Director, Business Development - P&C

Location: US-Remote 

(AL,AZ,CA,CO,CT,DC,FL,GA,ID,IL,IN,MA,MD,MI,MO,NC,NH,NJ,NV,NY,OH,PA,RI,TN,TX,UT,VA,WA,WI)

Type: Full-Time, Salary, Exempt

Compensation: $150,000 – $170,000 base + variable compensation

 About DMS:

Digital Media Solutions (DMS) is a performance-driven digital marketing company that connects consumers and brands through data, technology, and proprietary media solutions. Operating in high-volume, transaction-intensive markets, DMS manages multiple revenue streams, variable margins, and complex unit economics across its portfolio of offerings. The company partners closely with clients to deliver measurable outcomes, leveraging analytics, optimization, and disciplined execution in dynamic market conditions.

About the Role:

DMSs is building a business development function within its P&C Business Unit for the first time. This is not a role where you inherit a pipeline, a team, or a playbook — you’re building all three. We’re looking for a true hunter who thrives in white space, knows how to open doors, and has the discipline to build repeatable processes behind it.

This role reports directly to the GM of the P&C Business Unit and will operate independently from the demand-side account management teams by design. The mandate is simple: find and close new business.

Why Join DMS?

This is a ground-floor opportunity to build something that has never existed at Digital Media Solutions. The P&C Business Unit is going through a major strategic transformation — new leadership, new structure, new growth mandate. You’re not joining a mature org with established lanes. You’re helping define them. If you want ownership, visibility, and the chance to directly impact the trajectory of a business, this is it.

What You’ll Do:

• Build the BD function from the ground up. Define the ICP, build target lists, establish outreach strategy, and create the playbook that this function will run on going forward.
• Hunt new Enterprise P&C opportunities. This is the initial focus — identify, pursue, and close new enterprise-level customers in the P&C space. You’re not farming existing accounts. You’re opening new relationships.
• Partner with the Head of RevOps to build pipeline infrastructure, reporting frameworks, and scalable processes. You’ll have a partner in building the operational backbone — your job is to make sure it reflects how deals actually get done.
• Develop and own the pipeline. Build a qualified pipeline from scratch, manage it with discipline, and report on it with accuracy. We need to see the funnel taking shape quickly.
• Collaborate with demand and supply leadership to understand our capabilities, positioning, and competitive advantages so you can sell with credibility and specificity.
• Inform the go-to-market strategy. As the person closest to new prospects, you’ll bring market intelligence back to the leadership team — what’s resonating, what’s not, where the opportunities are, and what we’re missing.

Who You Are:

• You’ve done this before — ideally more than once. You’ve built or significantly scaled a BD function, not just operated within one. You know the difference between having a quota and building the infrastructure to hit one.
• You’re a hunter by nature. You get energy from prospecting, opening conversations, and winning new logos. You don’t wait for inbound. You go find it.
• You know the P&C insurance space. You understand the ecosystem — carriers, agents, enterprise buyers, lead generation, digital performance marketing. You can walk into a room and speak the language.
• You’re comfortable with ambiguity. This is a new function inside an org going through a significant transformation. There’s no playbook yet. If that excites you more than it concerns you, this is the right role.
• You’re disciplined about the process. Hunters who can’t forecast or keep a clean pipeline don’t scale. You bring rigor to the work, not just energy.
• You operate with a growth mindset. You’re not interested in how things have always been done. You’re interested in what’s possible.

Qualifications:

• 7+ years in business development, sales, or strategic partnerships, with meaningful experience in the P&C insurance or insurance technology space.
• Demonstrated track record of sourcing and closing enterprise-level deals.
• Experience building BD infrastructure — pipeline tools, reporting, ICP development, outreach playbooks.
• Strong executive presence and the ability to engage senior stakeholders at prospective customers.
• Comfortable operating in a fast-paced, transformation-stage environment.

Compensation: The anticipated annual base salary range for this position is $150,000 – $170,000 base. In addition, this role is eligible for a variable incentive compensation. Actual compensation may vary based on work experience, education, and skill level.