Business Development Manager, Corporate (Americas)

Inside Higher Ed•Washington, DC

About The Position

The Business Development Manager, Corporate (Americas) generates and converts net-new corporate business across the Americas. The role centers on proactive prospecting, opportunity creation, stakeholder engagement, and revenue generation from organizations seeking to engage with and support the higher education sector. Business Development Managers build pipeline and win new corporate clients across a broad prospect base, develop relationships with senior stakeholders, and identify opportunities across THE’s portfolio. After a new client is secured, the relationship is handed to Account Management for delivery, retention, and future growth.

Requirements

Typically 2–5 years of experience in B2B new business sales; SaaS, data, or information business experience is ideal.
Track record of hitting new business targets and building pipeline from outbound activity across a high volume of corporate prospects.
Strong multi-channel prospecting skills, including LinkedIn and sales outreach tools.
Familiarity with qualification frameworks.
Confident Salesforce user.
Strong communication and presentation skills.
Willingness to travel domestically and internationally.

Nice To Haves

Interest in higher education; understanding of organizations selling to or partnering with the sector is an advantage.
Additional languages are an advantage.

Responsibilities

Execute structured outbound sales activity across target corporate organizations through phone, email, LinkedIn, events, and referrals.
Build and maintain a healthy pipeline of qualified net-new opportunities.
Work with Marketing on campaign follow-up, lead conversion, and new business activity.
Identify decision-makers, influencers, and users within target organizations, and map buying committees and procurement processes.
Conduct discovery meetings and qualification calls to understand client objectives and identify commercial opportunities.
Present THE solutions aligned to client needs and objectives, and develop proposals and commercial recommendations.
Negotiate and close net-new business within agreed commercial guidelines.
Execute the Americas go-to-market plan, including priority corporate sectors and segments agreed with the Business Development Director.
Record competitive intelligence and complete win/loss reviews on closed deals.
Maintain accurate stakeholder and opportunity 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, bringing delivery specialists into pre-sale where 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.