Head of Business Development — Industry Partner Programs

Northeastern University•Portland, ME

1d•$130,945 - $189,869•Hybrid

About The Position

Northeastern University is seeking a Head of Business Development to design, launch, and scale the growth strategy for Industry Partner Programs at the Roux Institute and the Institute for Experiential AI. This is a build role where the successful candidate will lead teams to transform partner relationships into lasting impact. The role requires a strategic and tactical leader who understands the impact of data and AI across industries, can build trust with stakeholders, and foster a culture of curiosity, humility, and accountability. The position involves managing 3-6 direct reports and leading a broader team of 9-12, spanning business development, partnership operations, and demand generation. The candidate will also carry a personal revenue target and manage a portfolio of partner relationships. The Roux Institute, established in partnership with David and Barbara Roux and the Harold Alfond Foundation, is a global engine for innovation in AI, data science, and life sciences, positioning Portland, Maine as a major innovation hub. This role operates with a global remit, bringing the right programs to partners regardless of their location within the University system.

Requirements

Bachelor's degree required; advanced degree preferred.
10+ years of B2B solution selling in advanced technology, ideally data or AI products and services.
A track record of building and scaling high-performing sales teams from the ground up.
A track record of personally closing revenue-generating deals with sophisticated B2B buyers.
Proven ability to recruit, coach, and scale top sales and BD talent.
Skilled at building trust with partner stakeholders and internal alliances, and navigating politics within large, complex organizations.
Comfortable operating with startup-level speed, ambiguity, and resourcefulness.
Communicates with precision, backed by data, dashboards, and forecasts.
Fluent in budgeting, forecasting, and running operations inside a complex organization.
Proficient with modern sales tools (e.g., Salesforce).
Demonstrated history of hitting revenue targets in a B2B sales environment.
Takes full ownership of outcomes, both personal and team-wide.
Curiosity is essential for this role.
The successful candidate will be confident and capable but will approach the work with humility and a learning mindset.

Nice To Haves

Advanced degree preferred.

Responsibilities

Build and lead a high-performing, partner-obsessed sales organization: set performance targets, build the funnel, define sales motions, and own engagement attribution.
Set strategic direction for how we go to market: product and service positioning, target partner development, messaging, and ICP refinement.
Personally own and grow a portfolio of strategic partner relationships, serving as a trusted advisor as much as a dealmaker.