Job
Description
Director - Publisher Services (Software License Compliance) - US Who We Are: At Connor, we believe experience makes the difference between a basic compliance exercise and transformational business value. Since 2009, we ve partnered with the world s top software publishers to unlock hidden revenue, optimize license models, reduce risk, and accelerate growth using the right mix of insight, innovation, and expertise. Our people are former practitioners, audit leaders, and commercial strategists. We ve doubled year-over-year since inception and deliver outcomes that traditional Big 4 firms can t match. We re agile, collaborative, and relentless about delivering results. It s why clients choose us. It s why we love what we do. The Opportunity: We re hiring a Publisher Services Director to several of our global accounts for the AMS region and grow our Publisher Services line of business. This is a high-impact, revenue-owning leadership role focused on building key client relationships, managing strategic compliance engagements, and driving multi-million-dollar revenue growth through software modernization, audit-led conversion, and long-term renewal strategies. You ll have the autonomy to shape the accounts commercial success backed by a trusted global brand, deep IP, a proven delivery platform, and a team that knows how to win. What You ll Do: Sales Leadership and Revenue Accountability Own the full sales lifecycle across new and existing accounts from pipeline generation through to forecasting, deal closure, and long-term expansion targeting opportunities tied to software revenue reclamation, renewal cycles, license transitions, and product launches. Embody forecasting discipline, pipeline velocity KPIs, and quarterly growth planning in coordination with executive leadership. Develop and sell multi-year compliance engagement models, including ROI-based proposals, subscription conversion roadmaps, and success-based fee structures. Engage CROs, CFOs, CIOs, and GRC leaders with a value-driven narrative that links compliance to revenue, cost control, and transformation. Engagement Leadership Design and lead scalable, repeatable programs across client portfolios ensuring pipeline coverage, resource alignment, and commercial return. Partner with global delivery leaders to manage resource alignment, client success metrics, and margin expectations. Guide clients through complex licensing issues, including cloud migrations, license reconciliations, audit findings, and license model evolution (e.g., token, consumption, SaaS). Team Building & Culture Manage high-performing regional resources focused on revenue impact and delivery excellence. Recruit and mentor talent with both compliance and commercial acumen, aligned to Connor s culture of accountability, innovation, and results. Be a visible leader in the AMS region championing our firm s mission, methods, and momentum. Strategic Leadership & Innovation Contribute to Connor s global vision by shaping go-to-market strategies, refining engagement models, and identifying new verticals (eg. Cloud/SaaS). Collaborate with marketing to build industry thought leadership, contribute to content, and represent Connor at publisher events, panels, and forums. What You Bring 15+ years of experience in software licensing, contract compliance, SAM, or publisher advisory ideally with a blend of commercial consulting and sales pipeline management. Demonstrated track record of $5M-$10M+ revenue ownership, with expertise in value-based selling, proposal development, and negotiation of performance-based or multi-year commercial constructs. Deep knowledge of software license models (perpetual, SaaS, subscription, OEM) and compliance monetization strategies. Leads with accountability comfortable owning both target attainment and the operational levers to drive performance. Collaborates cross-functionally with marketing, delivery, and finance to align growth initiatives and improve client conversion metrics. Anticipates market shifts and adjusts sales strategies to maintain growth momentum. Experience leading large client accounts and teams, with KPIs tied to revenue contribution, margin optimization, and client satisfaction. Effective communicator, with a proven ability to influence across sales, finance, legal, and IT stakeholders. Technical credibility in licensing tools, audit processes, and publisher contractual frameworks. What Success Looks Like Surpassing annual revenue and margin goals for the AMS Publisher Services business. Winning and scaling new multi-year programs that convert compliance into growth. Growing strategic accounts through upsell, cross-sell, and ongoing service expansion. Elevating Connor s presence across the AMS market as a trusted advisor and thought leader. Why Join Connor A globally recognized brand built on real experience not theory. The opportunity to lead a region with untapped growth potential and executive support. Backed by The Acacia Group , following our recent strategic partnership to accelerate innovation, platform investment, and global expansion Read more . Access to a proven delivery platform, commercial playbooks, and a deep IP foundation. A culture of innovation, autonomy, and accountability where your work directly shapes outcomes.
