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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 5x 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
• Exceptional oral, written, and presentation skills, with a proven ability to convey value persuasively to senior academic and administrative stakeholders
• Strong planning, organization, and execution discipline, including effective prioritization, quality control, and time management in fast‑paced environments
• Demonstrated adaptability, dependability, and cross‑cultural competence, with a proven ability to collaborate effectively across functions and diverse stakeholder groups
• Willingness and ability to engage in frequent business travel (up to 35%)
Preferred Qualifications, Capabilities, and Skills:
• JD or equivalent law degree
• Established relationships and network within higher education institutions, including senior academic and administrative stakeholders
• Proven experience in public speaking
• Experience leading long‑cycle, enterprise‑level sales pursuits involving complex decision dynamics and extended buying committees
• Experience building or expanding new revenue streams in underpenetrated or greenfield markets
Thrive Beyond the Basics: Our Perks Package
We believe your dedication deserves more than just a paycheck. That's why we offer a comprehensive perks package designed to support your well-being and fuel your passions. Here's a taste of what awaits you:

• Competitive Benefits: Health, dental, vision, and life insurance plans to keep you and your loved ones covered. Plus, a healthy contribution to your 401(k) retirement savings.
• Work-Life Harmony: We prioritize a healthy balance. Enjoy generous paid time off, including vacation, sick leave, volunteer and other "personal" days, to recharge and explore your interests.
• Wellness Programs: Stay healthy and happy with an on-site fitness facility in our HQ, discounts on gym memberships, and wellness initiatives to support your physical and mental well-being.
• Continuous Learning Opportunities: As an education company, we believe in the power of learning. Access our extensive library of educational resources, courses, and workshops to enhance your skills and knowledge in both professional and personal development areas.
• Flexible Work Arrangements: We understand the importance of work-life balance. Enjoy flexible work hours and remote work options, allowing you to manage your schedule and responsibilities effectively.
• Opportunities for Growth and Advancement: We're committed to helping you reach your full potential. Benefit from opportunities for career growth and advancement through mentorship programs, volunteer opportunities, performance evaluations, and ongoing feedback/coaching sessions.
• Employee Assistance Program: Life can be unpredictable, and we're here to support you through challenging times. Access our employee assistance program for confidential counseling, legal assistance, and other support services.
• And More!

At BARBRI, we believe that investing in our employees leads to mutual success. Join us and be part of a passionate team dedicated to transforming education through innovative technology.
BARBRI is an equal opportunity employer workplace. We do not discriminate on the basis of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.
We are dedicated to creating an inclusive environment where all employees feel valued, respected, and empowered to contribute their unique perspectives and talents.
Qualified applicants will receive consideration for employment without regard to their race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.
Join us in our mission to empower individuals through education and technology. We welcome candidates from all backgrounds to apply and help us build an inclusive workforce.
Department BARBRI Legal Ed - Sales Locations Remote Remote status Fully Remote Yearly salary $90,000 - $110,000 Employment type Full-time