Senior Director of Business Development

About Walden Media Group

Walden Media Group (WMG) is a growth marketing agency headquartered in Austin, Texas. We specialize in growth retainers that combine brand, advertising, technology, and go to market services for businesses around the world.

WMG operates two business lines. Our enterprise practice partners with established brands on integrated growth programs. Our franchise program is a low cost SaaS offering that gives individual franchisees lead management, reporting, and local advertising for their small business, across franchise brands in categories from health and wellness to beauty to fitness.

We are now pursuing larger, more strategic engagements and building the sales engine to win them, while scaling our franchise program across new franchise systems and thousands of franchise locations.

Role Overview

Walden Media Group is seeking a dynamic, strategic, and highly motivated Senior Director of Business Development to lead client acquisition and architect our next phase of growth. In this pivotal leadership role, you will bring in net new clients across both our franchise and enterprise business lines, with a clear mandate to move WMG upmarket into larger, multiyear growth retainers.

Beyond individual contribution and deal making, you will be the primary architect of our outbound sales engine. You will recruit, build, and mentor a high performing team of Business Development Representatives (BDRs), scale high volume outreach to franchisees across many franchise brands, and shape WMG's overarching growth plan.

This role reports directly to the CEO.

Key Responsibilities

• Strategic Growth and Planning: Design, implement, and lead WMG's business development strategy to drive revenue and aggressively scale our market presence. Translate company goals into quarterly targets, territory plans, and channel strategy.
• Enterprise Client Acquisition: Identify, target, and close high value growth retainers with larger brands and franchisors. Lead complex, consultative sales cycles with multiple stakeholders, from discovery and solution design through proposal, negotiation, and contract.
• Moving Upmarket: Shift WMG's client mix from small business relationships toward larger engagements by defining our ideal customer profile, building target account lists, and running account based outreach to senior marketing and executive buyers.
• Franchise Program Growth: Scale our franchise SaaS offering by securing franchisor partnerships and driving high volume outreach to franchisees across many franchise brands. Build repeatable motions for franchisor endorsements, franchisee onboarding events, conferences, and referral programs.
• Pipeline Building: Build a robust, predictable pipeline across both business lines. Own pipeline coverage, stage definitions, and weekly and monthly revenue forecasting.
• Team Building and Leadership: Recruit, hire, train, and manage a team of hungry, results driven BDRs. Set KPIs, quotas, and compensation plans, and run structured coaching, call reviews, and daily outreach cadences.
• Sales Process Optimization: Develop and refine playbooks, scripts, and outreach sequences for both enterprise and franchise motions. Implement scalable systems and CRM best practices to track activity, forecast revenue, and improve conversion at every stage.
• Market Positioning: Serve as a key ambassador for WMG in the market. Track industry trends, the competitive landscape, and client pain points, and adapt our pitch, pricing, and packaging accordingly.
• Cross Functional Collaboration: Partner closely with Marketing, Creative, Technology, and Account Management to shape proposals and ensure a seamless transition from prospect to long term client.

Qualifications

• Experience: 8+ years in business development, B2B sales, or revenue generation, with at least 3 years in a senior leadership or Director level role. Agency, marketing services, or MarTech experience strongly preferred.
• Dual Business Model Expertise: A demonstrable track record of closing deals in both enterprise and franchise business models, including selling to franchisors and to individual franchise owners.
• Larger Deal Track Record: Experience growing average contract value and closing six and seven figure annual engagements with mid market and enterprise brands.
• Team Builder: Proven experience hiring, scaling, and managing outbound BDR or SDR teams from the ground up. You know what it takes to motivate a team and drive daily outreach metrics.
• High Volume and Consultative Selling: Comfort running both a high velocity, lower price point SaaS motion and a longer, consultative enterprise sales cycle.
• Strategic Thinker: Ability to see the big picture and turn company goals into actionable sales strategies, territory plans, and growth plans.
• Communication Skills: Exceptional presentation, negotiation, and written communication skills. Able to pitch effectively to senior executives and franchise owners alike.
• Tech Savvy: Deep working knowledge of modern sales tech stacks such as HubSpot, ZoomInfo, Apollo, LinkedIn Sales Navigator, and sequencing tools.

What Success Looks Like

• First 90 days: Business development strategy and growth plan approved, ideal customer profiles defined for enterprise and franchise, CRM pipeline stages and reporting in place, and first BDR hires underway.
• First 6 months: A trained BDR team running consistent daily outreach, new franchisor partnerships signed, and a measurable increase in qualified pipeline and average deal size.
• First year: A predictable, forecastable pipeline across both business lines, a meaningful share of new revenue from larger enterprise retainers, and the franchise program expanding across new brands and locations.

Why Join WMG

• Build the sales function and shape the growth plan at an agency entering its next stage of scale.
• Work directly with the CEO and leadership team, with real ownership and visibility.
• Sell an integrated offering spanning brand, advertising, technology, and go to market, plus a scalable SaaS product for franchise networks.
• Competitive base salary plus performance based commission, with growth into executive leadership. ($140k base, with another $100K in OTE (commissions) paid out on performance)

Pay: From $140,000.00 per year

Benefits:

• Dental insurance
• Health insurance
• Paid time off
• Vision insurance

Work Location: In person