Business Development Lead-PhysAds, Physical Ads

We are looking for a high-judgment, commercially minded Business Development Lead to own and scale the PhysAds revenue engine. You will lead the BD pod end-to-end — setting strategy, building the agency and partner ecosystem, driving internal flywheel integrations, and coaching a team of BD representatives. This is a builder role: you’ll operate at the intersection of media sales, category partnerships, and product-market fit and establish this new category. You will be directly accountable for delivering the annual revenue plan across identified go-to-market motions, while simultaneously building the channel infrastructure (agencies, intermediaries, internal flywheels) that shifts PhysAds from a founder-led sales motion to a scalable, leverage-channel model. Key job responsibilities 1. Own the full-year revenue plan across all PhysAds formats (On-Package, Sampling, Inserts etc); maintain pipeline coverage and drive quarterly sourcing-mix across existing and new channels. 2. Execute the “Doorstep OOH” go-to-market strategy — build a portfolio of media agencies, activate 3P intermediary platforms for mid-market/D2C self-serve, and embed PhysAds into Category JBP integrations. 3. Architect the operating rhythm, set gearing targets, and drive industry-leading revenue for the BD team through leverage-channel models and automation. 4. Build the agency and advertiser ecosystem — convert forum-led MQLs into active relationships, lead direct CMO outreach with measurement case studies, and partner with Product to shape the roadmap. 5. Collaborate cross-functionally with Ops Excellence and Monetization to deliver on advertisor promises, while unlocking newer formats within the business About the team PhysAds is Amazon India’s physical delivery advertising business — turning every box, mailer, insert, and sample delivered to a customer’s doorstep into high-impact, brand-safe advertising real estate. We operate in a large and fast-growing market where Amazon’s unmatched delivery scale creates a strong advertising moat. With continued YoY revenue growth, five distinct ad formats, and hundreds of campaigns planned this year, PhysAds is one of the fastest-scaling advertising businesses within Amazon India — and still in its early innings.