Outsourced Direct Ad Sales Desk for Mexico and LatAm

How this is paid, first, because it decides everything after it: A flat monthly fee, never commission. A seller on commission closes the deal that closes easiest, and in Mexican direct that is a discounted run-of-site CPM with a make-good clause, which then sets the price for every conversation after it. I carry your rate card and I hold it. When a deal should be declined I decline it and put the reason in the weekly note, where you can disagree with me. What the work is: Direct demand, sold under your masthead and from your email domain. Agency coverage across the Mexico City holding-group offices and the independents that control most mid-market budgets, plus brand-direct work in automotive, home and furniture, and banking and insurance, where I know the planning calendars and roughly when briefs move. RFP responses written to the brief rather than assembled from a template. Sponsorships and content packages priced apart from CPM, because bundling them teaches buyers that your editorial is a discount mechanism. The programmatic side of direct: Programmatic guaranteed and preferred deals built in Ad Manager with deal IDs targeted into DV360, Xandr and The Trade Desk, so a buyer whose budget has moved to a desk can still buy you, at your price, without an insertion order cycle. First-party segments packaged as buyable audiences with a written definition and a stated recency window, because a segment a planner cannot describe back to their client does not get bought a second time. Money, in this market: Collection at 60 to 90 days is normal here and is not a sign the deal went wrong. I set credit terms per agency at the start, keep receivables visible in the pipeline, and chase in the way that keeps the next brief coming. Your finance team gets a forecast separating signed, verbally committed and in-play, and I do not allow the middle column to be reported as revenue to your board. What I will not do: Sell below your rate card floor to make a month look better. Take barter or exchange arrangements. Accept an exclusivity that makes me your only route to direct revenue for longer than the build takes. Promise a pipeline figure in month one: the first signed order in a new patch is typically 60 to 100 days out, and anyone quoting faster is either inheriting a warm list or telling you what you want to hear. I also do not sell influencer, affiliate or performance-network placements. This is media sales. Who this is not for: Publishers whose audience numbers cannot be verified against a source a planner accepts, and publishers with no media kit or current specs sheet. The first agency meeting ends at that question, and it is cheaper to fix before we start than after a desk has formed a view. Also not for anyone who wants a body on a seat to make an org chart look right. I work alongside your editorial and ad ops people, or the deals sell and then fail to deliver. How it ends: This is a function I am building for you to own. Every account note, contact, template, rate card revision and pipeline record lives in your CRM, not mine. Around month nine to twelve most publishers are ready to hire a seller into a working pipeline with live accounts, and I will help write the role and sit in the interviews. A seller who intends never to leave has an incentive to keep the function dependent on them, and you should assume that of anyone who does not raise this in the first meeting.