Head of Business Development (Agency)

Accountabilities:

• Develop and execute the go-to-market strategy for agency services, with a primary focus on the insurance vertical and managed media solutions.
• Personally identify, engage, and close high-value enterprise opportunities with major insurance carriers and other senior decision-makers.
• Build consultative relationships with C-suite executives and advise clients on effective allocation and management of significant digital media budgets.
• Evolve the agency value proposition across Paid Search, Paid Social, and Programmatic services to address the specific needs of target customers.
• Use market and vertical insights to identify new opportunities, develop strategic accounts, and expand relationships over time.
• Build a solution-oriented sales methodology that positions expert media management and managed services as strategic business solutions.
• Develop sales playbooks, proposal standards, pitch materials, RFP processes, KPIs, and repeatable approaches based on successful deals.
• Partner with executive and operational leadership to define the resources, case studies, capabilities, and support required to scale the agency offering.
• Establish processes for cross-selling and expanding services within existing client relationships.
• Document sales successes, challenges, and lessons learned to create a foundation for future commercial hires.
• Help define the structure and requirements of a future agency sales organization as revenue milestones and business needs evolve.

Requirements:

• 8+ years of progressive experience in digital agency sales, particularly selling managed services rather than lead-generation products alone.
• Proven enterprise business development and sales experience, with a track record of personally hunting for and closing complex, high-value deals.
• Deep knowledge of the insurance ecosystem, including carriers, IMOs, FMOs, compliance considerations, lead quality, and the challenges faced by insurance marketing leaders.
• Strong understanding of Paid Search platforms such as Google and Bing, Paid Social, and Programmatic advertising, with the ability to communicate the business value of managed media services.
• Experience selling to and building relationships with C-suite executives and senior enterprise stakeholders.
• Demonstrated ability to launch new service lines, develop new verticals, or create go-to-market strategies in ambiguous environments.
• Strong consultative selling, negotiation, relationship-building, and executive communication skills.
• Entrepreneurial and architect mindset, with the ability to create sales processes and systems rather than simply follow established playbooks.
• Strong analytical and strategic thinking skills, with the ability to use market insights and business data to identify opportunities.
• Ability to operate independently, manage complex sales cycles, and maintain momentum with minimal day-to-day oversight.
• Strong documentation and organizational skills, with a willingness to turn successful approaches into repeatable processes.
• Comfortable collaborating directly with executive leadership and cross-functional operational teams.
• Experience building and eventually leading a sales organization or new business division is a plus.

Benefits:

• Opportunity to build and shape a new agency services business within an established organization.
• Direct collaboration with executive leadership on revenue strategy, service packaging, and market positioning.
• Access to experienced media buyers and operational resources to support client delivery.
• Opportunity to establish the sales methodology, playbook, KPIs, and commercial infrastructure for a future team.
• Clear path toward building and leading a business development organization as the division scales.
• High degree of autonomy and ownership over market expansion and revenue growth.
• Exposure to enterprise clients and complex, high-value managed media engagements.
• Opportunity to influence the development of new service offerings and strategic market initiatives.