Director, Business Development
This is a hybrid role to be based near our office in New York City
About Us
We drive intelligent growth for ambitious businesses and leading brands.
Customer understanding is more potent and drives greater value when insights go to work directly within marketing and experience priorities. To give our clients that advantage, we put an insights-driven operating system at the core of our design, go-to-market, and digital experience solutions.
Material clients make smarter growth choices because they can see clearly how and when to take the shots that count. Together, we connect consumer intelligence with customer demand generation to build lasting, profitable relationships.
About the Director, Business Development Role
The Director will be a key driver of net new logo acquisition for Material. This is a horizontal selling role, not tied to a single practice or vertical, focused on opening new client relationships and expanding Material's presence across sectors and service lines. Within this, there is particular emphasis on our ‘Growth Strategy’ offerings covering solutions including Opportunity Sizing, Innovation, Experience Design, Brand Strategy, and Loyalty.
The ideal candidate is a self-starter with a track record of building and nurturing pipeline, an established, but growing network, and excellent ‘opportunity discovery’ instincts. We are looking for someone who has chosen to make business development their career but are looking to expand and extend their skills, who can orchestrate internal resources effectively to close often complex, consultative engagements.
What You'll Do
Build and manage a pipeline of new logo opportunities through a combination of network activation, proactive outreach, and inbound lead management, with personal accountability for finding, targeting, and qualifying new business
Lead early discovery meetings that surface the underlying business challenge, qualify the opportunity, and identify a path into Material
Build and maintain senior client relationships grounded in trust and consultative expertise
Contribute to Go-To-Market strategy in partnership with the leadership team, bringing a commercial perspective to how we position and grow our offerings
Orchestrate internal resources through the sales cycle — knowing when to bring in capability partners, sector leads, and SMEs, and keeping deals moving once they are engaged
Develop tailored solutions and proposals that draw on Material's full range of capabilities to address complex client challenges
About You
8–10+ years of business development or consultative sales experience in marketing services, management consulting, or strategy consulting
Comfortable selling across verticals and service lines without reliance on a single sector or offering
Able to open new relationships and grow pipeline through network leverage and deliberate outreach, not reliant on inbound alone
Strong discovery skills: able to uncover root business problems and map them to a solution
Solid knowledge of the demands and requirements of client-side corporate strategy and marketing execution with the desire to learn more
Skilled at orchestrating internal teams - knows when to lead and when to bring in support, and keeps complex deals moving
Proven track record of managing across complex, multi-stakeholder client sales cycles
Confident communicator and negotiator
Why Work for Material?
Material is a global company and we work with leading brands worldwide. We create and launch new brands and products, putting innovation and value creation at the center of our practice. Our clients are leaders in their class, across sectors from technology to retail, transportation, finance, and healthcare.
Material employees join a peer group of exceptionally talented colleagues across the company, the country, and the world. We develop capabilities and leading-edge market offerings across seven global practices including strategy and insights, design, data & analytics, technology, and tracking.
A community focused on learning and making an impact. Material is an outcomes-focused company. We create experiences that matter, create new value, and make a difference in our clients' lives and their customers' lives.
Pay Range: $110,000 - $145,000
The range shown represents a grouping of relevant ranges currently in use at Material. Actual range for this position may differ, depending on location and specific skillset required for the work itself.
Equal Employment Opportunity
All qualified applicants will receive consideration for employment without discrimination on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, or any other factors prohibited by law.
Privacy Statement
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Skills Required
- 8-10+ years of business development or consultative sales experience in marketing services, management consulting, or strategy consulting.
- Proven track record of managing complex, multi-stakeholder client sales cycles and closing consultative engagements.
- Ability to build and manage a pipeline through network activation, proactive outreach, and inbound lead management.
- Strong discovery skills to uncover root business problems and map them to solutions.
- Comfortable selling across verticals and service lines without reliance on a single sector or offering.
- Skilled at orchestrating internal teams, knowing when to lead and when to bring in support to keep deals moving.
- Solid knowledge of client-side corporate strategy and marketing execution with a desire to learn more.
- Confident communicator and negotiator, able to build and maintain senior client relationships.
- Hybrid role based near the New York City office (ability to work on-site as required).
What We Do
Material is a leading insights, marketing and technology company striving for true customer centricity and ongoing relevance in a digital-first, customer-led world. By leveraging a proprietary science + systems approach, we speed engagement and growth for the world’s most recognizable brands and innovative companies. We design + build customer-centric business models and experiences to create transformative relationships between businesses and the people they serve. In everything we do, we make an impression. We make a difference. We make an impact. And we help brands do the same
