Business Development Specialist

321 the Agency • Orlando, FL

1d • Remote

About The Position

321 AIM is seeking a Business Development Specialist to identify and close new client partnerships within its target verticals. This role focuses on selling a performance-based model where clients pay for qualified leads, requiring a deep understanding of cost-per-lead economics, lead qualification, conversion rates, and ROI. The specialist will manage the entire sales cycle, build and maintain a sales pipeline, and represent AIM in the market. The position involves understanding the full lead lifecycle, from generation to conversion into revenue, and identifying opportunities for growth and deeper client engagement. Additionally, the role includes building AIM's market presence through strategic outreach, networking, and representing the company at industry events. Collaboration with operations and campaign management teams is crucial for smooth client onboarding and ensuring alignment on lead definitions and performance benchmarks. The specialist will also identify expansion opportunities within the existing client base.

Requirements

• 3+ years of experience in business development, sales, or client acquisition
• 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

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

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

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed
• Number of Employees: 11-50 employees