Director of Business Development

Director of Business Development

Full-Time | South Norwalk, CT (Hybrid) | Reports to VP of Sales

ABOUT DIRAY MEDIA
Diray Media is a forward-thinking media company at the intersection of linear television, streaming, and retail media. We partner with the world’s leading brands, agencies, and advertisers to deliver high-impact, data-driven campaigns across today’s most dynamic media environments.

ROLE OVERVIEW

The Director of Business development is a high-impact, revenue-driving role responsible for winning new business, closing large-scale media deals, and accelerating growth across key verticals such as CPG, OTC Pharmaceutical and Healthcare. This individual brings deep industry expertise, an established book of senior-level relationships, and a proven track record of consistently closing six- and seven-figure, multi-platform deals. This role is focused on new business acquisition and account expansion, with clear accountability for driving revenue growth and increasing market share.

You will serve as a strategic consultative partner to clients and agencies, identifying opportunities and delivering solutions that drive measurable business results — while operating with a strong hunter mentality and urgency to win.

KEY RESPONSIBILITIES

Revenue Generation & Client Management

• Prospect, develop, and close new advertising partnerships across Linear TV, Streaming/CTV, and Retail Media Network inventory.
• Aggressively grow a pipeline of new business opportunities, focusing on net-new accounts.
• Grow book of business while consistently building a pipeline of new revenue opportunities.
• Develop and present strategic, multi-platform media proposals tailored to client business objectives.
• Meet and exceed quarterly annual revenue targets.
• Drive significant revenue growth within CPG, OTC, Pharmaceutical and Healthcare verticals, expanding Diray Media’s presence and share in these categories.
• Independently source, advance, and close high-value opportunities with senior decision-makers at brands and agencies.

Contract Negotiation & Deal Structuring

• Lead end-to-end contract negotiations including pricing, packaging, terms, and added value elements.
• Partner with senior leadership, finance, and operations teams to ensure deal terms are executable and profitable.
• Structure and close complex, high-value deals with a focus on maximizing long-term revenue and strategic partnership value.

Relationship Development

• Cultivate and maintain senior-level relationships across digital agencies, holding companies, CPG, OTC, Pharmaceutical and Healthcare companies.
• Serve as a trusted media advisor and thought leader with clients, providing market insights and strategic recommendations.
• Represent Diray Media at industry events, conferences, and trade shows.
• Leverage an existing network of senior agency and brand contacts to generate immediate revenue opportunities.
• Build relationships through consistent in-person engagement, including necessary travel

Collaboration & Market Intelligence

• Collaborate cross-functionally with client service, marketing, strategy, ad operations, and media teams to develop compelling sales narratives and custom solutions.
• Maintain accurate and current pipeline reporting within CRM systems.
• Stay current on industry trends across the linear, streaming, and retail media landscape to identify new revenue opportunities.

REQUIRED EXPERIENCE & QUALIFICATIONS

Media Expertise

• Minimum 7+ years of media sales experience across one or more of these verticals, CPG, OTC, Pharmaceutical or Healthcare with demonstrated success selling across multiple platforms.
• Deep knowledge of Linear TV sales, including broadcast and cable advertising ecosystems, upfront and scatter markets, and audience-based buying.
• Proven experience in Streaming/CTV advertising sales, including programmatic, direct-sold, and addressable TV environments.
• Familiarity with Retail Media Networks (RMNs) and the ability to articulate closed-loop measurement and shopper data value propositions to clients.

 Deal Execution & Track Record

• Consistent history of closing large, complex, multi-platform media deals.
• Recognized as a top-performing seller with a history of exceeding revenue targets.
• Demonstrated ability to independently negotiate advertising contracts.
• Experience navigating legal review and deal terms.

Client Relationships & Vertical Expertise

• Established and active relationships with senior decision-makers at digital agencies (e.g., holding company media buying groups, independent agencies).
• Strong, active relationships and category expertise specifically within CPG, OTC, Pharmaceutical, and Healthcare verticals.
• Track record of converting agency and brand relationships into closed revenue.

IDEAL CANDIDATE PROFILE

• A highly networked, results-driven media sales professional with a reputation as a “closer” and consistent revenue producer.
• Relentless new business hunter who thrives on winning accounts and outperforming targets.
• Comfortable operating in a fast-paced, entrepreneurial environment with the ability to build new processes while executing immediate revenue goals.
• Strong communicator and presenter with executive presence and polished client-facing skills.
• Self-starter who thrives with autonomy while also contributing actively to a collaborative sales team culture.
• Highly proactive and self-directed, with the drive, confidence, and persistence to do what it takes to close deals.
• Willingness to travel frequently to meet clients, build relationships, and win business in competitive environments.
• Brings an active book of business and the ability to generate revenue quickly.