Fubo’s Lynette Kaylor typifies the modern TV ad sales exec

Lynette Kaylor’s background does not mirror that of a traditional TV ad sales boss. But her history in data and identity technology does indicate the makeup of a modern TV ad sales boss.

Before joining Fubo as the streaming pay-TV service’s svp of advertising sales last August, Kaylor worked at Dentsu’s data arm Merkle where she worked on identity tech partnerships with publishers and platforms — which is kind of a perfect pedigree for someone overseeing a streaming ad business today.

“Data is only going to become more and more important. And given my background, obviously I feel that way. But it makes sense to me from a buyer and seller [perspective],” Kaylor said in the latest Digiday Podcast episode. “From a seller perspective, let me show you why you want to buy my audience, look at what makes them unique and great. From the buy side, it’s like, ’Oh yeah, I want to stop wasting money,’” she added.

Among Kaylor’s most immediate tasks is building Fubo’s first-party data strategy as advertisers seek to make their streaming campaigns more targeted and more measurable. That includes developing the company’s data clean room strategy, which has become more of a focal point among TV and streaming ad businesses over the past few years.

“A big conversation right now is clean rooms and where do those fit in. When I was at Merkle, those were kind of just starting out, and now they seem to be in every conversation,” said Kaylor.