Business Development Manager

Inside Higher Ed

. Generate and convert new business opportunities within defined territories and target institutions .

Posted 10/31/2026full-timeUnited StatesJuniorMid-Level💰 $65,000 - $75,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in B2B new business sales, particularly within SaaS and data sectors, with a strong ability to build and maintain a sales pipeline through effective multi-channel prospecting and CRM management. Proficient in presenting tailored solutions and negotiating contracts while maintaining stakeholder relationships.

Highest-signal resume keywords

B2B New Business Sales ExperienceMulti-Channel Prospecting SkillsSalesforce ProficiencyQualification Frameworks FamiliarityStrong Communication Skills

ATS Keywords

Tailor your resume

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills

New Business DevelopmentPipeline ManagementLead ConversionProposal DevelopmentContract NegotiationDiscovery MeetingsSales Target AchievementCRM ManagementCompetitive Intelligence RecordingWin/Loss Reviews

Soft Skills

Strong Presentation SkillsEffective CommunicationRelationship Building

Tools & Technologies

LinkedIn Sales NavigatorSales Engagement ToolsCRM Software

Industry Keywords

SaaSHigher EducationUniversity ProcurementBANT

About the role

Key responsibilities & impact

Generate and convert new business opportunities within defined territories and target institutions
Execute structured outbound sales activity through 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; map buying committees and procurement processes
Conduct discovery meetings and qualification calls
Present solutions aligned to customer needs and develop proposals and commercial recommendations
Negotiate and close new business within agreed commercial guidelines
Execute the regional go-to-market plan, including new segments and geographies
Record competitive intelligence and complete win/loss reviews
Maintain accurate stakeholder data in the CRM
Qualify new opportunities within 2 business days of first contact and log discovery in the CRM
Route bespoke or high-value deals through the Deal Desk for approval
Mark deals Closed-Won and log contract value and dates within 24 hours of contract
Hand over newly engaged institutions to Account Management for delivery, retention and future growth

Requirements

What you’ll need

Experience (typically 2–5 years) in B2B new business sales, ideally within a SaaS, data or information business
Track record of hitting new business targets and building pipeline from outbound activity across a high volume of institutions
Strong multi-channel prospecting skills, including LinkedIn Sales Navigator and sales engagement tools
Familiarity with qualification frameworks such as BANT
Confident Salesforce user
Interest in higher education; understanding of university procurement is an advantage
Strong communication and presentation skills
Additional languages are an advantage for international territories
Willingness to travel

Benefits

Comp & perks

Commission
Willingness to travel