Business Development Lead.

Cog Culture; Gurugram District; On-site; INR 4,500,000 - 7,000,000; Full time

Job summary

Cog Culture in India seeks an exceptional Business Development Lead — Media to drive revenue across digital, traditional, and emerging channels. This role demands 8+ years in media/advertising and a proven ability to close large, multi-crore mandates with Fortune 500 and domestic enterprises.

You will lead a BD team, shape market positioning, and negotiate multi-year retainers. Collaborate with leadership to craft ROI-driven media solutions and expand the agency’s footprint.

Qualifications

• 8+ years of progressive experience in Business Development, Sales Leadership, or Commercial Growth in an advertising/ media setting.
• Proven track record of originating and closing large, multi-crore media mandates across sectors.
• Established C-suite relationships with senior marketing decision-makers.

Responsibilities

• Own and drive the agency's annual revenue targets across all media verticals (digital, programmatic, OOH, broadcast, print).
• Define and execute a BD strategy aligned with growth goals and market trends.
• Build and manage a multi-crore pipeline of new opportunities across sectors (FMCG, BFSI, tech, e-commerce, B2B).
• Lead agency-wide pitch strategy from prospecting to final presentations and closure.
• Identify white-space opportunities: new geographies, untapped verticals, and emerging media formats.
• Cultivate relationships with CMOs, VPs Marketing, Brand Directors, and Procurement heads at large enterprises.
• Lead negotiations, framework agreements, and multi-year retainers.
• Oversee pricing, structuring, and contracting of large media mandates with finance/legal teams.
• Coach and upskill BD/Account teams on consultative selling and agency positioning.
• Represent the agency at industry forums and build strategic alliances with media owners.

Skills

Business Development

Sales Leadership

Commercial Growth

Relationship Management

Strategic Thinking

Education

MBA or equivalent

Job description

Cog Culture is not your typical advertising agency. Shocking, we know — most agencies say exactly that, right before pitching a "strategic partnership" that amounts to a retainer, a deck, and a handshake emoji.

But stay with us.

We're an award-winning, full-service marketing communications agency with a decade and a half of experience building brand narratives that actually move people — not just move the goalposts, the timeline, and eventually the blame. What sets us apart isn't the trophy shelf. It's what's running underneath it.

We're AI-native — and we mean that the way a fish means water, not the way a corporation means "digital transformation." Artificial intelligence isn't a tool we picked up; it's the lens through which we think, build, and create. GenAI content workflows, intelligent campaign analytics, automation that earns its keep — at Cog Culture, AI isn't the support act. It's the headliner, the venue, and the one who read the brief.

This is a 0-to-1 opportunity. Not a sales role dressed up in BD clothing. We need someone who can walk into a room, read what's not being said, and walk out with a deal that didn't exist when they walked in — someone who builds pipelines the way we build campaigns: with intent, with intelligence, and with a genuine hunger to close.

ABOUT THE ROLE

We are seeking an exceptional Business Development Lead — Media (Advertising) to spearhead commercial growth for our agency. This is a rare opportunity for a seasoned industry leader with 10– 25 years of deep expertise in media, advertising, and agency business development to drive transformational revenue outcomes, own large-scale client relationships, and shape the agency's longterm growth strategy.

As the BD Lead, you will be the commercial face of the agency — commanding boardroom conversations, forging high-value partnerships, and building a formidable pipeline of integrated media mandates across digital, traditional, and emerging channels. You will lead, mentor, and scale a highperforming BD team, and collaborate directly with the CEO and senior leadership to define market positioning and new revenue streams. "This role is not for someone who manages a funnel — it's for someone who builds markets."

Key Responsibilities

Strategic Business Development & Revenue Leadership

• Own and drive the agency's annual revenue targets across all media and advertising verticals — digital, programmatic, OOH, broadcast, print, and integrated campaigns.
• Define and execute a comprehensive BD strategy aligned with agency growth goals, market trends, and competitive landscape.
• Build and manage a multi-crore pipeline of new business opportunities across sectors including FMCG, BFSI, technology, e-commerce, and B2B enterprises.
• Lead agency-wide pitch strategy — from prospecting and brief response through to final boardlevel presentations and contract closure.
• Identify and pursue white-space opportunities: new geographies, untapped verticals, and emerging media formats.

Senior Client Acquisition & C-Suite Relationship Management

• Cultivate and maintain relationships with CMOs, VPs of Marketing, Brand Directors, and Procurement heads at Fortune 500 and large domestic enterprises.
• Lead high-stakes commercial negotiations, framework agreements, and multi-year retainer mandates.
• Act as the senior-most client escalation point during new business onboarding, ensuring seamless transition to Account and Delivery teams.
• Maintain a personal network of senior brand-side and media-side contacts built over years in the industry.
• Develop and position tailored, ROI-driven media solutions — spanning brand strategy, performance marketing, content, experiential, and data/analytics services.
• Partner with internal strategy, planning, and creative leaders to craft winning responses for large integrated media pitches.
• Stay ahead of industry shifts in AdTech, programmatic buying, cookieless targeting, CTV, and creator-led media — and translate these into commercially compelling narratives.
• Oversee the pricing, structuring, and contracting of large media mandates in collaboration with finance and legal teams.

Team Leadership & Capability Building

• Lead, mentor, and build a high-performing Business Development and pre-sales team of 5– 15 professionals.
• Define BD team OKRs, performance frameworks, and incentive structures; drive a culture of accountability and ambition.
• Coach and upskill junior BD and account management professionals on consultative selling, media literacy, and agency positioning.
• Collaborate with HR and leadership to attract and retain top commercial talent.

Brand Building & Market Presence

• Represent the agency at premier industry forums — Cannes Lions, Goafest, FICCI Frames, IAA events, and sector-specific summits.
• Contribute to thought leadership through speaking engagements, industry panels, whitepapers, and media interviews.
• Collaborate with marketing to develop credentials, case studies, and competitive positioning materials that elevate the agency's brand.
• Build strategic alliances with media owners, platform partners (Meta, Google, Amazon, etc.), research bodies, and industry associations.

Qualifications & Requirements

• 8 years + of progressive experience in Business Development, Sales Leadership, or Commercial Growth — with a significant tenure at a leading advertising or media agency.
• Proven track record of originating and closing large, multi-crore integrated media mandates across multiple sectors.
• Deep, demonstrable knowledge of the Indian and/or global advertising and media ecosystem — including agency holding groups, independent shops, media owners, and platforms.
• Established C-suite relationships with senior marketing decision-makers across major brands and enterprises.
• Exceptional commercial acumen: experienced in P&L; ownership, commercial modelling, and revenue forecasting at scale.
• Outstanding communication and executive presence — capable of commanding boardroom pitches, large-scale credentials presentations, and media interviews.
• Strong grasp of digital advertising: programmatic, performance marketing, social, search, influencer/creator, and data-driven media planning.

Preferred

• Experience working across both agency and client (brand) side, providing a 360-degree commercial perspective.
• Exposure to AdTech, MarTech, or SaaS media technology sales environments.
• Multi-market or international BD experience across South Asia, SEA, or global markets.
• Active participation in industry bodies (IAA, AAAI, ASCI, Exchange4Media, etc.).
• MBA or equivalent postgraduate degree in Business, Marketing, or Media Management — from a reputed institution (preferred but not mandatory for exceptional candidates).