About This Role

Location: Flexible / Remote, with travel as needed

Reports to: CEO

This is a hands-on role for someone who can think strategically about how an agency grows -

and then personally open doors, build relationships, create opportunities, and close business.

You will work closely with the CEO to shape Folklore's new-business strategy, evolve our

go-to-market approach and story, build relationships with prospective clients and key

influencers, and convert opportunities into meaningful new client wins.

This role will begin as an individual contributor position, with the opportunity to build and lead a

broader new-business team over time.

This role is focused specifically on net-new business and new logos. Existing-client growth will

be owned by Folklore's client leadership team.

What You Will Do
• Build and execute a focused net-new business strategy tied to Folklore's growth goals.
• Personally create and develop qualified opportunities with prospective clients.
• Open doors with senior decision-makers across marketing, digital, experience,

technology, commerce, and business leadership.
• Develop and execute account-based marketing and selling strategies for priority

prospects.
• Build relationships with agency search consultants, management consultants, strategic

partners, intermediaries, and referral sources.
• Partner with the CEO to evolve Folklore's go-to-market strategy, positioning, and

new-business story, ensuring our capabilities translate into a clear and compelling

reason for prospective clients to choose Folklore.
• Build and continuously improve a repeatable new-business process that connects

targeting, prospecting, relationship development, pursuit strategy, pitching, and

conversion.
• Lead opportunities from initial conversation through qualification, pitch, negotiation, and

close.
• Partner with Folklore leaders and subject-matter experts throughout the pursuit process.
• Establish a consistent and disciplined approach to pipeline management, CRM,

forecasting, and reporting.
• Build the foundation for a broader new-business team as Folklore grows.

What We Are Looking For
• Significant new-business or growth experience within an independent advertising, digital,

creative, experience, technology, or integrated agency.
• A strong track record of personally sourcing and closing meaningful new agency

business.
• Strong hunter instincts and comfort creating opportunities from scratch rather than

relying primarily on inbound leads or RFPs.
• Experience with ABM and account-based selling.
• Experience working with agency search consultants, management consultants,

intermediaries, strategic partners, and referral sources.
• Strategic go-to-market experience, with the ability to turn an agency's capabilities,

market position, and client value into a differentiated commercial story and actionable

growth strategy.
• Experience building or improving new-business processes and operating rhythms, not

simply working within an established sales structure.
• Deep understanding of how enterprise organizations buy agency, digital, technology,

creative, content, and experience services.
• Experience selling complex, multidisciplinary agency engagements.
• Strong commercial judgment, including experience with proposals, pricing, negotiation,

and closing.
• Confidence engaging senior executives and C-suite leaders.
• Excellent communication, presentation, and relationship-building skills.
• Comfort working in an entrepreneurial environment where you are expected to both think

strategically and execute.

Who Will Thrive Here

You are energized by building relationships and creating opportunities. You are comfortable

working your network, but you do not rely on it. You know how to identify the organizations you

want to work with, understand who matters inside them, find a way in, and turn conversations

into business.

You are equally comfortable thinking about the bigger picture - how an agency should position

itself, where it should focus, and what story will resonate in the market - and doing the

day-to-day work required to build pipeline and close.

You also like building. This is an opportunity to help shape how Folklore approaches new business today and, over time, build a team around a successful model.

If that sounds like the kind of challenge you enjoy, we would love to hear from you!