Senior Business Development Specialist (Custom Research)

About the role

The Senior Specialist, Business Development is responsible for identifying, engaging, and advancing new business opportunities for the Clearinghouse’s Custom Research solutions and data-driven offerings across targeted markets. This role focuses on executing business development strategies to expand presence within existing verticals and support entry into new markets and client segments.

This role partners closely with internal stakeholders to understand how custom research and education data can be leveraged to deliver actionable market intelligence for institutions, organizations, and public sector clients. It requires experience in consultative, solution-based business development and the ability to translate complex data solutions into clear business value.

Responsibilities

• Execute business development strategies to identify and pursue opportunities for Custom Research and related data solutions within assigned markets.
• Identify, qualify, and advance prospective clients through proactive outreach, networking, events, and lead generation efforts.
• Support a consultative, solution-oriented sales process by uncovering client needs and contributing to tailored, mutually beneficial solutions.
• Lead the development of presentations, proposals, and materials that communicate business value, operational impact, and return on investment.
• Build and maintain relationships with key stakeholders, primarily at the mid-to-senior level within client organizations.
• Address customer inquiries by contributing to the development of solutions aligned with regulatory, operational, and technical requirements.
• Partner with internal teams (product, legal, marketing, finance, and customer support) to support deal progression and successful client outcomes.
• Maintain and regularly update sales pipeline activity and forecasts within department systems.
• Contribute to achieving individual and team business development goals.
• Monitor market trends and share insights related to opportunities for Custom Research and data services.
• Participate in internal meetings, business reviews, and planning discussions by providing updates on pipeline activity and market feedback.
• Demonstrate a strong understanding of Clearinghouse solutions, including Custom Research and related data offerings, and effectively communicate their application to client needs.
• Bring energy, curiosity, and professionalism to client and internal interactions, including presentations and discussions.
• Build rapport with clients and internal stakeholders through active listening, thoughtful questioning, and clear communication.

Requirements

• Bachelor's degree in business, analytics, information systems, or any related field.
• A combination of education and experience including military service will also be considered.
• 6 years direct and relevant experience in professional business development.
• Demonstrated ability to meet or contribute to achieving sales or business development targets.
• Prominent ability to build and maintain effective working relationships with internal and external stakeholders.
• Strong consultative selling and solution development skills.
• Ability to manage multiple priorities and opportunities in a fast-paced environment.
• Solid analytical, problem-solving, and organizational capabilities.
• Effective written, verbal, and interpersonal communication skills.
• Ability to collaborate across teams and contribute to shared objectives.
• Proficiency with Microsoft Office Suite and CRM tools such as Salesforce.
• Must live within a commutable distance to Herndon, VA or in one of the Clearinghouse's approved States for hiring purposes.
• Must be currently authorized to work in the United States on a full-time basis.
• Must be at least 18 years old.

Qualifications

• Advanced degree preferred.
• Familiarity with commercializing data, research, or analytics-based products.
• Exposure to regulated industries such as education, government, financial services, or workforce development.
• Familiarity with public sector (FED/SLED) environments is a plus.
• Experience working with or learning new systems and tools.
• Experience supporting business development opportunities in data, analytics, SaaS, or research-based solutions.

Physical Demands

• Use of a computer for 8 or more hours a day.
• Use of a telephone and/or copy machine.
• Frequently required to sit for 7 or more hours per day.
• Occasionally required to use hands and fingers to operate, handle, and reach.
• Vision abilities include close vision and the ability to adjust focus.
• Ability to travel nationally by plane, train, or car up to 50% of the time, including occasional evenings or weekends.

Benefits and Related Information

• Comprehensive medical, dental, and vision insurance.
• Life and disability insurance benefits.
• Health care, dependent care, and limited purpose flexible spending accounts.
• Health savings account with annual employer contributions of $300 for employees and $600 for employees who are enrolled with their spouse and/or dependents.
• Voluntary supplemental health plans for Accident and Hospital Indemnity coverage.
• Infertility coverage.
• Basic wholesale company and roadside assistance memberships.
• Employee Education Assistance Program.
• Mental health with up to eight free therapy sessions for employees and their family members.
• Well-being reward benefits.
• Service credit towards the Public Service Loan Forgiveness program (PSLF).