The Director of Business Development leads the company's new business strategy, owning the production pipeline, market intelligence, and key client relationships that drive growth across studio, location, and production services.

This role sits at the center of Sales, Operations, and Executive Leadership. You will identify and pursue new revenue opportunities, build the sales infrastructure and reporting that guide decisions, and represent the company with studios, production companies, and industry partners. The position combines strategic leadership with direct accountability for pipeline growth and revenue results.

Key Responsibilities

Growth Strategy & New Business

• Develop and execute the business development strategy to win new productions, studio clients, and strategic partnerships across all regions.
• Identify, evaluate, and prioritize new markets, services, and partnership opportunities, and build business cases for executive review.
• Personally lead pursuit of high-value opportunities, including major studio, series, and multi-project relationships, from first contact through close.
• Build and maintain senior-level relationships with studio executives, producers, production companies, content creators, and industry partners.
• Represent the company at industry events, markets, and association activities to strengthen visibility and generate new business.

Pipeline, CRM & Sales Infrastructure

• Own the CRM platform and production pipeline tracking system across all regions, ensuring data integrity, adoption, and timely follow-up.
• Lead the production leads desk, ensuring current production opportunities are qualified and routed to regional and national sales teams.
• Set best practices and accountability standards for CRM use, pipeline management, and client engagement across departments.
• Continuously improve business development, sales support, and marketing processes to increase efficiency and win rates.

Forecasting & Market Intelligence

• Own monthly, quarterly, and annual sales forecasting by region, comparing performance against budgets and targets and recommending corrective action.
• Track production announcements, greenlights, cancellations, tax incentive changes, and competitive activity through industry sources such as Variety, The Hollywood Reporter, and Deadline.
• Direct market intelligence reporting that informs strategy, including:
  • Competitive landscape and market share analysis
  • Studio occupancy reporting
  • Studio versus location production trends
  • Project type and regional production activity
  • Emerging production markets
  • Industry trends and forecasting

Leadership & Cross-Functional Partnership

• Serve as the strategic link between Sales, Operations, Marketing, and Executive Leadership, aligning teams around shared growth goals and the client experience.
• Lead and develop business development, sales operations, and pipeline staff, setting clear goals and performance expectations.
• Partner with Marketing on integrated campaigns that promote studio facilities, production locations, services, and strategic partnerships.
• Prepare and present executive presentations, strategic proposals, business plans, and briefing materials to senior leadership.

Required

• Bachelor's degree in Marketing, Business Administration, Communications, Entertainment Management, or a related field, or equivalent professional experience.
• 10+ years of progressive experience in business development, sales, sales strategy, or entertainment industry operations, including 3+ years in a leadership role.
• Proven record of generating new business and meeting or exceeding revenue and pipeline targets.
• Established relationships with studios, production companies, producers, or production services providers.
• Deep experience with CRM systems, pipeline management, sales forecasting, and market analytics, including leading CRM adoption across teams.
• Experience leading or managing staff and driving accountability across departments. Exceptional written and verbal communication, negotiation, and presentation skills, with experience presenting to senior executives.
• Strong organizational skills and the ability to manage multiple priorities in a fast-paced environment.

Preferred

• Experience in film, television, media, studio, stage, location, or production services businesses.

• Knowledge of production incentive programs and regional production markets.

• Experience supporting multi-region or multi-location sales organizations.

• Experience structuring partnerships, multi-project agreements, or long-term client contracts.