Palette Media
Director of Sales and Business Development (Corporate Affairs + Politics)
5mo ago
USADirectorRemotesalesbusiness developmentmarketing strategy
Lead sales and business development efforts focusing on revenue growth and pipeline building in a marketing agency for digital creators and influencers.
Responsibilities
- Palette is a fast-growing startup at the center of the creator economy. Our team of 80+ is working towards defining the standard for talent management and marketing in an era of new media dominated by digital-first entertainers.
- Our management infrastructure mirrors the depth of attention given to the world’s biggest cultural and entertainment icons, and previously reserved for artists in traditional arenas of entertainment. Today, it services a roster of 200+ creators and influencers with a combined following of 1B+ serving over 45.8B impressions monthly. Our creators have starred in Super Bowl commercials, launched national brands, and have been featured in nearly every major publication.
- Our marketing agency executes strategy for some of the most influential brands and organizations in the world, including: The Biden White House, Amazon, simplehuman, and the Gates Foundation. 42% of Americans under the age of 40 are no longer accessible through traditional marketing channels – we enable organizations to speak to those audiences. Our marketing team has been recognized with 5 Shorty Impact Awards, and has advised three US Presidents on the future of the internet.
- As the Director of Sales and Business Development, you will be responsible for driving marketing side revenue growth, building the sales pipeline from the ground up, and establishing a repeatable sales process. Over the past five years, Palette has become a leader in the creator economy, building strong relationships with thousands of brands and partners — all without a formal sales team. The person in this role will be responsible for building the structure, process, and strategy to turn inbound interest and targeted outbound outreach into scalable revenue.
- Build and refine a sales playbook tailored to Palette’s marketing services, including prospecting approaches, outreach scripts, pricing tactics, and negotiation guidelines
- Deliver on annual sales bookings and revenue targets by identifying and securing new client opportunities.
- Create tailored proposals that address client challenges and position Palette as a strategic thought‑partner.
- Negotiate campaign rates and develop scalable pricing structures that align with industry standards.
- Prepare monthly/quarterly revenue forecasts and pipeline reports.
- Monitor KPIs such as revenue generated, number and quality of leads, lead conversion rates, customer‑acquisition cost, and client retention.
- Maintain strong relationships with C‑suite executives and key decision‑makers at client organization to ensure Palette is top of mind.
- Serve as clients’ primary point of contact during the sales process and ensure a smooth handover to account managers or campaign managers.
- Work closely cross-functionally to develop integrated campaigns and ensure that influencer strategies align with client goals.
- As the business scales, hire and coach sales reps, setting clear performance expectations and providing ongoing training.
Requirements
- 5–8+ years of experience in brand partnerships, media sales, new business development or talent representation—preferably within digital media, influencer marketing, or creator economy.
- Bachelor's Degree in Marketing, Digital Marketing, Communications, Media Studies, or other closely related field
- Proven track record of closing deals and managing high-level client relationships across brands, agencies, and media holding companies.
- Strong understanding of the campaign planning cycle and RFP processes.
- Deep knowledge of the influencer marketing landscape, with the ability to match the right talent to brand needs.
- Confident negotiator with experience setting rates and managing deal structures at scale.
- Ability to identify broader business needs, assess the revenue opportunity of deals, and project manage the full cycle of deals.
- Highly organized and process-oriented, with the ability to build systems from scratch and scale operations over time.
- Comfortable working independently in an ambiguous, fast-moving environment and motivated by building something new.
- Existing robust network of decision-makers at agencies, brands, or media companies strongly preferred.
- Proven ability to excel as a player-coach, consistently delivering individual results while also successfully building and leading high-performing teams.
- Excellent communication skills—able to represent and advocate for Palette externally.
- Bonus: Experience at a talent agency, influencer marketing agency, media company, or creator-facing platform.