Business Development Manager - USA
About The Position
The Business Development Manager generates and converts new business opportunities across defined territories and target institutions, expanding the universities THE supports through its data and analytics, marketing, recruitment, and events solutions. The role focuses on proactive prospecting, opportunity creation, stakeholder engagement, and revenue generation from new customers and previously unexplored relationships. Business Development Managers develop new business across many institutions while engaging senior stakeholders, then hand newly engaged institutions to Account Management for delivery, retention, and future growth.
Requirements
- Typically 2–5 years of experience in B2B new business sales.
- A track record of meeting new business targets and building pipeline through outbound activity across a high volume of institutions.
- Strong multi-channel prospecting skills, including use of LinkedIn Sales Navigator and sales engagement tools.
- Familiarity with qualification frameworks such as BANT.
- Confidence using Salesforce.
- Strong communication and presentation skills.
- Willingness to travel.
Nice To Haves
- Experience in SaaS, data, or information businesses.
- Interest in higher education.
- Understanding of university procurement.
- Additional languages for international territories.
Responsibilities
- Conduct structured outbound prospecting across target institutions using phone, email, LinkedIn, events, and referrals.
- Build and maintain a healthy pipeline of qualified opportunities.
- Work with Marketing on campaign follow-up and lead conversion.
- Identify decision-makers, influencers, and users within target institutions, and map buying committees and procurement processes.
- Conduct discovery meetings and qualification calls.
- Present THE solutions aligned with customer needs and objectives, and develop proposals and commercial recommendations.
- Negotiate and close new business within agreed commercial guidelines.
- Execute the regional go-to-market plan, including agreed new segments and geographies.
- Record competitive intelligence and complete win/loss reviews on closed deals.
- Maintain accurate stakeholder data in the CRM.
- Qualify new opportunities within two business days of first contact and log discovery in the CRM.
- Route bespoke or high-value deals through the Deal Desk for approval, involving delivery specialists in pre-sale when needed.
- Mark deals Closed-Won and log contract value and dates within 24 hours of contract, then hand over to Account Management with a strong brief.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
