Director Business Development

Material Co; Northern, New York (KY, NY); Hybrid; USD 110,000 - 145,000; Full time

Job summary

Material seeks a Director of Business Development to drive new logo acquisition across sectors from its New York City area hybrid office. The role focuses on Growth Strategy offerings including Opportunity Sizing, Innovation, Experience Design, Brand Strategy, and Loyalty, requiring a self-starter with a strong network and consultative sales prowess.

You will orchestrate internal resources, lead discovery meetings, and build senior client relationships to close complex engagements, advancing

Qualifications

• 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.
• Strong discovery skills: uncover root business problems and map to a solution.
• Skilled at orchestrating internal teams and keeping complex deals moving.
• Proven track record of managing multi-stakeholder client sales cycles.

Responsibilities

• Build and manage a pipeline of new logo opportunities through network activation, proactive outreach, and inbound lead management, with 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 positioning and growth.
• Orchestrate internal resources through the sales cycle — knowing when to bring in capability partners, sector leads, and SMEs, and keeping deals moving once engaged.
• Develop tailored solutions and proposals that draw on Material's full capabilities to address complex client challenges.

Skills

Business development

Consultative sales

Cross-vertical selling

Pipeline building

Job description

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

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.

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Material drives 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. Our 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.