Managing Director of Business Development

Mass Insight Education & Research•Boston, MA

3d•Hybrid

About The Position

Mass Insight’s Managing Director of Business Development serves as a senior leader accountable for Mass Insight’s earned (fee-for-service) revenue by securing and expanding partnerships with schools, districts, and state education agencies. As the organization’s earned revenue lead, the Managing Director sets and drives execution of our growth strategy through both new business acquisition and client retention, builds and runs a disciplined business development engine (pipeline, proposals, forecasting), and personally secures new opportunities. Mass Insight operates with shared responsibility for organizational priorities including revenue. As a member of the leadership team, the Managing Director will own the business development strategy and engine leading organizational revenue generation efforts through influence and matrix management, enabling and coordinating program leaders who carry responsibility for revenue targets through renewals and net-new growth. This role is designed for an experienced revenue leader who can design and drive growth strategy, build and convert pipelines, lead high stakes deal processes, and partner closely with colleagues to achieve annual revenue goals. This leader will also strengthen internal enablement, clarifying who owns what, establishing an operating rhythm, and supporting program leaders who carry responsibility for renewals, expansions, and targeted new growth.

Requirements

Demonstrated success meeting or exceeding earned revenue targets through consultative sales and business development in education, nonprofit, or professional services environments.
Deep knowledge of the K–12 education landscape, including current system needs, policy and funding dynamics, and relevant trends; experience in or familiarity with priority states preferred (PA, IN, RI, MA, CO).
Experience working within or alongside school systems and education-serving organizations, including districts, state agencies, education nonprofits, and charter management organizations.
Proven ability to cultivate trust and manage senior-level relationships within large districts and state agencies, and to navigate long-cycle stakeholder engagement.
Experience building and scaling internal business development systems, including operating cadence, pipeline discipline, tools, and coaching others to enable shared ownership of revenue responsibilities.
Strong analytical, communication, and negotiation skills, including experience navigating public procurement processes, negotiating complex agreements, and producing high-quality proposals and RFP responses.

Responsibilities

In partnership with the Executive team, set the earned revenue annual targets and budget assumptions.
Develop and execute a multi-year earned-revenue strategy, aligned to Mass Insight’s growth priorities, that is responsive to the evolving K-12 landscape.
Translate strategy into a clear go-to-market approach, defining priority geographies, customer segments, partner profiles, value propositions, and market-facing offerings that position Mass Insight’s programs for impact and growth.
Drive the business development operating model end to end, building organizational fluency, role clarity, and discipline across the full lifecycle, from prospecting and qualification through proposal strategy, negotiation, closing, renewal, and expansion, supported by a consistent operating cadence.
Strengthen Mass Insight’s market presence through relationship building, strategic convenings, and partner development that produces pipeline opportunities and deepens decision-maker relationships.
Partner with Marketing and Communications to ensure messaging, storytelling, and collateral align with organizational priorities and field services.
Lead proactive pipeline development across districts, state agencies, and aligned funder and partner networks, managing long-cycle stakeholder engagement and ensuring sufficient pipeline coverage to meet annual targets.
Use a consultative sales approach to diagnose system needs, develop partnership models, and articulate impact-driven scopes of work that align Mass Insight’s services to partner priorities.
Lead, quarterback, and write competitive pursuits, including RFPs/RFIs, state procurement processes, and bid opportunities; produce high-quality proposals and pitches that clearly communicate Mass Insight’s value, impact, and service model.
Maintain and continuously improve core business development assets (e.g., pitch decks, case studies, proposal templates) to support efficient, high-quality pursuits across the organization.
Develop accurate budgets in collaboration with internal teams and negotiate multi-year service agreements that align to delivery capacity and financial sustainability guardrails.
Lead and refine a clear renewal and expansion operating model, defining ownership, cadence, and partner touchpoints to drive proactive renewals and expansions in partnership with program leaders.
Build a measurable, disciplined business development operating system that includes pipeline targets/KPIs, an ongoing synthesis of market/client feedback, and progress dashboards.
Manage and regularly update a robust pipeline of prospects using Salesforce, maintaining clear CRM hygiene standards.
Track progress against goals, identify trends, and proactively address gaps, adjusting strategy and outreach as needed.
Prepare reports, projections, and analyses to inform leadership decision-making and organizational planning.
Utilize data and Salesforce analytics to monitor pipeline health, assess market opportunities, and make informed decisions that strengthen revenue growth and long-term sustainability, translating insights into clear actions to improve opportunity conversion rates.
Partner with executive and program leadership to align programmatic, financial, and operational inputs in support of informed, strategic business development decisions.
Collaborate with the Financial team to hone revenue forecasts in response to market conditions.
Work collaboratively with F&A, Programs, and Development to take a proposal from start to finish across departments, ensuring smooth handoffs from business development to service delivery.
Support fundraising, advocacy, and broader advancement initiatives as needed.
Partner with Development and Marketing and Communications on aligned opportunities, including co-funded initiatives, as needed.
Direct, support and coach program leadership team business development capacity to reach revenue targets.