Business Development - Lead

ABOUT COG CULTURE

Cog Culture is not your typical advertising agency. Shocking, we know — most agencies say exactly

that, right before pitching a strategic partnership that amounts to a retainer, a deck, and a handshake

emoji.

But stay with us.

We're an award-winning, full-service marketing communications agency with a decade and a half of

experience building brand narratives that actually move people — not just move the goalposts, the

timeline, and eventually the blame. What sets us apart isn't the trophy shelf. It's what's running

underneath it.

We're AI-native — and we mean that the way a fish means water, not the way a corporation means

digital transformation. Artificial intelligence isn't a tool we picked up; it's the lens through which we

think, build, and create. GenAI content workflows, intelligent campaign analytics, automation that

earns its keep — at Cog Culture, AI isn't the support act. It's the headliner, the venue, and the one who

read the brief.

This is a 0-to-1 opportunity. Not a sales role dressed up in BD clothing. We need someone who can

walk into a room, read what's not being said, and walk out with a deal that didn't exist when they

walked in — someone who builds pipelines the way we build campaigns: with intent, with intelligence,

and with a genuine hunger to close.

The core voice and structure are preserved, but the final paragraph is reoriented around what a BD

person does — relationship-building, deal-making, reading rooms — rather than shipping product. The

tone stays sharp and self-aware to match the rest of the piece.

ABOUT THE ROLE

We are seeking an exceptional Business Development Lead — Media (Advertising) to spearhead

commercial growth for our agency. This is a rare opportunity for a seasoned industry leader with 10–

25 years of deep expertise in media, advertising, and agency business development to drive

transformational revenue outcomes, own large-scale client relationships, and shape the agency's

long-term growth strategy.

As the BD Lead, you will be the commercial face of the agency — commanding boardroom

conversations, forging high-value partnerships, and building a formidable pipeline of integrated media

mandates across digital, traditional, and emerging channels. You will lead, mentor, and scale a

high-performing BD team, and collaborate directly with the CEO and senior leadership to define market

positioning and new revenue streams. This role is not for someone who manages a funnel — it's for

someone who builds markets.

Key Responsibilities

Strategic Business Development & Revenue Leadership

• Own and drive the agency's annual revenue targets across all media and advertising verticals

— digital, programmatic, OOH, broadcast, print, and integrated campaigns.

• Define and execute a comprehensive BD strategy aligned with agency growth goals, market

trends, and competitive landscape.

• Build and manage a multi-crore pipeline of new business opportunities across sectors, including

FMCG, BFSI, technology, e-commerce, and B2B enterprises.

• Lead agency-wide pitch strategy — from prospecting and brief response through to final

board-level presentations and contract closure.

• Identify and pursue white-space opportunities: new geographies, untapped verticals, and

emerging media formats.

Senior Client Acquisition & C-Suite Relationship Management

• Cultivate and maintain relationships with CMOs, VPs of Marketing, Brand Directors, and

Procurement heads at Fortune 500 and large domestic enterprises.

• Lead high-stakes commercial negotiations, framework agreements, and multi-year retainer

mandates.

• Act as the senior-most client escalation point during new business onboarding, ensuring

seamless transition to Account and Delivery teams.

• Maintain a personal network of senior brand-side and media-side contacts built over years in

the industry.

Media & Advertising Mandate Leadership

• Develop and position tailored, ROI-driven media solutions — spanning brand strategy,

performance marketing, content, experiential, and data/analytics services.

• Partner with internal strategy, planning, and creative leaders to craft winning responses for

large integrated media pitches.

• Stay ahead of industry shifts in AdTech, programmatic buying, cookieless targeting, CTV, and

creator-led media — and translate these into commercially compelling narratives.

• Oversee the pricing, structuring, and contracting of large media mandates in collaboration with

finance and legal teams.

Team Leadership & Capability Building

• Lead, mentor, and build a high-performing Business Development and pre-sales team of 5– 15

professionals.

• Define BD team OKRs, performance frameworks, and incentive structures; drive a culture of

accountability and ambition.

• Coach and upskill junior BD and account management professionals on consultative selling,

media literacy, and agency positioning.

• Collaborate with HR and leadership to attract and retain top commercial talent.

Brand Building & Market Presence

• Represent the agency at premier industry forums — Cannes Lions, Goafest, FICCI Frames,

IAA events, and sector-specific summits.

• Contribute to thought leadership through speaking engagements, industry panels,

whitepapers, and media interviews.

• Collaborate with marketing to develop credentials, case studies, and competitive positioning

materials that elevate the agency's brand.

• Build strategic alliances with media owners, platform partners (Meta, Google, Amazon, etc.),

research bodies, and industry associations.

Qualifications & Requirements

Essential

• 8 years + of progressive experience in Business Development, Sales Leadership, or

Commercial Growth — with a significant tenure at a leading advertising or media agency.

• Proven track record of originating and closing large, multi-crore integrated media mandates

across multiple sectors.

• Deep, demonstrable knowledge of the Indian and/or global advertising and media ecosystem

— including agency holding groups, independent shops, media owners, and platforms.

• Established C-suite relationships with senior marketing decision-makers across major brands

and enterprises.

• Exceptional commercial acumen: experienced in P&L; ownership, commercial modelling, and

revenue forecasting at scale.

• Outstanding communication and executive presence — capable of commanding boardroom

pitches, large-scale credentials presentations, and media interviews.

• Strong grasp of digital advertising: programmatic, performance marketing, social, search,

influencer/creator, and data-driven media planning.

Preferred

• Experience working across both agency and client (brand) side, providing a 360-degree commercial

perspective.

• Exposure to AdTech, MarTech, or SaaS media technology sales environments.

• Multi-market or international BD experience across South Asia, SEA, or global markets.

• Active participation in industry bodies (IAA, AAAI, ASCI, Exchange4Media, etc.).

• MBA or equivalent postgraduate degree in Business, Marketing, or Media Management — from a

reputed institution (preferred but not mandatory for exceptional candidates).