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Job Summary: As Director of Business Development, you will drive new institutional revenue through successfully nurturing key accounts, retaining existing business, and bringing complex contracts within the higher education market. This role requires a proven track record of overperformance in senior‑level sales, particularly in environments where learning is delivered as a service. Experience in the legal education market is required and selling into the legal education space is preferred; stronger emphasis will be placed on demonstrated success identifying, developing, and closing complex learning solution agreements with Deans and senior academic administrators. The successful applicant will demonstrate strategic thinking, a great acumen for identifying synergies and the ability to collaborate closely with content and subject matter experts. Success in this role is measured by the percentage of retained business and the incremental value of new institutional business secured. The ideal candidate thrives in complex decision‑making environments, excels at cross‑functional collaboration, and brings a creative, tenacious, and decisive approach to problem solving. This position requires the ability to perform under pressure while managing multiple initiatives simultaneously. Applicants must be authorized to work in the United States on a full-time basis without the need for current or future employer sponsorship. This role does not offer visa sponsorship, and temporary work authorization is not eligible. Location: Remote Salary: $90,000 - $110,000 Job Responsibilities: · Develop and execute the Institutional business account strategy to drive sustained revenue growth · Define and refine target account strategies based on clear buyer personas and institutional characteristics most likely to convert · Lead Dean‑suite access and awareness campaigns, positioning solutions across the BARBRI Law School B2E portfolio · Make disciplined time and effort allocation decisions across target accounts; deploy proactive influence and decision‑management tactics to advance opportunities to close · Leverage the domain expertise of BARBRI executives within each account, collaborating to position value while maintaining ownership of the overall sales process and decision strategy · Lead and navigate the terms‑to‑contract process for complex, multi‑year institutional agreements with seven‑figure+ lifetime value · Build and maintain a robust opportunity pipeline at a minimum of 5× annual signing targets, adhering to defined stage‑of‑sale criteria and maintaining full accountability for accurate forecasting · Lead and manage a team of sales professionals, establishing account plans, territory strategies, performance goals, and disciplined execution to drive new institutional revenue Required Qualifications, Capabilities, and Skills: · Bachelor’s degree and some legal education experience · 10+ years of experience selling in the higher education market and the outcome is a multi-year, multi-million contract to deliver online or technology-related solutions · Demonstrated success selling education‑as‑a‑service solutions within the higher education marketplace, preferably in complex, consultative sales environments · Ability to analyze and interpret business, technical, financial, and legal materials, and to develop and deliver clear, persuasive presentations to senior stakeholders · Strong business and financial acumen, including the ability to structure, assess, and negotiate complex commercial terms and interpret core financial statements (e.g., P&L) · Proven capability to lead complex, multi‑stakeholder sales processes, maintaining momentum and guiding decisions toward multi‑year contractual outcomes · High level of flexibility and agility, with the ability to manage multiple deal types, customer channels, and use cases simultaneously