Director Business Development

Director, Business Development

This is a hybrid role to be based near our office in New York City

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.

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.

• 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

• 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

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…