Sr. Director, Business Development

Job Description:

Rakuten International is a division of Rakuten Group, Inc., a Japanese global technology leader in services that empower individuals, communities, businesses and society. Headquartered in San Mateo, California with more than 4,000 employees worldwide, the Rakuten International business portfolio includes market leaders in e-commerce, digital marketing, advertising, communications and entertainment. We create products and services that provide exceptional value by aligning members and the businesses that want to engage them in a shared community.

Rakuten is the most rewarding way to shop, giving millions of members Cash Back when they buy from their favorite brands. As a leading shopping platform, Rakuten partners with thousands of top brands across apparel, beauty and wellness, grocery, travel, on-demand services, subscriptions, and dining, helping members save on everyday purchases. Since 1999, Rakuten members have earned more than $4.6 billion in Cash Back, making it the largest Cash Back platform of its kind. Learn more at Rakuten.com.

Job Summary:
The Senior Director of Business Development will lead a high-performing team of digital advertising business development managers, with a primary focus on driving new customer acquisition and achieving revenue growth targets. This role requires a strategic leader who can cultivate client relationships, identify new business opportunities, and collaborate cross-functionally to deliver impactful advertising solutions.

• Lead, coach, and develop a team of business development managers to achieve and exceed performance targets
• Build and maintain relationships with key industry contacts to generate new business opportunities
• Identify, prospect, and develop new advertiser sales leads within assigned territories
• Drive high-volume sales activity, including outreach, presentations, and proposal development
• Represent the organization at trade shows, conferences, and industry events
• Develop and deliver strategic, data-driven presentations to prospective clients
• Analyze the competitive landscape and position Rakuten as a market leader
• Manage and close large, complex deals while maintaining a strong sales pipeline
• Meet and exceed revenue and performance targets consistently
• Align team strategies with organizational goals to support long-term growth
• Oversee major advertising sales decisions to ensure alignment with business objectives
• Improve operational efficiency by designing and implementing sales processes and systems
• Ensure consistency of policies and procedures across teams and initiatives
• Mentor team members on best practices, professional growth, and performance improvement

• Proven experience managing teams selling digital advertising solutions such as publisher media, affiliate marketing, display, search, social, video, or attribution
• Demonstrated success in generating new revenue and exceeding sales quotas
• Experience selling to C-level executives within Fortune 1000 and IAB 250 organizations
• Strong background in consultative sales environments
• Excellent negotiation, presentation, and closing skills

• Bachelor's degree required; Master's degree preferred
• 5-10 years of relevant experience required; 10+ years preferred
• Demonstrated leadership experience in digital advertising or related industries