This role requires at least 3 years selling custom website, web application or CMS projects at a digital agency or consultancy.
Who We Are
Urban Insight 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 also 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 selling custom website,…