Senior Director, New Business Development
About The Position
Blavity Inc. is seeking a Senior Director, New Business Development to open and grow new revenue categories for the company. This role will identify, pursue, and close new business with industries that are new to the AfroTech & Blavity Inc. ecosystem, including health, energy and utilities, government technology and public safety, defense and aerospace, insurance, logistics and supply chain, and professional services. Solutions include conference and live event sponsorships, exhibitor and trade show packages, recruiting and talent programs, integrated marketing programs, and branded content across desktop, mobile, video, and social media. The ideal candidate is a consultative seller who leads with curiosity. They take the time to understand each client's business challenges, from talent pipeline gaps to brand perception to workforce goals, and design solutions that solve them rather than selling a package off the shelf. They know how to walk into an industry that hasn't worked with AfroTech before, ask the right questions, and build a compelling case for why reaching Black tech talent and professionals matters to its growth. They bring strong relationships in one or more of our target industries, experience navigating complex buying committees, and the storytelling ability to turn first-time buyers into multi-year clients. This person will report directly to the SVP, AfroTech & Live Events.
Requirements
- BA
- 12+ years in business development or enterprise sales, with a proven track record of opening new markets or verticals
- Experience selling into at least one of the following: legal, energy, government technology, public safety, defense and aerospace, insurance, logistics and supply chain, or professional services
- Demonstrated experience with PowerPoint, Word, Excel, and Salesforce to convey ideas and compelling stories
- Proven consultative selling approach, with the ability to uncover client needs and build tailored solutions
- 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
- Entrepreneurial self-starter who thrives in building something from the ground up
- Demonstrated ability to embrace change and thrive in a fast-paced environment
- A healthy appreciation of GIFs and Black culture
Nice To Haves
- Experience selling conference sponsorships, trade show exhibitor packages, or live event programs strongly preferred
- Training in a consultative sales methodology such as Challenger, SPIN, Sandler, or Solution Selling is a plus
- Experience with public sector or regulated procurement processes is a plus
Responsibilities
- Own and exceed annual new business revenue targets across new industry verticals.
- Build and execute a go-to-market strategy for each target vertical, including account targeting, positioning, and pricing recommendations.
- Source, prospect, and close net-new enterprise accounts, managing the full sales cycle from outreach to contract signature.
- Lead discovery conversations with prospective clients to understand their business objectives, talent strategy, and brand goals before recommending solutions.
- Design custom, multi-channel proposals that combine sponsorships, media, trade show presence, talent programs, content, and experiences based on each client's needs.
- Serve as a trusted advisor to clients, bringing insights 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, in addition to integrated campaigns and talent programs.
- Navigate complex buying structures, including HR and talent acquisition, marketing, DEI, and procurement, as well as public sector purchasing processes where relevant.
- Develop industry-specific pitch materials, case studies, and proposals in partnership with Marketing.
- Partner with Programming and Live Events to design custom activations, content, and experiences tailored to each client's goals.
- Forecast and manage pipeline in Salesforce and provide monthly reporting to senior leadership.
- Share market intelligence with leadership to shape AfroTech's offerings for new audiences.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
