Business Development Specialist at 321 the Agency in Remote

ABOUT 321 AIM

321 AIM is a proprietary performance marketing platform built for businesses that need leads — not impressions. Powered by a pay-per-qualified-lead model, AIM connects clients in high-value verticals including home services, legal services, healthcare, insurance, and financial services with the ready-to-convert prospects that move the needle on revenue.

AIM operates as a distinct business unit within the 321 ecosystem, combining digital performance marketing expertise with built-in lead qualification infrastructure and transparent, outcome-based pricing. We don't sell campaigns — we sell results. And we're growing fast. Unlike traditional lead generation companies, AIM supports clients beyond lead delivery — helping ensure leads are contacted, qualified, and converted into real opportunities. This gives our clients a measurable advantage in speed-to-lead and conversion performance. 

ABOUT THE ROLE

We're looking for a Business Development Specialist who understands how to sell performance. As AIM's dedicated sales and business development professional, you'll be responsible for identifying and closing new client partnerships across AIM's target verticals — companies that are serious about lead volume, lead quality, and measurable ROI from their marketing spend.

This isn't a traditional agency sales role. You'll be selling a performance-based model where clients pay for qualified leads, not ad spend — which means you need to understand how to speak credibly to sophisticated buyers about cost-per-lead economics, lead qualification criteria, conversion rates, and ROI. You'll build and manage your own pipeline, lead discovery through close, and serve as the face of AIM in the market.

This role requires more than selling leads — you must understand how leads turn into revenue. You will need to think beyond cost-per-lead and engage prospects in deeper conversations about conversion rates, speed-to-contact, appointment setting, and overall return on marketing investment. 

WHAT YOU'LL DO

Sales & New Client Acquisition

• Develop and execute a business development strategy focused on driving new client partnerships for 321 AIM in target verticals: home services, legal services, healthcare, insurance, and financial services
• Identify and pursue high-value prospects — including regional and national operators, franchise groups, law firms, and healthcare practices — that have strong lead volume needs and are a fit for a performance-based pricing model
• Lead end-to-end sales cycles from prospecting and discovery through proposal, negotiation, and contract close
• Conduct discovery conversations that uncover client lead volume goals, cost-per-lead targets, current marketing performance, and qualification criteria — and translate those into a compelling AIM partnership proposal
• Clearly articulate AIM's value proposition, pricing model, lead qualification standards, and performance expectations to prospects, including C-suite and senior marketing decision-makers
• Develop customized proposals that outline projected lead volume, qualified-lead definitions, pricing structure, and expected ROI
• Maintain a disciplined sales pipeline and CRM to track prospect status, activity, and revenue projections
• Educate prospects on the full lead lifecycle — from lead generation to contact, qualification, and appointment conversion — and position AIM as a partner across that entire funnel 
• Identify opportunities to scale lead volume, expand into additional service areas, or deepen AIM’s role in the client’s acquisition funnel 

Market Development & Brand Presence

• Build AIM's market presence within target verticals through strategic outreach, industry networking, conference participation, and partnership development
• Identify and cultivate referral relationships with complementary vendors, franchise consultants, industry associations, and channel partners who serve AIM's target client base
• Monitor competitor offerings, pricing models, and market positioning to ensure AIM's value proposition stays sharp and differentiated
• Collaborate with AIM leadership to develop sales collateral, case studies, and pitch materials that demonstrate AIM's performance track record and vertical expertise
• Represent AIM at industry events, trade shows, and vertical-specific conferences relevant to home services, legal, healthcare, insurance, and financial services
• Diagnose breakdowns in the prospect’s current funnel (e.g., slow response times, poor follow-up, low booking rates) and position AIM as a solution not just for lead volume, but for conversion performance 

Client Onboarding & Handoff

• Serve as the primary point of contact through the pre-onboarding phase, ensuring new clients have a clear understanding of the AIM model, reporting expectations, and lead qualification process
• Collaborate with AIM's operations and campaign management teams to ensure smooth client onboarding and alignment on qualified-lead definitions, delivery timelines, and performance benchmarks
• Maintain strong communication during early campaign launch to support client confidence and address questions before transitioning to the ongoing account relationship
• Identify expansion and upsell opportunities within the existing AIM client base as lead programs scale
• Ensure alignment between what was sold and how leads will be handled — including intake process, response expectations, and appointment-setting workflows 

WHAT YOU HAVE

• 3+ years of experience in business development, sales, or client acquisition — with direct experience selling performance marketing, lead generation, or pay-per-lead programs strongly preferred
• Deep understanding of performance-based pricing models: cost-per-lead, cost-per-acquisition, lead qualification standards, and the economics of lead generation programs
• Proven track record of meeting and exceeding revenue and new client acquisition targets
• Experience selling into at least one of AIM's core verticals — home services, legal services, healthcare, insurance, or financial services — is a significant plus
• Strong command of lead generation strategy, digital media fundamentals, and the ability to speak credibly to clients about campaign mechanics, attribution, and ROI
• Exceptional discovery and consultative selling skills — you ask the right questions, listen well, and build proposals that directly address client business goals
• Excellent negotiation skills with the ability to navigate complex contracts, performance guarantees, and qualified-lead definition discussions
• Proficiency in CRM platforms, pipeline management, and sales automation tools
• Strong written and verbal communication skills, including the ability to develop and deliver compelling sales presentations to senior executives
• Self-directed, entrepreneurial, and comfortable operating in a fast-growing, performance-driven environment
• Experience selling complex or consultative solutions 
• Ability to understand and communicate full-funnel performance metrics, including lead-to-contact rate, appointment set rate, and revenue impact 
• Experience running structured discovery that uncovers both marketing and operational gaps 

WHAT SUCCESS LOOKS LIKE

• New client revenue closed (monthly/quarterly) 
• Pipeline creation and conversion rates
• Average deal size and contract value
• Client retention and early performance success
• Expansion revenue from existing accounts

REPORTING STRUCTURE

The Business Development Specialist reports directly to 321 AIM leadership and works in close coordination with AIM's operations and campaign management teams. This role operates as a standalone business development function with direct visibility to senior leadership and significant influence over AIM's growth trajectory.

COMPENSATION

Structure: Competitive base salary + uncapped commission + performance-based bonuses

Compensation is structured to reward performance. Commission is uncapped and tied directly to new client revenue closed. Performance bonuses apply to volume milestones and client retention benchmarks. Top performers in this role have significant earning upside tied directly to AIM's growth. Top performers in this role have the potential to earn [optional: realistic OTE range] by consistently closing and expanding high-value client partnerships. 

321 AIM BENEFITS

• 100% remote work environment
• Flexible scheduling with core collaboration hours
• Paid time off + company-observed holidays
• Health, dental, and vision benefits
• Professional development budget and industry conference attendance
• Direct access to AIM leadership and a fast-moving, performance-obsessed team
• Uncapped earning potential tied to a genuinely differentiated product in a high-demand market