Director, Business Development, Sales

Growth Director at IRGMedia

Location: United Kingdom (Remote – UK preferred)

Type: Full-time

Reports to: CEO

Hours: 40 hours per week

Start: ASAP

Salary: £70,000 – £80,000 (DOE) + commission + Annual Bonus

The role exists to own and architect the growth function of IRG Media, ensuring the agency operates with a predictable commercial pipeline, consistently closes high-value brand partnerships, and builds systemised growth rather than founder‑dependent. You will lead the agency’s commercial function with a clear objective: to more than double IRG Media’s annual revenue run rate from $1.1M to $2.5M by the end of the year.

Revenue Strategy & Market Prioritisation

Define and lead the commercial strategy required to scale IRG’s revenue, including identifying priority market segments, refining the agency’s commercial positioning, and ensuring growth initiatives align with the company’s objective of doubling annual revenue.

Pipeline Architecture & Funnel Efficiency

Design and refine the agency’s pipeline systems to ensure consistent lead generation, qualification, and deal progression. This includes improving funnel efficiency, establishing structured opportunity stages, and ensuring pipeline coverage capable of supporting growth targets.

Lead High‑Value Brand Partnerships

Lead and close complex new business opportunities, acting as the senior commercial lead throughout the sales cycle. Own strategic conversations with brands and position IRG Media as a trusted performance partner rather than a transactional influencer vendor.

Strategic Lead Qualification

Evaluate inbound and outbound opportunities to ensure strong alignment with IRG’s creator network, campaign capabilities and commercial objectives. Prioritise high‑quality opportunities that can realistically convert into profitable partnerships.

Develop Custom Commercial Pitches

Work closely with fulfillment, SDRs, influencer coordinators and operations teams to develop tailored campaign proposals grounded in real creator opportunities, campaign strategy and performance potential.

Drive Founder Independence in Sales

Build systems and processes that reduce founder dependency in the sales cycle, ensuring brand conversations, deal structuring and negotiations can be led confidently without escalation.

Leverage the Influencer Network as a Sales Asset

Identify opportunities to pitch creators proactively to brands based on campaign fit, performance potential and brand alignment, turning the agency’s creator network into a strategic advantage in outbound sales.

Commercial Expansion & Revenue Structuring

Identify opportunities to expand brand partnerships beyond one‑off campaigns into longer‑term commercial relationships. This includes structuring repeat collaborations, campaign series or managed service arrangements where appropriate, and converting successful influencer activations into ongoing brand relationships that increase client lifetime value and improve revenue predictability.

Represent the Agency in the Market

Represent IRG Media at relevant industry events, partnerships and brand conversations, building the agency’s reputation and uncovering new commercial opportunities aligned with strategic growth goals.

Revenue Forecasting & Pipeline Visibility

Maintain clear visibility over the commercial pipeline and revenue outlook of the agency. Track pipeline value, deal stage probability, expected close timelines and monthly revenue projections to ensure leadership has a realistic view of upcoming revenue. Continuously monitor sales cycle length, conversion rates and deal size to improve forecasting accuracy and support operational planning across hiring, delivery capacity and financial targets.

Sales Team Development & Leadership

Play a key role in building and developing the agency’s sales capability as the business scales. Support the hiring, onboarding and training of sales team members such as SDRs or Talent Managers. Establish clear outreach structures, pipeline management standards and performance KPIs to ensure the team operates with accountability and consistent commercial discipline. Over time, help transition sales from founder‑led activity to a…