Purpose of the role

The Director of Business Development is responsible for building and leading the sales engine that generates new opportunities, strengthens pipeline performance and accelerates agency revenue growth. This role combines commercial strategy, sales leadership and operational rigor to turn market opportunities into profitable, long-term client relationships.

Reporting to senior agency leadership, the Director of Business Development will lead the agency's business development team and own the performance of the new-business pipeline. They will establish clear sales priorities, build repeatable processes and strengthen the agency's approach to prospecting, opportunity development and conversion.

Working closely with agency leadership, marketing and client teams, the Director will ensure the sales function is focused on the right markets, accounts and opportunities-and equipped to represent the full breadth of TEAM LEWIS capabilities confidently and consistently.

Key responsibilities and tasks

• Own the agency's business development strategy, with accountability for pipeline creation, opportunity quality, conversion performance, new-business revenue and profitability.

• Set and manage individual and team sales targets, ensuring activity and performance remain aligned with the agency's commercial goals.

• Lead, coach and develop the business development team, establishing clear priorities, individual accountability and a high-performance sales culture.

• Partner with senior leadership to define priority sectors, target markets, ideal client profiles and strategic accounts.

• Build and execute focused sales plans covering outbound prospecting, account-based outreach, referrals, partner channels, win-back opportunities and expansion into new markets.

• Strengthen prospecting effectiveness, account penetration, follow-up discipline and opportunity progression across the team.

• Establish consistent qualification criteria so the agency prioritizes right-fit opportunities with strong revenue, profitability and long-term growth potential.

• Own the sales process from initial outreach and qualification through opportunity development, proposal, pitch, negotiation and handoff.

• Lead initial conversations with priority prospects and step into strategically important or high-value opportunities when senior commercial leadership is required.

• Ensure the sales enablement function equips the team with effective messaging, case studies, credentials, training, tools and processes.

• Work closely with marketing to translate agency positioning, campaigns, content, events and thought leadership into relevant sales conversations and prospect engagement.

• Build scalable sales processes, systems and dashboards that improve pipeline visibility, forecasting accuracy and operational rigor.

• Maintain strong CRM discipline, ensuring prospect, activity and opportunity data is accurate, current and actionable.

• Use pipeline and performance data to identify gaps, improve conversion and optimize the team's focus and resources.

• Provide regular reporting and commercial insight to senior stakeholders, including pipeline health, forecasted revenue, conversion performance and areas requiring intervention.

• Maintain a visible, active presence in the Boston business community, regularly attending relevant networks, industry groups and events to build relationships with key decision-makers and budget holders, stay close to local market developments and turn connections into qualified opportunities for the agency.

Team oversight

The Director of Business Development will directly manage and coach:

• Sales Executive

• Sales Intern

About you

You are a strategic, commercially driven sales leader who knows how to build pipeline, convert opportunities and develop high-performing teams. You understand how to focus a sales organization on the markets and prospects where it has the strongest right to win-and how to turn that focus into measurable, profitable revenue growth.

You are comfortable operating at both strategic and hands-on levels: setting direction, reviewing pipeline, coaching team members, refining sales approaches and stepping into priority opportunities when needed. You bring structure without bureaucracy, pace without chaos and the commercial judgment to balance short-term targets with long-term client value.

You will have

• Significant experience in a sales, marketing, business development, or growth leadership role, ideally within an agency, professional services, or B2B environment.

• Proven success leading commercial teams and building integrated sales and marketing programs that drive measurable pipeline and revenue outcomes.

• Experience managing multiple functions or disciplines within a growth organization, including sales and marketing leadership.

• Strong understanding of demand generation, outbound sales, sales enablement, lead management, and funnel optimization.

• Ability to translate market opportunity into focused go-to-market strategies, campaigns, and commercial action plans.

• Experience developing and coaching high-performing teams, with a leadership style that is clear, motivating, and accountable.

• Strong analytical and operational skills, including comfort with reporting, forecasting, pipeline analysis, and performance dashboards.

• Excellent communication and stakeholder management skills, including confidence working with senior leaders and cross-functional teams.

• A proactive, entrepreneurial mindset with the ability to push initiatives forward in a fast-moving, evolving environment.

• Experience in an integrated marketing or agency environment is strongly preferred.

This job description is not intended to be an exhaustive list of the responsibilities for this role. Other responsibilities may be added from time to time.

The expected compensation for the Director, Business Development position is up to $170K inclusive of base and commission. Total compensation is determined by factors such as location, experience, and expertise.

Department Sales and Marketing Role New Business Locations Boston MA Remote status Hybrid Employment type Full-time