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About the Role

Xponent21 is seeking a Sales & Growth Consultant* to support business development and revenue growth by leading thoughtful, strategy-driven sales conversations with prospective clients.

This role focuses on consultative selling, not transactional or high-volume sales. You’ll guide prospects through structured discovery, identify where Xponent21 can create meaningful impact, and collaborate closely with internal strategists and leadership to scope and position the right solutions.

This role is based in Richmond, VA, and candidates must be located in the Richmond area to support close collaboration with our core team.

The ideal candidate is organized, curious, and reliable — someone who listens carefully, follows up consistently, and values long-term client fit over quick wins. You should be comfortable discussing marketing strategy at a high level and confident managing multiple opportunities while maintaining clear communication and documentation.

*Title subject to refinement — e.g., Sales Strategist, Growth Consultant, Business Development Strategist

Compensation Structure

This role offers a flexible compensation structure, which may include a base salary plus commission or a commission-only arrangement, depending on experience, performance expectations, and candidate preference.

If you enjoy relationship-driven sales, strategic conversations, and working with a team that values clarity and follow-through, we’d love to hear from you.

Responsibilities

• Respond to and follow up with inbound leads, schedule discovery calls, and guide prospects through the early stages of the sales process.
• Lead discovery calls with prospective clients to understand business goals, challenges, and marketing maturity.
• Qualify inbound and outbound leads to assess fit, readiness, and potential scope.
• Guide prospects through Xponent21’s services, positioning solutions around business outcomes rather than tactics.
• Collaborate with Account Strategists and leadership to prepare proposals, scopes of work, and pricing recommendations using established templates and tools.
• Manage the sales pipeline, ensuring timely follow-ups, accurate notes, and clearly defined next steps.
• Maintain organized records of conversations, opportunities, and status using HubSpot and other internal tools.
• Educate prospects on modern marketing approaches, including SEO, content strategy, video, and AI-informed marketing techniques.
• Address questions and objections thoughtfully, ensuring prospects feel informed and confident in their decisions.
• Support smooth handoff to the delivery team, ensuring expectations are clearly aligned before engagements begin.
• Identify patterns, objections, and opportunities to continuously improve sales messaging and processes.
• Contribute to a collaborative team environment by sharing insights and supporting overall business growth.

Success in this role will be measured by qualified opportunities generated, close rates, deal quality, and alignment between sales commitments and delivery outcomes.

Skills Required

• 3–6+ years of experience in consultative sales, business development, or client-facing advisory roles.
• Experience selling professional services, marketing services, or digital solutions (agency or consultancy experience strongly preferred).
• Strong discovery and listening skills with the ability to uncover underlying business needs.
• Excellent written and verbal communication skills.
• Proven ability to manage multiple opportunities while maintaining strong follow-up discipline.
• Experience using HubSpot or a comparable CRM to manage pipelines, track activities, and maintain accurate records.
• Comfort discussing digital marketing concepts such as SEO, content strategy, video, paid media, and analytics at a strategic level.
• Strong organizational and documentation skills.
• Ability to work independently while collaborating closely with strategists and leadership.
• High level of reliability, responsiveness, and accountability.
• Confidence engaging with decision-makers at small-to-mid-market organizations.

Desired Skills/Bonus Points (Not Required, But Valued)

• Experience selling to mid-market or B2B organizations.
• Background in marketing, strategy, or consulting.
• Comfort discussing emerging technologies, including AI applications in marketing and operations.
• Experience with longer, relationship-driven sales cycles rather than transactional sales.
• Familiarity with marketing automation or reporting tools connected to HubSpot.