Director of Business Development

Who We Are
Urban Insight is a leading digital agency that designs and builds websites and web applications for organizations that make a difference, including some of the best-known museums, associations, nonprofits and universities. For more than 25 years we’ve solved complex problems through strategy, design and development on open-source platforms, primarily Drupal and WordPress, including headless and composable architectures.
The Opportunity
We’re looking for a Director of Business Development to own new business growth. You’ll sell website redesigns, platform migrations, discovery and digital strategy, and multi-year support to marketing, digital and IT leaders, with typical engagements of $150,000 to $500,000.
The role has two key responsibilities. First, you’ll build your own book of business: identify the organizations in our markets we should be working with, open conversations with their leaders, and turn those conversations into qualified opportunities through outreach, events, partners and referrals. Second, you’ll own our sales process for every opportunity that comes to us through referrals, partners, RFPs, our website and marketing. You respond, qualify, run the meetings, write the proposals and close.
You won’t do it alone: our senior team joins larger pursuits as executive sponsors and subject-matter experts, our technical strategists and client strategists help shape solutions, and you’ll start from proposal templates and a library of past work. But each pursuit is yours to own.
Why you’ll win here: you’ll be selling an award-winning portfolio, clients like LACMA, Yale and USC, deep Drupal and WordPress expertise, and a delivery team with an average tenure of more than five years. Our clients come back for support and follow-on work, and you’ll have live opportunities from day one while you build your own book.
This is a role for someone who likes the hunt and knows how to run a disciplined sales process. You’ll have a seat on our management team from day one as the voice of sales and business development.
Key deliverables
Build your book of business - Build and work a named target-account list across our core sectors using research-driven, personalized outreach by email, LinkedIn, phone and events. Develop referral and partner channels with platform partners, design firms, systems integrators and past clients
Own the inbound sales process - Respond to every inbound lead within one business day, qualify it, and run discovery and every client meeting through to a decision
Proposals, RFPs and presentations - Write and own proposals, RFP responses and presentations using our templates and proposal library. Bring in our senior team and technical strategists for content, solution design and orals, and partner with delivery on estimates and scopes of work
Own every deal through to a strong start - Negotiate and close, set each new client up for success with our delivery team, and keep a CRM and pipeline the operations and leadership team can run the business on
Market presence - Represent Urban Insight at conferences and sector events with a clear plan for meetings booked and followed up, working closely with our Marketing Director
Success Metrics
In your first 3 months
Learn our services, case studies, sectors and current pipeline
Take ownership of every open opportunity and bring each one current in HubSpot with a clear next step
Working with our CEO and Marketing Director, build a target-account plan of 150 organizations
Book 25+ first meetings with decision-makers at target organizations
Create at least two self-sourced qualified opportunities of $75K or more
In your first year
Achieve $1.5mm in new business bookings
Generate $2.0mm in self-sourced qualified pipeline and $400K in bookings from new clients you sourced
Key Requirements
7+ years in B2B sales, including 3+ years in new business roles at a digital agency, consultancy or technology services firm
A track record of opportunities you personally sourced and closed, with numbers to show it
Experience running the full sales cycle on services engagements of $100,000 to $500,000, including personally closing multiple deals of $150,000 or more with executive buyers
You’ve sold web design and development or comparable digital services, and you understand how these projects are scoped, built and priced well enough to lead discovery and spot a risky scope
Naturally curious and consultative; you uncover a client’s goals, pain points, budget and decision process before proposing a solution, and you turn conversations into relationships and relationships into opportunities
Strong proposal writer; you have written winning proposals and RFP responses yourself
Organized and disciplined about pipeline and follow-through
Nice to have
Experience selling to nonprofits, cultural institutions, associations, and higher education
Experience with modern outbound and CRM tools such as HubSpot, Apollo, Reply.io, LinkedIn Sales Navigator and AI research and writing tools
Bachelor's degree
Location & Availability
Remote within the U.S.; Los Angeles area is a plus
Travel for conferences and client meetings, roughly 4 to 6 trips per year
Compensation
Base salary of $100,000 - $125,000 plus commission, with on-target earnings of $165,000 - $205,000
Commission is uncapped and pays a higher rate on clients you bring in yourself
Health & Dental insurance (95% employer-paid)
Company-sponsored 401(k) plan with employer match
Paid time off (15 days increasing to 20 after four years)
Holiday time off (~10 days per year)
Performance and compensation reviews annually
An annual customized training plan and time to study
About Urban Insight
Urban Insight is a leading digital agency - https://www.urbaninsight.com/
We work with some of the best-known museums, nonprofits and other institutions, such as LACMA, The Broad, University of Southern California, City of Los Angeles, and the Japanese American National Museum
We've won numerous design awards such as for our work for Stay Housed Los Angeles and the National World War 1 Museum & Memorial
We're the top-ranked Web development agency in Los Angeles, according to Clutch, an independent analyst. Have a look at what our clients say about us: https://clutch.co/profile/urban-insight
We have a clearly defined project management methodology and case management system
We run on the Entrepreneurial Operating System
Why Work at Urban Insight
We take on interesting, meaningful projects for appreciative clients
We offer a flexible working environment - work from anywhere in the United States
We work with you to create a career path that works for you
The average employee tenure is 5.6 years
We're stable and growing. We've been in business for over 25 years and continue to grow
We allocate resources and time for training and professional development
We have weekly events to keep the team connected: Lunch & Learns, Lightning Demos, Game Breaks
There are many more reasons: https://www.urbaninsight.com/careers
To Apply
Please apply on this page. This position is open until filled. Thank you for your interest in working with us at Urban Insight.
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