Senior Business Development Manager – Retail Media & Ecommerce

Job summary

Build and manage a pipeline of mid-market and enterprise brands through outbound prospecting, networking, events, and industry relationships, then lead deals from discovery through proposal, negotiation, and close. Partner with strategy and media teams to tailor solutions, maintain accurate forecasts, represent Accrue at industry events, and share market insights.

Job details

About Accrue Accrue is a performance-driven agency helping brands grow on Amazon, Walmart, and across the retail media landscape. We combine strategy, media, and marketplace expertise to drive measurable ecommerce growth. The Role We're looking for a true hunter to drive net-new business for Accrue. This is a hands-on individual role: you'll own the full cycle, from identifying and cold-sourcing target brands to running discovery, building proposals, and closing deals. There's no SDR team behind this role. You'll build your own pipeline, and we'll judge your success by the new logos you bring in. If you love the outbound work as much as the close, we want to talk to you. What You'll Do Build and manage your own pipeline of mid-market and enterprise brands through outbound prospecting, networking, events, and your industry relationships. Run the full sales cycle: prospecting, discovery, solution design, pricing, negotiation, and close. Partner with our strategy and media teams to shape proposals around each brand's ecommerce and retail media goals. Keep your pipeline disciplined and forecastable in [HubSpot / your CRM]. Represent Accrue at industry events and help grow our presence in the retail media space. Share what you're hearing in the market to help sharpen our positioning and services. What We're Looking For 4+ years of B2B sales experience in retail media, ecommerce, ad tech, or agency services, with a clear track record of winning net-new logos. Proven ability to build pipeline from scratch without relying on inbound or SDR support. We'll ask you to walk us through where your deals came from. Comfort selling consultative services to marketing, ecommerce, and brand leaders. Strong command of your own pipeline math: activity levels, conversion rates, deal cycles, and what it takes to hit a number. Self-directed, resilient, and energized by outbound. Nice to Have Experience with Amazon Ads, Amazon Seller/Vendor Central, or selling Amazon-focused agency services. Familiarity with other retail media networks (Walmart Connect, Instacart, Target Roundel, Criteo, etc.). An existing network of brand-side ecommerce or marketing decision-makers. What We Offer [Base salary range] + [commission / OTE structure] [Benefits: health, PTO, etc [Remote flexibility / other perks] Direct access to leadership and real influence on how we grow To Apply Apply here on LinkedIn, and in a few sentences tell us about a deal you sourced and closed yourself from first outreach to signature.

What you’ll do

Build and manage a pipeline of mid-market and enterprise brands through outbound prospecting, networking, events, and industry relationships, then lead deals from discovery through proposal, negotiation, and close. Partner with strategy and media teams to tailor solutions, maintain accurate forecasts, represent Accrue at industry events, and share market insights.

Requirements

Requires at least four years of B2B sales experience in retail media, ecommerce, ad tech, or agency services, with a record of winning new clients and building pipeline without SDR or inbound support. Candidates should be comfortable selling consultative services to marketing, ecommerce, and brand leaders, and be able to manage sales activity, conversion rates, deal cycles, and forecasts.

Listed skills

• Full-Cycle Sales · Preferred
• Pipeline Development · Preferred
• Deal Closing · Preferred
• Outbound Prospecting · Preferred
• Negotiation · Preferred
• Business development · Preferred

Other relevant skills

Identified from the job description. Confirm important requirements above.

• B2B Sales
• Business Development
• Outbound Prospecting
• Pipeline Development
• Full-Cycle Sales
• Lead Generation
• Discovery
• Solution Design
• Proposal Development
• Pricing
• Negotiation
• Deal Closing
• Retail Media
• Ecommerce
• Amazon Ads
• HubSpot

Job areas

• Sales
• Marketing
• Management & Leadership
• Retail
• Technology