Lead Generation Specialist

We are looking for a Lead Generation Specialist to join our Business Development team and build a consistent pipeline of qualified publisher prospects. This role is focused specifically on the top of the sales funnel: identifying digital publishers and website owners that fit our ideal customer profile, finding the right monetization decision-makers, conducting outbound prospecting, and generating qualified opportunities for the BD team.

The ideal candidate is highly organized, persistent, comfortable with outbound outreach, and curious about digital publishing, advertising, and publisher monetization. This is not a closing or account-management role. Your job is to identify publishers with strong potential, engage the right people, and create qualified conversations that the BD team can take forward. Success is measured by the quality and volume of qualified leads and meetings generated.

What You’ll Do

• Research and identify digital publishers, websites, and media properties that fit our ideal customer profile.
• Build and maintain accurate prospect lists across target publisher categories and markets.
• Research prospective publishers to understand factors such as audience size, traffic, geography, content category, ownership, and current advertising or monetization approach.
• Identify the appropriate decision-makers responsible for advertising, monetization, revenue, partnerships, or business development within target publishers.
• Conduct outbound prospecting through email, LinkedIn, and other relevant channels.
• Create personalized outreach that communicates the companies value proposition to publishers and generates interest.
• Identify signals that a publisher may be a strong fit for and qualify inbound and outbound prospects against agreed-upon criteria before handing opportunities to the BD team.
• Book qualified introductory meetings for Business Development representatives.
• Maintain accurate prospecting activity, contact information, and lead status in the CRM and sales engagement tools.
• Test different messaging, audiences, and outreach sequences to improve response and meeting-booking rates.
• Work closely with the BD team to understand which publisher profiles convert and continuously improve targeting and lead quality.
• Stay informed on the digital publishing, programmatic advertising, and publisher monetization landscape to identify new publishers, contacts, and prospecting opportunities.

What We’re Looking For

• 1–3+ years of experience in lead generation, sales development, business development, or outbound prospecting, ideally within ad tech, digital publishing, media, SaaS, or a related industry.
• Demonstrated ability to research prospects and generate qualified meetings through outbound outreach.
• Strong written communication skills, particularly for concise and personalized prospecting emails.
• Comfortable with cold outreach and persistent follow-up.
• Highly organized and able to manage a large volume of prospects without sacrificing quality.
• Experience working with CRM, prospecting, and sales engagement tools.
• Data-driven mindset and willingness to track and improve performance against prospecting KPIs.
• Curiosity about digital publishing, publisher monetization, programmatic advertising, and the broader ad tech ecosystem.
• Ability to work collaboratively with Business Development while independently managing day-to-day prospecting activity.

Nice to Have

• Previous experience prospecting digital publishers, website owners, or digital media companies.
• Familiarity with publisher monetization, programmatic advertising, header bidding, SSPs, ad operations, or related technologies.
• Experience researching website traffic, audience characteristics, advertising setups, or other signals used to qualify digital publishers.
• Experience building prospect lists and identifying decision-makers from scratch.

Success in this role will primarily be measured by:

• Number of qualified publisher leads generated.
• Number of qualified meetings booked for the BD team.
• Lead-to-meeting conversion rate.
• Quality and accuracy of publisher and decision-maker data.
• Outbound response and engagement rates.
• Consistency of pipeline contribution.
• Quality and ICP fit of opportunities handed off to Business Development.