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.