Company Overview:
Ray Advertising is a U.S.-based company with global operations, specializing in performance marketing, health insurance, and e-commerce. Our business ecosystem is designed to help leading U.S. companies scale efficiently while delivering high-quality, measurable results to American consumers. By empowering talent and fostering professional growth, we build sustainable, performance-driven operations. Ray Advertising is headquartered in Redding, California, with distributed teams supporting U.S.-based business functions.
Position Summary:
We are seeking a results-driven Business Development Manager (BDM) to own advertiser acquisition, revenue growth, and strategic partnerships for Ray Advertising’s performance marketing business. This role is ideal for a closer—someone who can convert qualified opportunities into long-term, high-value advertiser relationships. You will work closely with SDRs, marketing, and leadership to close deals, grow accounts, and scale revenue across Pay Per Call, lead generation, and affiliate-driven campaigns. The Business Development Manager is accountable for revenue outcomes, not just activity.
Key Responsibilities:
Revenue Ownership & Deal Closing (Primary Responsibility):
- Own the full sales cycle from qualified meeting to signed agreement.
- Conduct discovery calls, needs analysis, and solution-based selling.
- Present Ray Advertising’s performance-driven value proposition to decision-makers.
- Negotiate pricing, volume commitments, and commercial terms.
- Close new advertiser partnerships and achieve monthly and quarterly revenue targets.
- Success in this role is measured by closed revenue, advertiser retention, average deal size, and pipeline-to-close conversion.
Pipeline & Account Management:
- Manage a healthy, high-quality sales pipeline sourced by SDRs and inbound channels.
- Forecast revenue accurately and maintain deal momentum.
- Onboard new advertisers in coordination with internal teams.
- Primary focus is new advertiser acquisition, with account growth and retention as secondary responsibilities.
- Grow accounts through upsells, cross-sells, and increased volume commitments.
- Maintain strong advertiser relationships to ensure retention and long-term growth.
Strategic Partnerships & Market Expansion:
- Identify high-potential advertiser segments and vertical opportunities.
- Develop strategic partnerships with agencies, brands, and enterprise advertisers.
- Expand Ray Advertising’s footprint across insurance, home services, finance, legal, mass tort, and other verticals.
- Provide market intelligence and competitive insights to leadership.
- The Business Development Manager may focus on one or multiple verticals based on experience and business needs.
CRM, Reporting & Forecasting:
- Maintain accurate CRM records (HubSpot, Pipedrive, or similar).
- Track deal stages, revenue forecasts, and conversion metrics.
- Report on pipeline health, close rates, and revenue performance.
- Ensure transparency and data integrity across all sales activities.
Cross-Functional Collaboration:
- Work closely with SDRs to optimize lead quality and conversion.
- Collaborate with operations, compliance, and marketing teams for smooth onboarding.
- Provide feedback to leadership on product-market fit and advertiser needs.
- Support continuous improvement across sales and revenue operations.
Required Qualifications:
- 4–8 years of experience in Business Development, Sales, or Account Executive roles.
- Proven experience managing a book of business with responsibility for advertiser retention, revenue growth, and account expansion.
- Proven track record of closing deals and consistently hitting revenue targets.
- Experience selling performance marketing, Pay Per Call, lead generation, or affiliate solutions.
- Strong understanding of ROI-driven, CPA/CPL-based sales models.
- Demonstrated ability to manage complex B2B sales cycles.
Preferred Qualifications:
- Experience selling to U.S.-based advertisers.
- Background in insurance, home services, finance, or high-intent lead generation.
- Experience working in remote, fast-paced, performance-driven sales environments.
- Exposure to contract negotiation and long-term advertiser agreements.
Skills & Competencies:
Technical Skills:
- CRM platforms (HubSpot, Pipedrive).
- Sales forecasting and pipeline management.
- Contract negotiation and pricing strategy.
- Performance marketing metrics (Pay Per Call, CPA, CPL, ROI).
Soft Skills:
- Excellent English communication (written & verbal).
- Strong negotiation and closing skills.
- Strategic thinking with execution discipline.
- High accountability, ownership, and resilience.
- Ability to influence stakeholders and build trust.
Work Details:
- Employment Type: Full-time (W-2).
- Location: United States (Remote).
- Working Hours: Monday–Friday, aligned with PST business hours, with flexibility based on advertiser needs.
- Reports to: Head of Sales / Revenue Leadership.
Compensation Structure:
- Base Salary: $50,000 – $75,000 (based on experience).
- On-Target Earnings (OTE): $90,000 – $150,000+ (performance-based commissions).
- Commission: Uncapped and performance-driven.
Commission Structure:
- Base Commission: 5% – 7% commission on Gross Profit (GP) generated.
Commission Accelerator (Performance-Based):
- Monthly Gross Profit: 0-$20,000, Commission Rate: 4%.
- Monthly Gross Profit: $20,001 – $40,000, Commission Rate: 5%.
- Monthly Gross Profit: $40,001 – $60,000, Commission Rate: 6%.
- Monthly Gross Profit: $60,001+, Commission Rate: 7%.
Commission Threshold:
- Commission is activated when monthly GP ≥ $20,000 Overall.
Ramp Period (First 60 Days):
- Commission activates at $10,000 GP threshold.
- After 60 days → standard $20,000 threshold applies.
Retention Bonus:
- After 3 consecutive months of active billing: Additional +1% commission on that client’s GP.
Performance Expectations:
- KPI: Deals Closed, Minimum: 4, Target: 6, Top Performer: 8+.
- KPI: Monthly Gross Profit, Minimum: $30,000, Target: $60,000, Top Performer: $100,000+.
Benefits & Perks:
- Remote work flexibility.
- Clear path to Senior Business Development Manager and Sales Leadership.
- Performance-based participation in U.S. business travel and global industry events.
- Exposure to high-volume, high-value advertisers.
- Direct impact on company growth and revenue strategy.
Career Growth:
- Clear, performance-based advancement.
- Opportunity to influence sales strategy and market expansion.
- Hands-on leadership exposure.
- Long-term growth into Sales Director or Revenue Leadership roles.
Why Join Ray Advertising?:
- At Ray Advertising, you don’t just work in sales—you help drive the company’s growth engine. You’ll be part of a high-performance culture where results matter, effort is rewarded, and career advancement is based on impact.
- We value discipline, ownership, resilience, and continuous improvement, and we invest in individuals committed to long-term success.
