Commercial Director / CCO

Ownership of commercial growth across all ad products with full operational responsibility for revenue execution, team performance, and partner ecosystem. The role combines P&L accountability, hands-on dealmaking, and organizational scaling. ~70% of time is operational execution: weekly performance breakdowns, SSP negotiations, client reviews, and team hiring.

Key Responsibilities

1. Operational Ownership of Revenue Growth

• Take full operational control of commercial performance across all ad products
• Remove day-to-day BAU management from CEO
• Make fast decisions on launches, budgets, and campaigns (hours, not days)
• Run weekly business reviews and execution tracking

2. Portfolio Growth & Diversification

• Deliver 2026 revenue plan (target: 100% execution)
• Reduce client concentration risk and rebuild into a diversified portfolio: direct click, video/preroll, domain traffic, owned traffic, popunder
• Ensure structural readiness for 2027 scaling
• Target benchmarks:  Top client ≤ 15% monthly spend, Top 5 clients ≤ 45%, Direct click ≥ 25% of spend, Push ≤ 50%, Pre-roll ≥ $5K/day, Owned traffic 2.5–3K/day.
  

3. Team Leadership & Scaling

• Direct management of AM / Sales team
• Hiring, onboarding, and performance management
• Build non-SPOF structure (team can operate independently for 4–6 weeks)
• Develop at least 2 Senior AMs into Lead level
• Establish scalable processes: documentation, handovers, performance reviews
• Balance internal resource protection with strict performance accountability

4. SSP & Partner Management

• Lead negotiations with SSPs on pricing, exclusives, private deals, rebates
• Onboard ≥ 3 new SSPs with ≥ $10K/month spend each
• Reduce dependency on any single SSP to <25% of popunder spend

5. Outbound & Client Acquisition

• Build outbound engine (LinkedIn, Telegram, affiliate ecosystem)
• Acquire ≥10 new paying clients/month per product line (3 products)
• Maintain retention of new clients (P1–P3) ≥30%

6. Reporting & Execution Discipline

• Weekly CEO updates structured as: Facts – Bottlenecks – Next Steps
• Data-driven reporting with strict focus on numbers and execution

Requirements

1. AdTech Experience

• 5+ years in programmatic / affiliate (DSP or SSP side)
• Deep technical understanding of push, popunder, direct click, in-stream/preroll mechanics
• Proven experience launching and scaling ad products to revenue targets

2. Team & P&L Ownership

• Management of AM/Sales teams (5+ people)
• Full P&L responsibility for ≥$5M annual revenue business
• Understanding of margins, infrastructure, and operational cost structure

3. SSP & Negotiation Experience

• Proven track record with SSPs
• Experience negotiating rates, exclusives, and private deals

4. Vertical Knowledge

• Gambling, betting, casino, dating, antivirus/utilities, sweepstakes, crypto, finance
• Strong understanding of CPC models, postbacks, advertiser KPIs

5. Analytics

• Ability to independently analyze cohorts, retention, win-rate, eCPM by SSP/geo/publisher
• Delegates data collection but owns insights and conclusions

6. AI &Automation

• Use of AI tools (Claude/GPT) for analysis, reporting, and outbound generation
• Experience automating operational workflows

7. Outbound & Industry Knowledge

• Experience building outbound pipelines (LinkedIn, Telegram)
• Familiarity with affiliate ecosystem and conferences (iGB Affiliate, Affiliate World, SiGMA)

8. Languages

• English: Upper-Intermediate+
• Russian: Native or near-native

Personal Traits and Culture Fit

• Direct communication style; no avoidance of hard truths
• High speed of decision-making under uncertainty
• Strong ownership mindset (no blame-shifting)
• Comfortable operating under pressure and revenue volatility
• Balances team protection with strict performance enforcement
• No hierarchical or political behavior