A BIT ABOUT THISTHAT
ThisThat is a brand growth intelligence company. We are the Brand Lift Authority in influencer marketing, with the largest global brand lift dataset in the industry, and we are building toward something bigger. The $4T marketing industry is shifting from the personalisation era, obsessed with advertising effectiveness, to the community era, where influence is the currency. No governing system of influence exists yet. ThisThat is building it, making influence measurable, predictable, governable, and investable.
Trusted by the world’s most ambitious brands and agencies, including Meta, Unilever, Amazon, MrBeast, WPP, and Publicis. VC-backed with investment from four unicorn founders. Winners of Best Technology and Best Data-Driven Campaign at the Global Influencer Marketing Awards.
ROLE SUMMARY
The Business Development Director is a senior commercial role within the Revenue Tribe, reporting into the Head of Business Development.
This is a 360-degree Business Development role focused on identifying, engaging, and closing the next generation of ICP accounts across brands, agencies, media companies, and creator-led businesses globally.
You will own strategic new business opportunities from prospecting through to onboarding, building long-term commercial value before transitioning healthy client relationships into Client Strategy for ongoing partnership management.
This role requires someone who combines commercial excellence with genuine cultural fluency. We are looking for someone who understands modern brand building instinctively – someone who is plugged into culture, creators, influence, community, and identity-driven consumer behaviour, not observing it from the outside.
A strong appreciation for measurement, insights, and evidence-led marketing is important for success in this role. While deep technical expertise is not required from day one, the successful candidate will be expected to quickly develop a strong understanding of ThisThat’s methodologies, products, and the strategic value our insight outputs create for clients.
You will play a key role in helping shape the future of the Business Development function at ThisThat, contributing to both commercial growth and the evolution of how modern relationship-led sales operates within the company.
This is not a traditional sales role. It is an opportunity to become a trusted commercial voice within the modern marketing ecosystem.
THE VISION
We are building a team of commercially elite, culturally fluent operators who genuinely understand modern brand building.
People with strong taste, strong opinions, and strong presence – who can contribute to the conversations our clients are already having, not simply sell into them.
We want people who:
- Understand modern culture, influence, creators, and community deeply
- Blend strategic thinking with commercial instinct
- Bring calm confidence and emotional intelligence into client relationships
- Operate with high standards and strong accountability
- Feel contemporary, credible, and trusted within modern marketing environments
KEY RESPONSIBILITIES
Commercial Growth and New Business
- Own strategic new business opportunities across brands, agencies, media companies, and creator-focused organisations globally
- Drive meaningful pipeline generation, relationship development, and revenue growth across ICP accounts
- Identify, engage, and close new budget holders within the creator, social, and influence ecosystem
- Build commercial value through consultative, insight-led conversations rather than transactional selling
- Lead prospects through the full commercial journey from outreach to onboarding
- Contribute significantly toward the Business Development team’s revenue targets and long-term growth objectives
Relationship Building and Market Presence
- Build trusted relationships with senior marketers, strategists, creators, agencies, and commercial leaders
- Become embedded within the communities and conversations shaping modern marketing and influence
- Represent ThisThat confidently in meetings, pitches, networking environments, industry events, and public-facing opportunities
- Add strategic value to client conversations through insight, perspective, and cultural awareness
- Develop a strong understanding and passion for the role ThisThat plays within the future of advertising and influence measurement
Strategic and Cross-Functional Collaboration
- Partner closely with Client Strategy to ensure smooth onboarding and strong long-term client outcomes
- Collaborate with Paid Media, Product, Data Science, Operations, and wider Revenue teams to drive commercial consistency and client value
- Contribute to the evolution of Business Development systems, workflows, and best practices
- Maintain strong visibility of pipeline performance, forecasting, and lead measures through disciplined operational management
- Balance structured execution and process discipline with creative thinking and commercial initiative
Team and Culture Contribution
- Contribute to building a high-performance, culturally aware Business Development culture
- Help establish standards of excellence across communication, client experience, and commercial execution
- Act as a positive cultural influence within the team through professionalism, accountability, and collaboration
- Bring curiosity, energy, and perspective into the wider business
QUALIFICATIONS & EXPERIENCE
- Proven experience working within creator, influencer, social, media, or modern marketing-focused businesses or teams
- Ideally 5+ years in commercial, business development, partnerships, or revenue-focused roles within advertising, media, SaaS, or marketing technology
- Strong track record of building and growing strategic client relationships
- Experience working within high-growth or scale-up environments where process and structure are still evolving
- Demonstrated commercial acumen with the ability to identify and convert strategic growth opportunities
- Appreciation for insights, measurement, and data-led marketing, with the ability and curiosity to quickly develop expertise in ThisThat’s methodologies and strategic approach
- Strong communication, stakeholder management, and relationship-building skills
- Comfortable operating autonomously within fast-moving, ambitious environments
KEY SKILLS & ATTRIBUTES
Cultural and Commercial Fluency
- Deep interest in modern brand building, internet culture, creators, influence, community, and consumer behaviour
- Naturally plugged into the worlds our clients operate within
- Strong commercial instincts paired with strategic curiosity
- Understands the difference between trend-chasing and genuine cultural relevance
- Strong taste level across brands, media, marketing, fashion, fitness, creators, and culture
Relationship Building and Presence
- Someone clients genuinely enjoy speaking to and trust in conversations
- Calm, confident presence without feeling overly polished or corporate
- Naturally consultative and intellectually curious
- Strong communication skills with a confident point of view
- Socially aware, emotionally intelligent, and relationship-oriented
Personal Standards and Operator Mindset
- High personal standards across communication, organisation, and professionalism
- Disciplined, accountable, and self-driven
- Ambitious and performance-oriented with low ego
- Comfortable balancing strategy, execution, and relationship management fluidly
- Comfortable operating in insight-led commercial environments where strategic recommendations are grounded in data, measurement, and client outcomes
- Adaptable and resilient in fast-moving environments
DIVERSITY & INCLUSION
ThisThat is committed to fostering a diverse, inclusive, and equitable workplace where all team members feel valued and empowered. We celebrate the unique perspectives and backgrounds of our employees and believe that diversity drives innovation and excellence. ThisThat is proud to be an equal opportunity employer. We welcome applicants of all races, national origins, genders, gender identities, sexual orientations, ages, abilities, veteran statuses, and other legally protected characteristics. If you need accommodations during the application process, please contact us.
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