Business Development Specialist
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Job Description
Business Development Specialist driving new client partnerships in performance marketing lead generation. Developing strategies and managing sales cycles in target verticals for measurable ROI.
Responsibilities:
- Develop and execute a business development strategy focused on driving new client partnerships for 321 AIM in target verticals: home services, legal services, healthcare, insurance, and financial services
- Identify and pursue high-value prospects — including regional and national operators, franchise groups, law firms, and healthcare practices — that have strong lead volume needs and are a fit for a performance-based pricing model
- Lead end-to-end sales cycles from prospecting and discovery through proposal, negotiation, and contract close
- Conduct discovery conversations that uncover client lead volume goals, cost-per-lead targets, current marketing performance, and qualification criteria — and translate those into a compelling AIM partnership proposal
- Clearly articulate AIM's value proposition, pricing model, lead qualification standards, and performance expectations to prospects, including C-suite and senior marketing decision-makers
- Develop customized proposals that outline projected lead volume, qualified-lead definitions, pricing structure, and expected ROI
- Maintain a disciplined sales pipeline and CRM to track prospect status, activity, and revenue projections
- Educate prospects on the full lead lifecycle — from lead generation to contact, qualification, and appointment conversion — and position AIM as a partner across that entire funnel
- Identify opportunities to scale lead volume, expand into additional service areas, or deepen AIM’s role in the client’s acquisition funnel
- Build AIM's market presence within target verticals through strategic outreach, industry networking, conference participation, and partnership development
- Identify and cultivate referral relationships with complementary vendors, franchise consultants, industry associations, and channel partners who serve AIM's target client base
- Monitor competitor offerings, pricing models, and market positioning to ensure AIM's value proposition stays sharp and differentiated
- Collaborate with AIM leadership to develop sales collateral, case studies, and pitch materials that demonstrate AIM's performance track record and vertical expertise
- Represent AIM at industry events, trade shows, and vertical-specific conferences relevant to home services, legal, healthcare, insurance, and financial services
- Diagnose breakdowns in the prospect’s current funnel (e.g., slow response times, poor follow-up, low booking rates) and position AIM as a solution not just for lead volume, but for conversion performance
- Serve as the primary point of contact through the pre-onboarding phase, ensuring new clients have a clear understanding of the AIM model, reporting expectations, and lead qualification process
- Collaborate with AIM's operations and campaign management teams to ensure smooth client onboarding and alignment on qualified-lead definitions, delivery timelines, and performance benchmarks
- Maintain strong communication during early campaign launch to support client confidence and address questions before transitioning to the ongoing account relationship
- Identify expansion and upsell opportunities within the existing AIM client base as lead programs scale
- Ensure alignment between what was sold and how leads will be handled — including intake process, response expectations, and appointment-setting workflows
Requirements:
- 3+ years of experience in business development, sales, or client acquisition — with direct experience selling performance marketing, lead generation, or pay-per-lead programs strongly preferred
- Deep understanding of performance-based pricing models: cost-per-lead, cost-per-acquisition, lead qualification standards, and the economics of lead generation programs
- Proven track record of meeting and exceeding revenue and new client acquisition targets
- Experience selling into at least one of AIM's core verticals — home services, legal services, healthcare, insurance, or financial services — is a significant plus
- Strong command of lead generation strategy, digital media fundamentals, and the ability to speak credibly to clients about campaign mechanics, attribution, and ROI
- Exceptional discovery and consultative selling skills — you ask the right questions, listen well, and build proposals that directly address client business goals
- Excellent negotiation skills with the ability to navigate complex contracts, performance guarantees, and qualified-lead definition discussions
- Proficiency in CRM platforms, pipeline management, and sales automation tools
- Strong written and verbal communication skills, including the ability to develop and deliver compelling sales presentations to senior executives
- Self-directed, entrepreneurial, and comfortable operating in a fast-growing, performance-driven environment
- Experience selling complex or consultative solutions
- Ability to understand and communicate full-funnel performance metrics, including lead-to-contact rate, appointment set rate, and revenue impact
- Experience running structured discovery that uncovers both marketing and operational gaps
Benefits:
- 100% remote work environment
- Flexible scheduling with core collaboration hours
- Paid time off + company-observed holidays
- Health, dental, and vision benefits
- Professional development budget and industry conference attendance
- Direct access to AIM leadership and a fast-moving, performance-obsessed team
- Uncapped earning potential tied to a genuinely differentiated product in a high-demand market
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