Director of Business Development, U.S. Law Schools - REMOTE

Drive new institutional revenue by nurturing key accounts, retaining existing business, and securing complex contracts within the higher education market, with a focus on legal education. This role demands a proven track record in senior-level sales, particularly in environments delivering learning as a service. Success is measured by retained business percentage and the incremental value of new institutional contracts secured.

About the role

The Director of Business Development will demonstrate strategic thinking, a keen acumen for identifying synergies, and the ability to collaborate closely with content and subject-matter experts. 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 managing multiple initiatives under pressure.

Applicants must be authorized to work in the United States full-time without employer sponsorship. This role is remote.

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.

Requirements

• Bachelor’s degree and some legal education experience.
• 10+ years of experience selling in the higher education market, resulting in multi-year, multi-million contracts 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

• 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.

Pay

$90,000 - $110,000

Benefits

• Competitive benefits including health, dental, vision, and life insurance plans.
• Employer contribution to your 401(k) retirement savings.
• Generous paid time off, including vacation, sick leave, volunteer, and personal days.
• Wellness programs, including on-site fitness facilities at HQ, gym membership discounts, and wellness initiatives supporting physical and mental well-being.
• Access to an extensive library of educational resources, courses, and workshops for professional and personal development.
• Flexible work arrangements, including flexible hours and remote work options.
• Opportunities for growth and advancement through mentorship programs, volunteer opportunities, performance evaluations, and ongoing feedback/coaching sessions.
• Employee Assistance Program offering confidential counseling, legal assistance, and other support services.