Director of Business Development

Urban Insight; Los Angeles (CA); Hybrid; USD 100,000 - 125,000; Full time

Benefits offered by this job

Health & Dental insurance

401(k) plan

Paid time off

Holiday time off

Training & development

Job summary

Urban Insight is seeking a Director of Business Development to own new business growth in the U.S. market, with a focus on $150k-$500k engagements in web design, platform migrations, and digital strategy.

You will build your own book of business, manage the full sales cycle, and collaborate with senior leaders and delivery teams from day one. You’ll respond to inbound leads, run discovery, craft compelling proposals, and close deals while maintaining a strong CRM and pipeline.

Qualifications

• 7+ years in B2B sales, including new business roles at a digital agency, consultancy or technology services firm.
• Experience running full sales cycles on services engagements of $100k-$500k and closing multiple deals of $150k+ with executive buyers.
• Knowledge of selling web design and development or digital services, with ability to lead discovery and scope risk.

Responsibilities

• Build and manage a named target-account book across core sectors with research-driven outreach.
• Own the inbound sales process and qualify, discover and drive meetings to decision.
• Write proposals, respond to RFPs, and present solutions with senior team support.
• Negotiate and close deals; set up new clients for success with delivery teams.
• Represent Urban Insight at conferences and events, building meetings and pipeline.

Skills

New business development

B2B sales

Sales cycle management

Proposal writing

Executive stakeholder engagement

Discovery and qualification

Research and outreach

Education

Bachelor's degree

Tools

HubSpot

Apollo

Reply.io

LinkedIn Sales Navigator

Job description

Who We Are

Urban Insight is a leading digital agency that designs and builds websites and web applications for organizations that make a difference, including some of the best-known museums, associations, nonprofits and universities. For more than 25 years we’ve solved complex problems through strategy, design and development on open-source platforms, primarily Drupal and WordPress, including headless and composable architectures.

The Opportunity

We’re looking for a Director of Business Development to own new business growth. You’ll sell website redesigns, platform migrations, discovery and digital strategy, and multi-year support to marketing, digital and IT leaders, with typical engagements of $150,000 to $500,000.

The role has two key responsibilities. First, you’ll build your own book of business: identify the organizations in our markets we should be working with, open conversations with their leaders, and turn those conversations into qualified opportunities through outreach, events, partners and referrals. Second, you’ll own our sales process for every opportunity that comes to us through referrals, partners, RFPs, our website and marketing. You respond, qualify, run the meetings, write the proposals and close.

You won’t do it alone: our senior team joins larger pursuits as executive sponsors and subject-matter experts, our technical strategists and client strategists help shape solutions, and you’ll start from proposal templates and a library of past work. But each pursuit is yours to own.

Why you’ll win here: you’ll be selling an award-winning portfolio, clients like LACMA, Yale and USC, deep Drupal and WordPress expertise, and a delivery team with an average tenure of more than five years. Our clients come back for support and follow‑on work, and you’ll have live opportunities from day one while you build your own book.

This is a role for someone who likes the hunt and knows how to run a disciplined sales process. You’ll have a seat on our management team from day one as the voice of sales and business development.

Key deliverables

• Build your book of business - Build and work a named target-account list across our core sectors using research-driven, personalized outreach by email, LinkedIn, phone and events. Develop referral and partner channels with platform partners, design firms, systems integrators and past clients.
• Own the inbound sales process - Respond to every inbound lead within one business day, qualify it, and run discovery and every client meeting through to a decision.
• Proposals, RFPs and presentations - Write and own proposals, RFP responses and presentations using our templates and proposal library. Bring in our senior team and technical strategists for content, solution design and orals, and partner with delivery on estimates and scopes of work.
• Own every deal through to a strong start - Negotiate and close, set each new client up for success with our delivery team, and keep a CRM and pipeline the operations and leadership team can run the business on.
• Market presence - Represent Urban Insight at conferences and sector events with a clear plan for meetings booked and followed up, working closely with our Marketing Director.

Success Metrics

In your first 3 months

• Learn our services, case studies, sectors and current pipeline.
• Take ownership of every open opportunity and bring each one current in HubSpot with a clear next step.
• Working with our CEO and Marketing Director, build a target‑account plan of 150 organizations.
• Book 25+ first meetings with decision-makers at target organizations.
• Create at least two self‑sourced qualified opportunities of $75K or more.

In your first year

• Achieve $1.5mm in new business bookings.
• Generate $2.0mm in self‑sourced qualified pipeline and $400K in bookings from new clients you sourced.

Key Requirements

• 7+ years in B2B sales, including 3+ years in new business roles at a digital agency, consultancy or technology services firm.
• A track record of opportunities you personally sourced and closed, with numbers to show it.
• Experience running the full sales cycle on services engagements of $100,000 to $500,000, including personally closing multiple deals of $150,000 or more with executive buyers.
• You’ve sold web design and development or comparable digital services, and you understand how these projects are scoped, built and priced well enough to lead discovery and spot a risky scope.
• Naturally curious and consultative; you uncover a client’s goals, pain points, budget and decision process before proposing a solution, and you turn conversations into relationships and relationships into opportunities.
• Strong proposal writer; you have written winning proposals and RFP responses yourself.
• Organized and disciplined about pipeline and follow-through.

Nice to have

• Experience selling to nonprofits, cultural institutions, associations, and higher education.
• Experience with modern outbound and CRM tools such as HubSpot, Apollo, Reply.io, LinkedIn Sales Navigator and AI research and writing tools.
• Bachelor's degree.

Location & Availability

• Remote within the U.S.; Los Angeles area is a plus.
• Travel for conferences and client meetings, roughly 4 to 6 trips per year.

Compensation

• Base salary of $100,000 - $125,000 plus commission, with on-target earnings of $165,000 - $205,000.
• Commission is uncapped and pays a higher rate on clients you bring in yourself.
• Health & Dental insurance (95% employer-paid).
• Company-sponsored 401(k) plan with employer match.
• Paid time off (15 days increasing to 20 after four years).
• Holiday time off (~10 days per year).
• Performance and compensation reviews annually.
• An annual customized training plan and time to study.

About Urban Insight

• Urban Insight is a leading digital agency - https://www.urbaninsight.com/
• We work with some of the best-known museums, nonprofits and other institutions, such as LACMA, The Broad, University of Southern California, City of Los Angeles, and the Japanese American National Museum.
• We've won numerous design awards such as for our work for Stay Housed Los Angeles and the National World War 1 Museum & Memorial.
• We're the top-ranked Web development agency in Los Angeles, according to Clutch, an independent analyst. Have a look at what our clients say about us: https://clutch.co/profile/urban-insight
• We have a clearly defined project management methodology and case management system.
• We run on the Entrepreneurial Operating System.

Why Work at Urban Insight

• We take on interesting, meaningful projects for appreciative clients
• We offer a flexible working environment - work from anywhere in the United States
• We work with you to create a career path that works for you
• The average employee tenure is 5.6 years
• We're stable and growing. We've been in business for over 25 years and continue to grow
• We allocate resources and time for training and professional development
• We have weekly events to keep the team connected: Lunch & Learns, Lightning Demos, Game Breaks
• There are many more reasons: https://www.urbaninsight.com/careers