Senior Director, New Business Development
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Job Description
Senior Director opening enterprise revenue channels for Blavity, a Black media and technology company. Selling AfroTech sponsorships, live-event packages, talent programs, and integrated campaigns.
Responsibilities:
- Open and grow new revenue categories for Blavity, Inc.
- Identify, pursue, and close new business with industries new to the AfroTech and Blavity, Inc. ecosystem
- Own and exceed annual new business revenue targets across new industry verticals
- Build and execute go-to-market strategies for target verticals, including account targeting, positioning, and pricing recommendations
- Source, prospect, and close net-new enterprise accounts through the full sales cycle
- Lead discovery conversations to understand client objectives, talent strategy, and brand goals
- Design custom, multi-channel proposals combining sponsorships, media, trade show presence, talent programs, content, and experiences
- Serve as a trusted advisor on Black tech talent, audience trends, and industry best practices
- Sell exhibitor, trade show, and sponsorship packages for AfroTech Conference and other Blavity, Inc. live events
- Navigate complex buying structures and public-sector purchasing processes where relevant
- Develop industry-specific pitch materials, case studies, and proposals with Marketing
- Partner with Programming and Live Events on custom activations, content, and experiences
- Forecast and manage pipeline in Salesforce and provide monthly reporting to senior leadership
- Share market intelligence with leadership to shape AfroTech offerings
- Report directly to the SVP, AfroTech & Live Events
Requirements:
- BA required
- 12+ years in business development or enterprise sales
- Proven track record of opening new markets or verticals
- Experience selling into at least one of: legal, energy, government technology, public safety, defense and aerospace, insurance, logistics and supply chain, or professional services
- Experience selling conference sponsorships, trade show exhibitor packages, or live event programs strongly preferred
- Demonstrated experience with PowerPoint, Word, Excel, and Salesforce
- Proven consultative selling approach, with ability to uncover client needs and build tailored solutions
- Training in a consultative sales methodology such as Challenger, SPIN, Sandler, or Solution Selling is a plus
- Strong listener who asks thoughtful questions and builds credibility with senior stakeholders
- Established network of decision-makers in one or more target industries
- Proven ability to consistently meet and exceed new business quotas
- Comfortable with long sales cycles and multi-stakeholder deals
- Experience with public sector or regulated procurement processes is a plus
- Entrepreneurial self-starter who thrives in building something from the ground up
- Demonstrated ability to embrace change and thrive in a fast-paced environment
- Must be available to work at least 50% in alignment with the Central Time Zone
Benefits:
- Fully remote role
- Travel isn't required
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