Business Development Lead-PhysAds, Physical Ads
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We are looking for a high-judgment, commercially minded Business Development Lead to own and scale the PhysAds revenue engine. You will lead the BD pod end-to-end - setting strategy, building the agency and partner ecosystem, driving internal flywheel integrations, and coaching a team of BD representatives. This is a builder role: you'll operate at the intersection of media sales, category partnerships, and product-market fit and establish this new category.
You will be directly accountable for delivering the annual revenue plan across identified go-to-market motions, while simultaneously building the channel infrastructure (agencies, intermediaries, internal flywheels) that shifts PhysAds from a founder-led sales motion to a scalable, leverage-channel model.
Key job responsibilities
1. Own the full-year revenue plan across all PhysAds formats (On-Package, Sampling, Inserts etc) maintain pipeline coverage and drive quarterly sourcing-mix across existing and new channels.
2. Execute the Doorstep OOH go-to-market strategy - build a portfolio of media agencies, activate 3P intermediary platforms for mid-market/D2C self-serve, and embed PhysAds into Category JBP integrations.
3. Architect the operating rhythm, set gearing targets, and drive industry-leading revenue for the BD team through leverage-channel models and automation.
4. Build the agency and advertiser ecosystem - convert forum-led MQLs into active relationships, lead direct CMO outreach with measurement case studies, and partner with Product to shape the roadmap.
5. Collaborate cross-functionally with Ops Excellence and Monetization to deliver on advertisor promises, while unlocking newer formats within the business
About the team
PhysAds is Amazon India's physical delivery advertising business - turning every box, mailer, insert, and sample delivered to a customer's doorstep into high-impact, brand-safe advertising real estate. We operate in a large and fast-growing market where Amazon's unmatched delivery scale creates a strong advertising moat. With continued YoY revenue growth, five distinct ad formats, and hundreds of campaigns planned this year, PhysAds is one of the fastest-scaling advertising businesses within Amazon India - and still in its early innings.
- 5+ years of sales experience
- MBA
- Experience building client and agency ad partnerships
- Experience in a revenue-owning function
- 6+ years of B2B sales across fortune 500 advertisers and agencies experience
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Job ID: 153092615
