leading organizations provide such as, paid leave programs, paid holidays, healthcare, dental and vision insurance, disability and life insurance, commuter benefits, physical and financial wellness programs, unlimited DTO in the US (that we actually require you to use!), reimbursement for mobile and fully stocked pantries plus in-office catered lunches 5 days per week.

Diversity and Inclusion: PubMatic is proud to be an equal opportunity employer; we don’t just value diversity, we promote and celebrate it. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status

About PubMatic

PubMatic is one of the world’s leading scaled digital advertising platforms, offering more transparent advertising solutions to publishers, media buyers, commerce companies and data owners, allowing them to harness the power and potential of the open internet to drive better business outcomes.

Founded in 2006 with the vision that data-driven decisioning would be the future of digital advertising, we enable content creators to run a more profitable advertising business, which in turn allows them to invest back into the multi-screen and multi-format content that consumers demand.