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

Job Description:

At The Association, our impact is global. We help people build and grow careers that improve their lives, help communities succeed, and help countries build strong economies. Together, we lead the most influential body of professional accountants and shape the future of the global accounting profession.

What You’ll Do:

The Sr. Business Development Manager 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.

Key Responsibilities:

• Meet or exceed 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.


• 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. 

About You:

• 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


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


• 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

Required Qualifications & Education:

• Senior level B2B sales experience in 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


• Experience with accounting and finance industry preferred

Who We Are

At The Association, we are transforming the accounting and finance profession. We are future-focused, empowering the world’s most highly skilled accountants to stay relevant, meet today’s demands, and prepare for tomorrow’s challenges through quality education, resources, and training. ​

Learn more about The Association on LinkedIn and our Career Site. ​

How We Support You ​

We provide flexibility to help you achieve a good work-life balance. You’ll be part of a global, diverse team who foster an environment of inclusion and belonging where you are valued for who you are and where you come from.​

We offer benefit options that support your wellbeing, in and out of the workplace, including healthcare, retirement, paid time off, parental leave, and an employee assistance program. We provide tools and resources that support your mental health, and continuously evolve our offerings in order to meet your needs. ​

We believe in non-stop learning and are committed to investing in learning opportunities that help you reach your full potential and support your continued development.​

Ready to help shape the future of the accounting profession at The Association? Apply today at https://us.aicpa.org/career.​