Business Development Director

Your Opportunity

In the last three years, Variate has grown 5X. Our goal is to do it again. To reach that goal, repeating what worked before isn’t good enough — we need the next engine.

We’ve started building best-in-class AI demand generation and sales support systems. Now we’re ready to combine that engine with a business development leader who can turn momentum into predictable, scalable, sustainable revenue.

This isn’t a role for order-takers. It’s for someone who sees sales as a craft, who thrives on pressure, wants to build an enterprise, and steer the machine that takes Variate to $100M.

If you’re looking for an opportunity to grow, work directly with a driven, open-minded executive team that will seek your leadership; this is a sign. If you want to change how brands win customers, this is the moment. Join Variate.

The Role

Title: Business Development Director

Reporting: CEO

Compensation: $350K/year (OTE) including base + aggressive commission structure tied to new revenue with accelerators for specific KPIs.

Location: Washington, DC (preferred). Open to candidates in Chicago, Los Angeles, San Francisco, or New York, with the expectation of quarterly travel to DC

We are seeking a highly motivated, well-spoken, and results-driven New Business Development Director to expand our client base within the dynamic UX agency space. This individual will be responsible for identifying and pursuing new business opportunities, building strong client relationships, and driving revenue growth. The ideal candidate will have a comprehensive understanding of the UX industry, a proven track record in sales, and a passion for helping businesses succeed through exceptional user experiences.

Goals

• Create and grow a rolling pipeline of $8-10M.
• Deliver $2-3M in new client revenue annually; scaled to KPIs.
• Capture 2+ new strategic accounts annually (mix of Growth Companies and Enterprise).
• Build trusted, executive-level relationships across target accounts.
• Ensure all BD activity aligns with Variate’s Decision Design™ positioning.

Responsibilities

• Lead Generation and Prospecting:
  • Proactively identify and research potential clients, based on ICPs 
  • Develop and execute strategies for lead generation, including cold outreach, networking, and leveraging industry connections
  • Qualify leads and assess their needs, budget, and decision-making processes
• Sales Cycle Management:
  • Manage the entire sales cycle from initial contact to close
  • Conduct compelling presentations and pitches that effectively communicate the value of our services
  • Develop customized proposals and negotiate contracts
  • Collaborate with internal teams to ensure proposed solutions align with client needs and our capabilities
• Relationship Building:
  • Build and maintain strong, long-term relationships with new clients
  • Be a trusted advisor, understanding client challenges and providing strategic solutions
  • Represent the agency at industry events, conferences, and networking functions
• Market Intelligence:
  • Stay abreast of industry trends, competitive landscapes, and emerging technologies across the digital design space.
  • Provide insights to the leadership team on market opportunities and potential new service offerings
• Reporting and Forecasting:
  • Maintain regular reports on sales pipeline, activity, and forecasts
  • Maintain accurate records of all sales activities in our CRM system
  • Achieve or exceed quarterly and annual sales targets

Qualifications

• Bachelor's degree in Business, Marketing, Design, or related experience
• 5+ years of proven business development or sales experience, specifically within a UX agency, digital agency, or related B2B services environment carrying a quota
• Demonstrated understanding of user experience principles, methodologies, and their business impact
• Exceptional communication, presentation, and negotiation skills
• Ability to work independently and as part of a collaborative team
• Highly organized with excellent time management and prioritization abilities
• Proficiency in CRM software (e.g., Salesforce, HubSpot)
• A passion for user-centered design and a commitment to creating quality relationships
• Ability to travel as required to meet goals
• A strong network within the digital industry is a plus, but not required