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Executive Director, Business Development and Market Expansion
Position SummaryThe Executive Director of Business Development and Market Expansion will serve as a key member of BLOX Digital's sales leadership team, responsible for driving sustainable revenue growth through strategic account development, client retention excellence, and new business acquisition.
This role combines strategic vision with hands-on execution to maximize revenue potential across BLOX Digital's existing client portfolio while accelerating expansion into new vertical markets and emerging industries. The ideal candidate will have a proven ability to open new markets, cultivate executive-level relationships, and position BLOX Digital as the
preferred digital technology partner-while proactively mitigating competitive vendor influence and displacement risk.
Key Responsibilities
Strategic Account Growth
- Own and expand relationships with top-tier accounts, serving as the executive sponsor for key client partnerships.
- Develop and execute account growth strategies that identify expansion opportunities and deliver incremental revenue.
- Conduct quarterly business reviews with major accounts to align on objectives, demonstrate ROI through revenue growth, and uncover new opportunities.
- Collaborate with delivery teams to ensure exceptional client outcomes that drive organic growth and upsell opportunities.
- Monitor and mitigate competitive vendor presence within key accounts through proactive relationship management, solution differentiation, and continuous value demonstration.
Client Retention & Success
- Maintain a client retention rate of 95%+ through proactive relationship management and measurable value delivery.
- Identify at-risk accounts early and implement tailored retention strategies to preserve and protect revenue.
- Build and maintain strong C-level relationships that position BLOX Digital as a trusted strategic partner, not just a vendor.
- Leverage market intelligence and client feedback to stay ahead of competitive offerings and evolving customer needs.
- Ensure seamless communication between client needs and internal delivery capabilities to maintain satisfaction and loyalty.
New Business Development & Market Expansion
- Lead business development initiatives targeting high-value prospects in both established and emerging industries.
- Proactively identify and develop new revenue streams by introducing BLOX Digital's solutions into untapped or adjacent sectors.
- Build and manage a robust, high-quality pipeline of qualified opportunities with accurate revenue forecasting.
- Hunt and close new enterprise accounts through strategic prospecting, consultative selling, and long-term relationship building.
- Represent BLOX Digital at industry events, trade shows, and networking opportunities to enhance brand visibility and generate leads.
- Collaborate with marketing and product teams to position BLOX Digital competitively and differentiate against alternative providers.
Leadership & Strategy
- Develop annual revenue plans with specific targets for new business acquisition, account growth, and retention.
- Provide accurate monthly and quarterly forecasts and performance updates to sales leadership.
- Partner closely with Sales, Marketing, and Product teams to align on go-to-market strategies, growth initiatives, and vertical expansion goals.
- Contribute to company-wide strategic initiatives, market intelligence, and long-term business planning.
- Champion competitive intelligence efforts to identify, track, and counteract emerging vendor threats in key markets.
Qualifications
Required
- 10+ years of progressive experience in B2B sales, account management, or business development.
- 5+ years in a senior leadership role with direct revenue responsibility.
- Proven track record of consistently exceeding revenue targets ($2M+ annually).
- Demonstrated success penetrating new vertical markets and expanding business within emerging industries.
- Deep experience managing complex, consultative sales cycles with enterprise clients.
- Strong understanding of digital marketing, technology services, or SaaS business models.
- Exceptional relationship-building and negotiation skills with C-suite executives.
- Strategic thinker with analytical acumen and a proactive, growth-oriented mindset.
- Bachelor's degree in Business, Marketing, or related field.
Preferred
- Experience leading sales in digital media, SaaS, or professional services environments.
- Established network of executive relationships across target and emerging industries.
- Track record of building and scaling revenue operations to support high-growth initiatives.
- Proficiency with CRM and prospecting tools (Salesforce, Hub Spot, Pardot, Zoom Info, LinkedIn Sales Navigator) and data analytics platforms.
Key Performance Indicators (KPIs)
- Annual revenue growth (new + expansion).
- Client retention rate.
- Net revenue retention (includes expansion and contraction).
- New business revenue and market entry success.
- Sales pipeline strength and forecast accuracy.
- Vertical market penetration and share of wallet growth.
- Competitive win rate and reduced vendor displacement risk.
- Customer satisfaction and NPS scores.
Compensation & Benefits
- Competitive base salary commensurate with experience.
- Performance-based incentive compensation.
- Comprehensive health, dental, and vision insurance.
- 401(k) with company match.
- Flexible PTO policy.
- Remote work flexibility.
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Lee Enterprises Inc
Oct 30, 2025