Head of Growth, Sales

Folklore is an independent digital experience agency helping ambitious organizations create

and evolve the digital experiences that connect brands, customers, content, and technology.

As we enter our next stage of growth, we are looking for a Head of Growth to lead net-new client acquisition and help expand Folklore’s presence in the market.

Location: Flexible / Remote, with travel as needed

Reports to: CEO

This is a hands-on role for someone who can think strategically about how an agency grows —

and then personally open doors, build relationships, create opportunities, and close business.

You will work closely with the CEO to shape Folklore’s new-business strategy, evolve our

go-to-market approach and story, build relationships with prospective clients and key

influencers, and convert opportunities into meaningful new client wins.

This role will begin as an individual contributor position, with the opportunity to build and lead a

broader new-business team over time.

This role is focused specifically on net-new business and new logos. Existing-client growth will

be owned by Folklore’s client leadership team.

• Build and execute a focused net-new business strategy tied to Folklore’s growth goals.
• Personally create and develop qualified opportunities with prospective clients.
• Open doors with senior decision-makers across marketing, digital, experience, technology, commerce, and business leadership.
• Develop and execute account-based marketing and selling strategies for priority
• Build relationships with agency search consultants, management consultants, strategic partners, intermediaries, and referral sources.
• Partner with the CEO to evolve Folklore’s go-to-market strategy, positioning, and new-business story, ensuring our capabilities translate into a clear and compelling reason for prospective clients to choose Folklore.
• Build and continuously improve a repeatable new-business process that connects targeting, prospecting, relationship development, pursuit strategy, pitching, and conversion.
• Lead opportunities from initial conversation through qualification, pitch, negotiation, and close.
• Partner with Folklore leaders and subject-matter experts throughout the pursuit process.
• Establish a consistent and disciplined approach to pipeline management, CRM, forecasting, and reporting.
• Build the foundation for a broader new-business team as Folklore grows.

• Significant new-business or growth experience within an independent advertising, digital, creative, experience, technology, or integrated agency.
• A strong track record of personally sourcing and closing meaningful new agency business.
• Strong hunter instincts and comfort creating opportunities from scratch rather than relying primarily on inbound leads or RFPs.
• Experience with ABM and account-based selling.
• Experience working with agency search consultants, management consultants, intermediaries, strategic partners, and referral sources.
• Strategic go-to-market experience, with the ability to turn an agency’s capabilities, market position, and client value into a differentiated commercial story and actionable
• Experience building or improving new-business processes and operating rhythms, not simply working within an established sales structure.
• Deep understanding of how enterprise organizations buy agency, digital, technology, creative, content, and experience services.
• Experience selling complex, multidisciplinary agency engagements.
• Strong commercial judgment, including experience with proposals, pricing, negotiation, and closing.
• Confidence engaging senior executives and C-suite leaders.
• Excellent communication, presentation, and relationship-building skills.
• Comfort working in an entrepreneurial environment where you…