Director of Business Development

SmartBug Media is the most decorated HubSpot agency, recognized as a leader in crafting digital solutions that empower organizations to thrive across the entire customer lifecycle. From marketing and sales to revenue operations, customer success, and e-commerce, we combine sound strategies, cutting-edge AI, and digital innovation to deliver solutions that de-risk the future and drive sustainable growth.

With a fully remote team of over 250 professionals, we excel at creating intelligent web and digital ecosystems—from corporate websites to complex web applications—seamlessly integrated with AI-powered solutions. By aligning SmartBug's expertise with our clients' unique business realities, we build scalable, innovative tools that become engines for growth, setting the course for long-term success.

The Director of Business Development is the primary architect of our market expansion and long-term revenue sustainability. This is a high-impact leadership role designed for a strategic "hunter" who excels at navigating the complex landscape of enterprise partnerships and high-value client acquisitions. You are responsible for identifying new market segments, building strategic alliances, and closing "anchor" accounts that define our brand’s trajectory. You will bridge the gap between high-level strategy and tactical execution, ensuring that our value proposition resonates with C-suite decision-makers and that our growth engine is fueled by quality, high-margin opportunities.

Responsibilities :
• Develop and execute an annual Business Development roadmap focused on untapped verticals and geographic expansion.
• Identify and cultivate high-level strategic partnerships (channel partners, affiliates, and co-marketing alliances) to create new lead-gen flywheels.
• Perform competitive analysis to ensure our pricing and service models remain the "provider of choice" in the enterprise space.
• Lead the full sales cycle for target accounts, from initial strategic positioning to final contract negotiation and closing.
• Orchestrate multi-departmental responses to RFPs and RFIs, ensuring technical and financial alignment.
• Navigate complex procurement and legal hurdles to secure long-term service agreements and master contracts.
• Maintain a robust pipeline of qualified opportunities, ensuring accurate forecasting and CRM hygiene within HubSpot.
• Collaborate with Marketing to refine Account Based Marketing (ABM) strategies for high-value targets.
• Act as a mentor and escalation point for the BDR team to help unstick complex deals in the mid-funnel.
• Define key performance indicators (KPIs) and utilize analytics tools to track and measure campaign effectiveness.
• Prepare detailed performance reports, providing actionable insights and recommendations for optimization.
• Manage automation for lead nurturing.
• Demonstrated self-awareness, empathy, and the ability to navigate interpersonal dynamics, including effective conflict resolution.
• Mentor and coach team members, empower staff, provide ongoing feedback, and foster a collaborative, high-performing team environment.
• Take responsibility for team outcomes (both successes and failures), holding yourself and team members accountable for commitments.
• Provide ongoing guidance, support, and opportunities for team members to enhance their skills, build new competencies, and progress in their careers.
• Set clear performance standards, monitoring progress, providing regular feedback and coaching, and addressing performance gaps.

Required Skills & Experience :
• Experience: 5+ years of B2B sales/business development experience.
• Proven Track Record: Demonstrable history of closing deals and exceeding quotas.
• Industry Expertise: Deep understanding of agency services and the HubSpot ecosystem.
• Negotiation Mastery: Expert-level skills in contract negotiation, financial modeling for deals, and multi-stakeholder management.
• Tech Stack: Advanced proficiency in HubSpot, LinkedIn Sales Navigator, and intent tools.
• Communication: Elite presentation skills; ability to simplify complex technical solutions into compelling business outcomes.

Preferred Qualifications:
• Education: Bachelor’s degree or relevant professional certifications (e.g., HubSpot).
• Leadership Experience: 2+ number of years of experience in a leadership or managerial role.
• Knowledge: Deep understanding of the marketing funnel, lead generation, and client acquisition cycles specific to high-value service offerings.
• Power Skills: Excellent written and verbal communication, presentation skills, project management abilities, and a proven track record of working independently and collaboratively.