Greg Castro Email & Phone Number

Singapore, SG

New York, NY, US

• Manage Celtra’s Global Publisher & Platforms business with 50% focus/emphasis for new business bookings/revenue from publishers, agencies, ad networks, managed-service DSPs, DMPs, etc. and 50% focus on upselling/cross.
• Developed strategy including both bottom-up and top-down sales bookings/revenue analysis to ensure alignment with C-level team.
• Led recruiting efforts to build out global BD team focused on critical hires in NYC and London.
• Developed and implemented our strategic BD playbook including an extreme emphasis on discovery and a philosophical/methodical approach to consultative sals and/or solutions demos.

New York, NY, US

• Built newly-formed programmatic business via partnerships with relevant third parties.
• Created new revenue streams/product offerings outside of existing solutions available.
• Created channel partner strategy and go-to-market strategy for new product/service offerings.
• Developed strategic partnerships with SSPs and DSPs to a) obtain SSP supply from net-new publishers and b) matching advertising demand to net-new publishers.
• Partnered with product, customer success, and creative studio teams to achieve revenue growth and/or deeper strategic adoption of existing products/services.

• First non-board hire focused on seamless integration of IP technology provider (New Zealand) with patent holding company (Singapore) – both in the AI/marketing space.
• Develop GTM strategy and defined key industry sectors, customer targets, and competitors.
• Partner with product to define product offerings, features/functionality of future product iterations, rate card/pricing, and key differentiators from competition.
• Manage all third-party relationships including direct customers, vendors, and suppliers.
• Negotiate and draft all company contracts including MSAs for enterprise clients, website-based click-through agreements, vendor/supplier contracts, etc.
• Develop hiring plan to support the first 24 months of operations (post funding) including full-time operational team members and third-party partnerships to ensure scaling.

San Francisco, California, US

• Built and managed Chartboost’s RTB/Exchange business and exceeded revenue goals month/month including 200% of goal in April 2017.
• Created new revenue stream providing company with an additional 12% net revenue for the RTB/Exchange business.
• Built and managed Chartboost’s Publisher Yield Management (“PYM”) program focused on increasing top line revenue and publisher impressions by offering CPM guarantee deals instead of standard revenue share arrangements.
• Managed all third-party relationships with DSPs, mediation partners, data partners, technology providers, and Salesforce.
• Built and managed Chartboost’s ad operations team with time and revenue based objectives including optimization of all PYM deals.
• Managed a support team comprised of support specialists and solutions engineers including a revamp of support methodology to re-focus efforts to the highest revenue generating partners and deflecting low revenue.

New York, NY, US

• Developed customer care business plan and presented plan to CEO resulting in a multi-million investment in AOL Help.
• Built and managed a team of 15 comprised of product help copywriters, product support specialists, and call center operations.
• Overhauled AOL Help to ensure all products and interfaces have a designated help experience.
• Launched AOL Mail’s first ever 1-to-1 support options (i.e. chat, email) for AOL’s free users focused on increasing CSAT and issue resolution while mitigating churn.
• Implemented a community based feedback tool to incorporate user requests into future iterations of products.
• Managed multiple projects surrounding compromised accounts (fraud), video initiatives, error messaging, service outages, executive escalations, and partner management.

Sunnyvale, CA, US

• Managed decommissioning of Yahoo! Photos focused on user experience – efforts earned Dragon Slayer Award Q407.
• Led software licensing negotiations with vendors and strategic deals with partners for Yahoo! Mail and Yahoo! Messenger.
• Drafted, negotiated and redlined all contracts with strategies ensuring an extremely responsive turnaround time from legal.
• Managed business operations for Yahoo! Voice including forecasting, carrier relations, and outsourcing.- Indirectly managed product, engineering, and marketing initiatives focused on top line revenue, gross profit.
• Led RFP process, contract negotiations, and overall outsourcing of the Yahoo! Voice business to a third party.
• Analyzed and summarized contracts into an executive summary, key obligations, key terms, economics, and risks/mitigations.

Sunnyvale, CA, US

• Managed customer care improvements across 7 business units focusing on CSAT.
• Improved CSAT by resolving customer care inquiries that revealed product defects.
• Boosted engagement and retention by incorporating customer product suggestions and feedback into future product versions and new products.
• Increased the cost-effectiveness of engineering and operational resources by better aligning them with customer demands.
• Successfully implemented a new live-chat support method driving the highest level of CSAT across the company.
• Developed and managed marketing/support programs based on users’ LTV with increasing LTV and driving overall engagement as key success metrics.

Sunnyvale, CA, US

• Grew department revenue share from 4 percent to 34 percent of total company revenue in less than 2 years – key business driver of Yahoo!’s acquisition.
• Built a regionally based sales team with commission goals tied to gross revenue, gross profit, and individual revenue targets.
• Drafted and negotiated all contracts with high proficiency in legal, business, and technical terms.
• Managed 100+ customers and developed value propositions for each.
• Developed effective and personal customer relationship management skills through 24/7 access via phone, email, and instant messenger applications.
• Implemented sales strategies that were regionally focused in an effort to apply social customs to the communication process with customers and leads.

Sunnyvale, CA, US

• Implemented an in-house customer care solution saving the company ~$2.5MM dollars in the first year.
• Built and managed a team of 10 technical, billing, and fraud support representatives.
• Partnered with product and marketing to forecast customer care inquiries required to develop and manage departmental budget.
• Developed feedback loop between customers and the product/engineering teams successfully decreasing customer care inquiries and increasing customer engagement.