Director of Client Development

2 weeks ago

Houston, Texas, United States Urban Insight Full time
Job Title: Director of Client Development

At Urban Insight, we're seeking a seasoned professional to lead our business development and project pursuit functions. As our Director of Client Development, you'll be responsible for driving growth, building relationships, and delivering innovative web projects to our clients.

About the Role

We're looking for a driven, collaborative leader who excels at developing deep relationships with prospective and current clients. You'll own our business development and project pursuit functions, consulting with clients to understand their needs, nurturing qualified project sales leads, and preparing proposals and scopes of work. Your goal will be to coordinate all business development and project pursuit activities to ensure we meet our growth goals.

Key Responsibilities
  • Own and manage our business development and project pursuit functions, selling website and web application projects using consultative sales
  • Form and maintain relationships with partners and prospective clients, finding deals and opportunities via networking, Public RFPs, outbound, and other means
  • Manage the pursuit pipeline and maintain a clean, organized CRM
  • Manage the end-to-end pursuit process, including preparing proposals and scopes of work on schedule
  • Nurture relationships with new clients and identify areas for upsell
Qualifications
  • 10+ years of sales experience, ideally selling to executive-level Marketing and IT professionals, with a track record of meeting and exceeding sales targets
  • 5+ years of experience at a digital agency focused on website design and development selling projects $100,000 - $500,000 in size
  • Proven in-depth knowledge of the web design and development ecosystem, terminology, and processes
  • Success and experience networking and with large deal pursuits; finding, managing, and closing high-level business sales
  • Naturally curious and excels at navigating client conversations, nurturing prospects, and building relationships to opportunities
  • Proven experience understanding customer needs, pain points, and using a consultative approach to sales
  • Aptitude to translate market insights into strategic, actionable recommendations to grow the business
  • Exudes being solution-oriented, having a growth mindset, and exhibiting servant leadership
  • Excellent client and conference presentation skills
  • Excellent oral/written communication skills, with a strong attention to detail
  • Experience working with mission-driven organizations across cultural arts, nonprofits, universities, and government agencies is a plus
  • Experience with HubSpot is a plus
  • Experience with Drupal, WordPress, and Headless Websites is a plus
  • Life-long learner and teacher
  • Bachelor's degree
Logistics
  • Since our strongest presence and clients are based in Los Angeles, candidates must be local to Los Angeles or willing to relocate
  • We are a remote-first company; you will be able to work from home when not meeting with current and potential clients
  • Some travel may be required
Success Metrics
  • In the first 90 days:
    • Understand our current client base and service offerings
    • Learn and recommend changes to improve our current pursuits roles, processes, and tools
    • Establish a set of current client relationships (in conjunction with Leadership) and serve as the Principal in Charge, ensuring client needs and satisfaction are met
    • Identify at least three new SQLs with deal values a minimum of $100k each
    • Manage all new inbound opportunities and deliver proposal on time
    • Develop initial recommendation on Client Development organization vision, structure, and trajectory
    • In the first year:
      • Successfully contribute to the pipeline by $1.1M
      • Successfully close a total of $3M in pursuits (from new and existing clients)
      • Nurtured (and triaged as needed) all client relationships owned by this role
    About Urban Insight
    • Urban Insight is a leading digital agency with 35+ team members
    • We work with some of the best-known museums, nonprofits, and other institutions, such as LACMA, The Broad, University of Southern California, City of Los Angeles, and the Japanese American National Museum
    • We've won numerous design awards, including those for our work for Stay Housed Los Angeles and the National World War 1 Museum & Memorial
    • We're the top-ranked Web development agency in Los Angeles, according to Clutch, an independent analyst
    • We have a clearly defined project management methodology and case management system
    • We run on the Entrepreneurial Operating System
    Why Work at Urban Insight?
    • We take on interesting, meaningful projects for appreciative clients
    • We offer a flexible working environment - work from anywhere in the United States
    • We work with you to create a career path that works for you
    • The average employee tenure is 6.5 years
    • We're stable and growing. We've been in business for 24+ years and continue to grow each year
    • We offer a casual and flexible working environment with plenty of opportunities for growth for the right candidate
    • We believe in a reasonable life/work balance and enjoy 40-hour work weeks
    • We allocate resources and time for training and professional development
    • We have weekly events to keep the team connected: Lunch & Learns, Lightning Demos, Game Breaks
    Compensation
    • We offer a highly competitive salary, which depends on your qualifications and experience. Our salary package includes:
    • Total annual compensation: $110,000-150,000 + commissions - On-track earnings of $200,000 - $240,000
    • Health, Dental, and Vision insurance (95% employer-paid base plan)
    • 20 days of accrued PTO per year for senior executives
    • Holiday time off (~10 days per year)
    • Company-sponsored 401(k) plan with employer match
    • An annual customized training plan and time to study
    • Performance and compensation reviews annually

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