Director of Business Development

Job Title: Director of Business Development

Location: Norwalk, CT | Hybrid, 3 days in-office

Job Type: Full-Time

We are a fast-growing TV Media Agency specializing in Total Video: Linear TV, CTV (Streaming), YouTube advertising, and Retargeting through OLV and Display. We are seeking a highly driven and strategic Director of Business Development to lead our agency’s new business efforts. This individual will be responsible for building, managing, and closing the pipeline of new clients while also playing an integral role in client retention and growth. The Director will lead a Business Development Representative (BDR), direct outbound lead generation strategies, and represent the agency at trade shows and industry events. This is a hands-on leadership role that combines strategic vision with tactical execution.

What We Expect

An enthusiastic individual to be an integral part of our Diray team. You should be a natural-born sales “hunter,” able to identify key “right to win” and “love to win” business categories, build prospect lists, execute outbound lead generation activities to develop a pipeline of opportunities for new business development, and execute full-cycle sales. You should be detail-oriented and comfortable with sales analysis and trends. You should be highly organized and proficient at project management. You should be a consummate learner, proactively researching trends in the evolving media landscape and prepared to test varying communication tactics to deliver engagement and new client acquisitions.

Strong interpersonal skills are essential as you will develop sales pitches and engage with prospective clients as the face of our company. You will also be responsible for building and maintaining trusted relationships with clients autonomously, while working collaboratively with Diray’s core team.

Strong sales management skills are also key, as you will be directly responsible for the performance of Business Development Representatives. This requires acute attention to detail when it comes to outbound prospecting strategies that effectively fill and maintain a ripe pipeline of opportunities; lead generation is key to success in this role.

Familiarity with Sales Pipeline Management/Forecasting/CRM software(s) is required, as you will be responsible for monthly, quarterly, and annual revenue projections. You must have the ability to manage stressful situations, a deadline-driven attitude, with a client-centered approach.

Key Responsibilities

• Responsible for driving net new revenue growth for the agency.
• Partner closely with the BDR team to develop and execute outbound prospecting strategies (targeting industries, building lists, and creating outreach campaigns).
• Research, identify, and prioritize target industries, companies, and decision-makers to pursue.
• Develop cold outreach campaigns (emails, call scripts, LinkedIn strategies) to secure new prospective client meetings.
• Partner closely with the marketing team to develop new content, thought leadership, and strategies to boost organic growth.
• Develop custom pitch decks and proposals that align with client objectives, presenting the agency’s value in clear and compelling ways.
• Own the sales cycle from initial outreach through close, conducting high-impact sales presentations and leading negotiations to successfully close new business, and ensuring a smooth handoff and onboarding to account management.
• Work closely with the account and client services teams to support upsell opportunities, maximize growth with existing clients, and ensure client satisfaction.
• Manage the sales pipeline in CRM databases, maintaining accurate tracking and forecasting of sales, and report pipeline progress to leadership on a regular basis.
• Attend trade shows, conferences, and networking events to increase brand presence and develop new business opportunities.

Qualifications

• Minimum of a Bachelor’s Degree in Business, Marketing, or equivalent experience.
• 5–8+ years of sales/business development experience in media, advertising, or marketing agency environments.
• Proven success in driving net new revenue growth and closing deals in the B2B media/advertising sector.
• Experience managing or mentoring a BDR/inside sales team.
• Strong skills in cold outreach, prospecting strategy, and pipeline management.
• Excellent communication and presentation skills, with the ability to craft compelling custom proposals and pitch decks.
• Deep understanding of Linear TV, CTV/OTT, YouTube advertising, and digital retargeting.
• Highly organized, metrics-driven, and proficient with CRM tools (e.g., HubSpot, Salesforce)
• Willingness to travel to industry trade shows, conferences, and client meetings as needed.

Timing: Position available immediately

Schedule: Full-time, hybrid. We offer a fun working environment, with three days in the office (located in Norwalk, CT) and two days remote. The role also includes a highly competitive salary and bonus, employee healthcare and benefits, and 401k.

About Diray Media:

Diray Media is a full-service TV media planning and buying agency that has been an industry leader for over 40 years. With a large in-house media buying team that spans linear TV, Connected TV, YouTube, OLV, and Display, Diray leads the industry in maximizing ROAS (Return on Ad Spend), which drives sales at an incredibly low cost-per-impression. We are seeking skilled and qualified individuals to share our mission and vision, where you’ll join a cohort of others who have chosen to call Diray Media home. We are an equal opportunity employer and are looking for diversity in qualified candidates for employment.

Why Join Us?

This role offers the opportunity to take ownership of driving agency growth at a pivotal time. You’ll work directly with leadership, be supported by a high-performing BDR, and play a hands-on role in both new business acquisition and client growth. If you are motivated, strategic, and ready to make an immediate impact in the advertising industry, we’d love to meet you.