Business Development Director
Remote
—
US-based / Flexible ET hours
Lead the next phase of Variate’s growth by building a predictable, scalable revenue engine. This role partners directly with the CEO to convert demand into long-term client relationships and help take Variate toward $100M in revenue.
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
Compensation
Salary + variable comp based on performance
NO RECRUITERS!