Position Title – Director, Client Development Full Time *Remote Position with in-person meetings in GTA region Overview Are you a strategic thinker, relationship builder, and opportunity creator who thrives on turning business challenges into meaningful client partnerships? The Substance Group is seeking an experienced Director, Client Development responsible for generating a min of $1M in net new revenue during Year 1 while driving agency growth through strategic business development, consultative selling, and relationship management. This role goes beyond traditional sales. We are looking for someone who can uncover opportunities, challenge assumptions, facilitate strategic conversations, and help clients see new possibilities for engaging their audiences. As a key member of the agency, you will identify and secure new business opportunities, lead client discovery and strategic planning discussions, develop compelling solutions, and collaborate with internal teams to create proposals and presentations that demonstrate the value of experiential marketing and human connection. The ideal candidate is strategically minded, intellectually curious, and highly collaborative. They possess the ability to understand a client's business objectives, identify opportunities others may overlook, and translate insights into innovative solutions that create measurable impact for both clients and the agency.

About Us
The Substance Group is The Human Connection Agency. In today's attention economy, brands don't just need visibility. They need meaningful connections. At The Substance Group, we create experiences, events, activations, and engagement strategies that connect people to brands through authentic and memorable human interactions. Our work is rooted in the belief that the strongest relationships are built through shared experiences that inspire action, generate trust, and leave a lasting impression. For more than 25 years, we have partnered with organizations across Canada to bring brands closer to the communities, audiences, and cultures that matter most. Through strategic thinking, creativity, and flawless execution, we help clients build meaningful relationships that drive business results while making a positive impact on people and communities. Primary Duties & Responsibilities The primary functions include, but are not limited to, the following: Business Development & Revenue Growth
• Generate a minimum of $1M in net new revenue during Year 1
• Achieve annual revenue and gross profit targets
• Maintain a qualified opportunity pipeline valued at 5 times annual revenue objectives
• Identify, pursue, and secure new client opportunities across Canada
• Develop strategic account plans for target organizations and industry sectors
• Build relationships with senior decision-makers
• Identify opportunities to introduce clients to agency’s full suite of services




• Position the Agency as strategic partner rather than transactional service provider Client Strategy & Opportunity Manager
• Lead consultative discovery conversations to uncover client objectives, challenges, growth opportunities and business needs
• Facilitate strategic discussions that help clients think beyond immediate project requirements
• Identify opportunities to solve business challenges through XM, events, sponsorships and engagement initiatives
• Guide opportunities through the full sales lifecycle from initial contact through contract execution and client handoff
• Lead proposal development, contract negotiations, and new business pursuits
• Collaborate closely with internal teams to ensure proposed solutions align with client objectives and agency capabilities Strategic Consulting & Opportunity Development
• Analyze client business challenges, market dynamics and audience insights to identify strategic opportunities
• Translate business goals into integrated XM and engagement solutions
• Challenge conventional thinking and introduce innovative perspectives that create meaningful value for clients
• Lead strategic brainstorming and solution development sessions with internal stakeholders
• Identify emerging cultural, consumer, experiential and marketing trends that can create recent opportunities for clients
• Develop insights-driven recommendations that position the agency as a thought leader and trusted strategic partner Storytelling & Presentation Development
• Create persuasive proposals, presentations, and business development materials that effectively communicate strategic value
• Transform client challenges into compelling narratives and integrated solutions
• Confidently present strategies and recommendations to executive-level stakeholders
• Articulate the agency’s capabilities, expertise, and unique approach to human connection
• Represent the Agency at client meetings, conferences, networking events and industry functions Collaboration & Agency Leadership
• Foster strong working relationships across account management, creative, production, operations and leadership teams
• Participate in agency planning discussions related to growth and market opportunities
• Act as brand ambassador for the agency and contribute positively to team culture
• Support continuous improvement initiatives and contribute to the ongoing evolution of agency services and capabilities Minimum Qualifications
• Minimum 5+ years of experience in client/business development, sales, agency growth, partnership development, or related role at XM/Marketing Agency
• Proven ability to identify,



cultivate, and close complex business opportunities
• Experience managing RFP responses, proposal development, client presentations and contract negotiations
• Experience developing and selling XM, events, sponsorships, integrated marketing programs or brand engagement solutions
• Bachelor's Degree or diploma in Marketing, Business, Project Management, or Communications is an asset.
• Any equivalent combination of education and professional experience
• Proficient computer skills, especially with Microsoft office, Salesforce experience considered an asset
• Must be eligible to work in Canada (permanent Canadian resident or a valid working permit or visa)
• Resident of Toronto, GTA and vicinity preferred
• Must be legally entitles to work in Canada
• Additional language capabilities considered an asset
• AI, SEO, and GEO knowledge considered an asset Personal Qualities
• Strategic thinker with strong business acumen and a consultative approach.
• Relationship builder who establishes credibility with senior stakeholders.
• Entrepreneurial self-starter who thrives in a growth-focused environment.
• Exceptional communicator and storyteller capable of presenting ideas with clarity and confidence.
• Collaborative team player who inspires trust and drives results. Compensation & Benefits
• Base

Salary:
$90,000 annually
• Commission: 10% of gross profit generated from net recent business
• Accelerator: 15% of gross profit generated above established annual revenue targets where profitability objectives are achieved
• Uncapped commission structure
• Work from home environment
• Travel and networking opportunities
• Benefit program Candidate Verification & Selection Process
• References will be required before any offer of employment is extended.
• Minimum of four professional references, including management and client references where applicable.
• Finalists may be asked to discuss previous business development achievements and opportunities they personally originated and secured.
• Finalists may be required to participate in a strategic opportunity exercise in which they review a client business challenge and present their recommendations, approach, and rationale.
• Finalists may be asked to demonstrate their consultative selling and relationship-building approach through scenario-based discussions. Success in this Role
• Achievement of annual revenue and gross profit targets.
• Generation of at least $1,000,000 in net new revenue during Year 1.
• Development of a strong and sustainable pipeline of qualified opportunities.
• Establishment of trusted relationships with senior marketing and business leaders.
• Successful positioning of The Substance Group as a strategic partner to clients.
• Long-term contribution to the agency's growth, reputation, and client portfolio.

📌 Director of Client Development (Canada)
🏢 The Substance Group
📍 Canada