Business Development Manager, Digital Advertising

The role

The Digital Advertising Business Development Manager will identify and develop new client opportunities to grow the advertising business. This role focuses on researching prospective advertisers, conducting outbound outreach, qualifying leads, and maintaining CRM records to build a sales pipeline.

What you will do

• Research prospective advertisers, industries, decision-makers, and market segments.
• Conduct personalized outreach through phone, email, LinkedIn, and networking.
• Qualify prospective clients regarding business goals, target audience, and budget.
• Schedule qualified introductory meetings and sales opportunities for Account Executives.
• Partner with Account Executives and the Director of Digital Advertising Sales to prioritize prospects.
• Maintain accurate CRM records and track outreach and lead status.
• Prepare Account Executives for sales meetings with presentations and proposals.
• Develop understanding of digital advertising products, sponsorship opportunities, and events.
• Collaborate with advertising, marketing, events, audience, and analytics teams.
• Participate in networking, client meetings, and other business-development activities.

Required qualifications

• Experience in media sales, business development, customer success, or another client-facing role.
• Strong research skills and curiosity about businesses, industries, and prospective clients.
• Comfort with outbound outreach by phone, email, LinkedIn, and other channels.
• Clear written and verbal communication skills.
• Excellent organization, follow-through, and attention to detail.
• A proactive, persistent, and resourceful approach to identifying opportunities.
• A collaborative mindset, openness to coaching, and interest in advertising, digital media, local business, and The Banner’s mission.

Nice to have

• 1–3 years of experience in media sales, business development, customer success, or another client-facing role.
• Experience using a CRM such as Salesforce, HubSpot, or a similar platform.
• Experience with outbound prospecting or lead generation.
• Familiarity with digital advertising, media, sponsorships, events, or marketing services.
• Experience creating presentations, proposals, or other client-facing materials.
• Familiarity with the Baltimore and Maryland business community.
• Experience using LinkedIn or other prospecting and sales-research tools.

About the company

The Banner is building a sustainable model for local journalism. Advertising revenue supports its public-service mission to help local organizations connect with engaged audiences.