Senior Business Development Manager at American Institute of Certified Public Accountants in Durham, North Carolina

Job Description:

About The Association

Combining the strengths of the American Institute of CPAs and the Chartered Institute of Management Accountants, we empower the world’s most highly-skilled accountants – CPAs and CGMA designation holders – with the knowledge, insight and foresight to meet today’s demands and tomorrow’s challenges. We drive a dynamic accounting profession that works every day to build trust, create opportunity and grow prosperity worldwide.

Summary of Role:

Creates and follows through on high-value opportunities with public accounting firms and their affiliate networks, academic institutions, major employers/industry accounts and government entities, using a consultative approach to represent the Association’s full value proposition. Accountable for attaining significant revenue-generation and ambitious goals.

Accountabilities & Responsibilities:

• Meet or exceed ambitious individual sales goals and team revenue targets


• Maintain a thorough and accurate record of opportunities in Salesforce CRM by account


• Maintain comprehensive understanding of the Association portfolio


• Develop and deepen external relationships that lead to the execution of new, revenue generating business opportunities with clients and partners


• Develop and cultivate high level relationships, up to and including C-level executives, positioning themselves as a preferred partner, trusted advisor and useful extension of the Association.


• Gain a solid understanding of customer’s unmet needs via consultative discovery and propose intentional solutions and positioning the Association to deliver


• Leverage internal Association resources as needed to facilitate and enable closed sales


• Leveraging effective closing skills to advance proposals to negotiation and closed sale or multi-year agreement for re-sale


• Nurture relationships post-sale on an ongoing basis to ensure high client satisfaction and adherence to agree upon contractual obligations


• Travel for attendance of meetings or conferences as permitted in order to drive new business and awareness of the Association’s full capabilities


• Conduct regular account maintenance and review meetings to foster growth and provide visibility


• Regular, transparent, open communication with other BDMs and AMs to facilitate a coordinated, seamless and holistic experience for customers


• May be responsible for serving as sales coach/mentor with less experienced BDMs with a focus on helping to build effective account plans and robust, viable pipelines. 

Supervisory Responsibilities:

• None

Knowledge, Skills & Abilities Required:

• Motivated, energetic self-starter with proven B2B sales experience in a fast-growth environment


• Results driven: Ability to drive to aggressive revenue targets


• Performance focused: Must have a strong work ethic and sense of personal accountability


• Sales skills: Experience with customer-oriented, solutions-led, consultative selling techniques


• Business development and negotiation skills: Demonstrated ability to prospect, develop and win new business


• Relationship skills: Senior level relationship development and management skills


• Communication, listening and relationship skills: Engaging, persuasive and active listening are essential over the telephone and in person


• Presentation skills: Ability to create and deliver compelling presentations with clear call to action that resonates with customers.


• Collaboration / teamwork skills: Ability to work with US and international colleagues.


• Cultural fluency: Understanding of global cultural and business norms, and the ability to communicate and sell effectively to an international audience


• Knowledge of the public and management accounting profession


• Business acumen and knowledge: Industry and market knowledge, an understanding of business drivers, and the ability to recognize where the Association can add value


• Proficient in Microsoft Office Suite (including Word, Excel, and PowerPoint), and SharePoint


• Valid passport required


• Fluent English required

Required Experience, Qualifications & Education:

• 7-8 years’ experience in senior level B2B sales, new business and business development with documented track record of success


• Bachelor’s degree


• Experience in training and talent development


• Demonstrated track record driving to high revenue goals in an enterprise/B2B sales position


• Experience selling into complex organizations operating at country/regional/global levels


• Business development and account management experience with substantial exposure at a senior/managerial level dealing regularly with director level executives and above


• Commercially ‘savvy’ with a knowledge of sector/market/business trends


• Prior experience working in and navigating a global organization


• Experience using Salesforce CRM

Preferred Experience, Qualifications & Education:

• MBA


• Existing knowledge of finance and accounting

Why Work for Us?
At The Association, you are part of a global, diverse and talented group of colleagues. You have opportunities to innovate and collaborate in a leading organization that impacts individuals and businesses. You’ll have opportunities to progress while enjoying an exciting work environment that supports and celebrates individual achievement, development and professional satisfaction.

Together, we will lead the most influential body of professional accountants and create the future of the global accounting profession.

We offer competitive benefits, PTO, flexible working principles, and a supportive, collaborative team environment.