Business Development Lead.

Cog Culture · Bangalore, India

ABOUT COG CULTURE 

Cog Culture is not your typical advertising agency. Shocking, we know — most agencies say exactly  that, right before pitching a \"strategic partnership\" that amounts to a retainer, a deck, and a handshake  emoji. 

But stay with us.  

We're an award-winning, full-service marketing communications agency with a decade and a half of  experience building brand narratives that actually move people — not just move the goalposts, the  timeline, and eventually the blame. What sets us apart isn't the trophy shelf. It's what's running  underneath it.  

We're AI-native — and we mean that the way a fish means water, not the way a corporation means  \"digital transformation.\" Artificial intelligence isn't a tool we picked up; it's the lens through which we  think, build, and create. GenAI content workflows, intelligent campaign analytics, automation that  earns its keep — at Cog Culture, AI isn't the support act. It's the headliner, the venue, and the one who  read the brief.  

This is a 0-to-1 opportunity. Not a sales role dressed up in BD clothing. We need someone who can  walk into a room, read what's not being said, and walk out with a deal that didn't exist when they  walked in — someone who builds pipelines the way we build campaigns: with intent, with intelligence,  and with a genuine hunger to close.  

The core voice and structure are preserved, but the final paragraph is reoriented around what a BD  person does — relationship-building, deal-making, reading rooms — rather than shipping product. The  tone stays sharp and self-aware to match the rest of the piece. 

ABOUT THE ROLE 

We are seeking an exceptional Business Development Lead — Media (Advertising) to spearhead  commercial growth for our agency. This is a rare opportunity for a seasoned industry leader with 10– 25 years of deep expertise in media, advertising, and agency business development to drive  transformational revenue outcomes, own large-scale client relationships, and shape the agency's  longterm growth strategy.

As the BD Lead, you will be the commercial face of the agency — commanding boardroom  conversations, forging high-value partnerships, and building a formidable pipeline of integrated media  mandates across digital, traditional, and emerging channels. You will lead, mentor, and scale a  highperforming BD team, and collaborate directly with the CEO and senior leadership to define market  positioning and new revenue streams. \"This role is not for someone who manages a funnel — it's for  someone who builds markets.\" 

Key Responsibilities  

Strategic Business Development & Revenue Leadership  

• Own and drive the agency's annual revenue targets across all media and advertising verticals  — digital, programmatic, OOH, broadcast, print, and integrated campaigns.  

• Define and execute a comprehensive BD strategy aligned with agency growth goals, market  trends, and competitive landscape.  

• Build and manage a multi-crore pipeline of new business opportunities across sectors including  FMCG, BFSI, technology, e-commerce, and B2B enterprises.  

• Lead agency-wide pitch strategy — from prospecting and brief response through to final  boardlevel presentations and contract closure.  

• Identify and pursue white-space opportunities: new geographies, untapped verticals, and  emerging media formats.  

Senior Client Acquisition & C-Suite Relationship Management  

• Cultivate and maintain relationships with CMOs, VPs of Marketing, Brand Directors, and  Procurement heads at Fortune 500 and large domestic enterprises.  

• Lead high-stakes commercial negotiations, framework agreements, and multi-year retainer  mandates.  

• Act as the senior-most client escalation point during new business onboarding, ensuring  seamless transition to Account and Delivery teams.  

• Maintain a personal network of senior brand-side and media-side contacts built over years in  the industry. 

Media & Advertising Mandate Leadership  

• Develop and position tailored, ROI-driven media solutions — spanning brand strategy,  performance marketing, content, experiential, and data/analytics services.  

• Partner with internal strategy, planning, and creative leaders to craft winning responses for  large integrated media pitches.  

• Stay ahead of industry shifts in AdTech, programmatic buying, cookieless targeting, CTV, and  creator-led media — and translate these into commercially compelling narratives.  

• Oversee the pricing, structuring, and contracting of large media mandates in collaboration with  finance and legal teams.  

Team Leadership & Capability Building  

• Lead, mentor, and build a high-performing Business Development and pre-sales team of 5– 15  professionals.  

• Define BD team OKRs, performance frameworks, and incentive structures; drive a culture of  accountability and ambition.  

• Coach and upskill junior BD and account management professionals on consultative selling,  media literacy, and agency positioning.  

• Collaborate with HR and leadership to attract and retain top commercial talent.  

Brand Building & Market Presence  

• Represent the agency at premier industry forums — Cannes Lions, Goafest, FICCI Frames,  IAA events, and sector-specific summits.  

• Contribute to thought leadership through speaking engagements, industry panels,  whitepapers, and media interviews.  

• Collaborate with marketing to develop credentials, case studies, and competitive positioning  materials that elevate the agency's brand.  

• Build strategic alliances with media owners, platform partners (Meta, Google, Amazon, etc.),  research bodies, and industry associations.  

Qualifications & Requirements  

Essential  

• 8 years + of progressive experience in Business Development, Sales Leadership, or  Commercial Growth — with a significant tenure at a leading advertising or media agency.  

• Proven track record of originating and closing large, multi-crore integrated media mandates  across multiple sectors. 

• Deep, demonstrable knowledge of the Indian and/or global advertising and media ecosystem  — including agency holding groups, independent shops, media owners, and platforms.  

• Established C-suite relationships with senior marketing decision-makers across major brands  and enterprises.  

• Exceptional commercial acumen: experienced in P&L; ownership, commercial modelling, and  revenue forecasting at scale.  

• Outstanding communication and executive presence — capable of commanding boardroom  pitches, large-scale credentials presentations, and media interviews.  

• Strong grasp of digital advertising: programmatic, performance marketing, social, search,  influencer/creator, and data-driven media planning.  

Preferred  

• Experience working across both agency and client (brand) side, providing a 360-degree commercial  perspective.  

• Exposure to AdTech, MarTech, or SaaS media technology sales environments.  • Multi-market or international BD experience across South Asia, SEA, or global markets.  • Active participation in industry bodies (IAA, AAAI, ASCI, Exchange4Media, etc.).  

• MBA or equivalent postgraduate degree in Business, Marketing, or Media Management — from a  reputed institution (preferred but not mandatory for exceptional candidates).