Director of Business Development - Agency

About the Role

The Director of Business Development owns the conversion of qualified opportunities into closed-won revenue. The role is primarily focused on converting inbound opportunities generated through Partnerships, supplemented by strategic outbound.

Responsibilities

• Manage pipeline and lead discovery + pitch conversations
• Drive follow-up and close cadence
• Maintain pipeline hygiene
• Conduct targeted, strategic outreach
• Support Partnerships on fund 1:1s — providing tactical depth and creating continuity from partner call to brand discovery call
• Partner closely with Partnerships and Client Success to ensure clean handoffs and strong client experience

How the Growth Department Operates

Growth currently operates across two connected tracks:

• Partnerships (fund relationships, ambassadors, referral partners, agency partnerships) – generates qualified introductions and routes them into the sales process.
• Business Development (discovery, pitching, follow-up, closing, pipeline management, strategic outreach) – owns the deal through close once a lead is qualified and enters the active sales pipeline.

Core Responsibilities

Pipeline Management

• Own active sales pipeline in HubSpot
• Ensure all deals have: next steps, active follow-up, accurate stage management
• Maintain consistent pipeline hygiene weekly
• Execute strategic outbound against named ICP accounts

Discovery + Pitch Leadership

• Lead discovery conversations
• Identify client goals, challenges, and fit
• Determine appropriate path: audit, strategic recommendation, go-forward proposal
• Lead Tier 2–4 pitches independently
• Co-lead select Tier 1 pitches with support

Follow-Up + Closing

• Maintain active follow-up cadence across all live deals
• Send same-day post-pitch recap + next steps
• Own commercial progression through close
• Coordinate clean handoff into Client Success after signature

Partnership Support

• Attend fund partner 1:1s with VP Partnerships (when no conflict)
• Speak to tactical/execution questions in fund partner calls in real time
• Provide continuity bridge from partner call to brand discovery call

Requirements

• Demonstrated success closing new enterprise business (monthly fees of $50K+)
• Consistently exceeded quota in prior roles; top performer within your team or org
• Direct experience selling paid media (non-negotiable)
• Strong familiarity with Meta Ads and Google Ads
• Able to speak confidently about performance, CAC, creative, and channel strategy (you don’t need to be hands-on executional, but you must understand the product deeply)
• Strong presence in client conversations: highly articulate, persuasive, and confident on calls
• Able to build rapport quickly with senior stakeholders (CMOs, founders, VPs)
• Capable of leading high-stakes pitch conversations end-to-end
• Excellent written communication skills: clear, compelling, well-structured emails; comfortable with both short outreach and longer, strategic follow-ups; high attention to detail and tone
• Operational discipline: strong organization in CRM (HubSpot or similar), consistent follow-up and pipeline management, ability to manage multiple deals simultaneously without things slipping
• Competitive mindset: self-driven, high accountability, strong internal motivation to win and exceed targets

Nice to Have

• NYC-based (strongly preferred)
• Experience selling creative services, CRO, or website development
• Background in high-growth or challenger brands
• Existing network within DTC, eCommerce, or performance-driven brands
• Experience building referral partnerships or partner-led pipelines
• Comfortable attending and hosting events, dinners, and in-person relationship building
• Experience working in a fast-paced, early-stage or scaling environment