Director of Business Development – Ecommerce & Subscription Packaging

Bay Cities, an Employee-Owned Company, is the leading creative packaging and display partner to brand marketers, retailers, and e-commerce. Our passion, experience, technology, and consumer insights move product and drive sales.

About the Role

The Director of Business Development – Ecommerce & Subscription Packaging will be the founding leader of this high-growth vertical. You will identify new markets, develop a go-to-market (GTM) strategy, and drive repeatable, scalable revenue streams in the ecommerce and subscription packaging space. This role will own the creation of a $10M+ revenue segment and be empowered to build and lead a sales team from scratch. You’ll work closely with marketing, manufacturing, and packout/fulfillment teams to position Bay Cities as the go-to partner for DTC brands and subscription companies seeking sustainable, customized, and scalable packaging solutions.

Responsibilities

• Identify and define new market opportunities in ecommerce and subscription packaging (DTC brands, influencers, startups, etc.)
• Lead the creation and execution of a comprehensive GTM strategy for this vertical
• Analyze industry trends, competitors, and target customer behavior to inform market segmentation and value positioning
• Build and manage a sales pipeline that supports a $10M+ annual revenue target
• Own the full sales cycle from lead generation to deal close, with a focus on strategic, long-term partnerships
• Recruit, onboard, and coach a high-performing team of sales executives and SDRs
• Partner with marketing to develop tailored campaigns, content, and lead-gen strategies that drive awareness and conversions
• Collaborate with manufacturing and packout/fulfillment teams to ensure operational readiness and solution delivery
• Create repeatable solutions that span packaging, assembly, and fulfillment for ecommerce and subscription brands
• Establish sales KPIs and performance tracking systems to monitor pipeline health and growth
• Report regularly to senior leadership on business unit progress, forecasts, and milestones
• Continuously iterate based on market feedback and campaign results

Requirements

• 5+ years of experience in business development, sales, sales leadership, or GTM strategy
• Proven ability to build new business lines or verticals with $10M+ in annual revenue
• Experience selling packaging, ecommerce services, fulfillment, or supply chain solutions is a strong plus
• Excellent understanding of DTC, subscription models, and ecommerce trends
• Demonstrated ability to recruit and lead a high-performing sales team
• Consultative, data-driven, and highly collaborative approach to building business
• Strong communication and executive presentation skills

Preferred Qualifications

• Experience working in the packaging industry
• Background in packaging, design, fulfillment, or sustainable packaging solutions
• Familiarity with start-ups or intrapreneurial environments where market-building was necessary
• Managed sales teams

Core Competencies

• High ethical standards; models and supports organization’s goals and values
• Consistently conducts themselves in an honest and trustworthy manner
• Demonstrates energy and passion about their work; balances work and fun
• Customer service orientation internally and externally; builds strong relationships
• Acts as an owner of the business and instills that attitude in others
• Strong project management skills; prioritizes and manages multiple efforts
• Agility and adaptability in a rapidly changing environment
• Excellent communication (oral and written) and interpersonal skills

Schedule

Approximately 35% travel required.

Physical and Environmental Requirements

• Regularly required to talk or hear
• Frequently required to stand and sit
• Occasionally required to walk and reach with hands and arms
• Must occasionally lift and/or move up to 35 pounds
• Specific vision abilities required include close vision and color vision
• Work environment includes front-office and manufacturing; noise level is usually moderate

Pre-employment verifications include background and reference checks, drug screen, and physical examination. US Persons only (US citizens, lawful permanent residents, refugee, or asylee – all require proper identification and documentation).