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:

The Business Development Manager is a motivated, energetic self-starter with proven business-to-business sales experience in a fast-growth environment. This individual creates and follows through on high-value opportunities with U.S. and global corporate clients using a consultative sales approach to sell AICPA’s broad portfolio of membership and learning products. This individual has significant revenue-generation responsibilities and ambitious goals

Accountabilities & Responsibilities:

• Meet or exceed ambitious individual and team revenue targets.


• Maintain a thorough understanding of issues impacting our members as well as our portfolio of membership and learning products


• Drive revenue with new and existing accounts by exploring client needs via consultative approach, developing compelling proposals that offer high-value solutions, negotiating and closing deals, following through post-sale to ensure high client satisfaction, nurturing relationships on an ongoing basis and conducting regular account review meetings to proactively grow accounts.


• Build and maintain effective long-term relationships and a high level of trust, credibility and satisfaction with senior-level decision makers and influencers on assigned B2B accounts.


• Proactively contact existing customers to communicate new product introductions.


• Document business development activities and client information daily within our organization’s CRM.


• Gather data on prospects to prioritize new business opportunities, including: organization structure; timing, budget and current vendors for education and association memberships; and account’s competency framework.


• Provide feedback internally on customer needs and competitive products.


• Perform other duties as assigned.

Supervisory Responsibilities:

• None 

Knowledge, Skills & Abilities Required:

• Ability to self-motivate and drive to aggressive revenue targets


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


• Knowledge of the accounting profession and the needs of practicing CPAs


• Experience using Salesforce CRM


• Listening, negotiation, and presentation skills


• Competent in consultative selling techniques


• Strong relationship management skills


• Knowledge of Microsoft Word, Excel, and PowerPoint.

Required Experience, Qualifications & Education:

• 3-5 years’ experience in a senior level business-to-business sales position


• Bachelor’s degree or equivalent combinations of education and experience


• Travel up to 25% on an as needed basis

Preferred Experience, Qualifications & Education:

• Experience in training and talent development

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.