CANDIDATE PROFILE

▶️ The Value Architect: A high-level strategist who doesn't just "sell," but deeply understands the mechanics of school system success. They use their curiosity to bridge the gap between Mi’s expertise and a district’s highest aspirations, building partnerships that feel like a shared victory.

▶️ The Growth Visionary: A leader who sees the K-12 landscape as a map of untapped potential. They treat market trends and policy shifts as creative prompts, constantly evolving Mi’s "Go-to-Market" approach to stay ahead of the curve and remain the partner of choice for state agencies.

▶️ The Collaborative Catalyst: An expert in the "Art of the Possible." They lead through influence, using intellectual humility to empower program leaders. They transform the revenue process into an inspiring, team-wide rhythm where every renewal is celebrated as a deepening of impact.

▶️ The Momentum Engineer: A master of the "Consultative Win." They use data as a flashlight, not a hammer—interrogating Salesforce to find "bright spots" and success patterns. They are obsessed with optimizing the conversion journey to ensure great ideas turn into funded realities.

SUMMARY

The Managing Director of Business Development (MD) is the growth engine for Mass Insight, responsible for scaling the organization’s reach and impact through sophisticated earned-revenue partnerships. Reporting to the Chief Program Officer, this leader is a high-stakes "quarterback" who manages the full lifecycle of system-level deals, from initial spark to multi-year expansion. This role is built on a foundation of intellectual curiosity: the MD must thrive on asking the "rigorous questions" that turn a standard RFP response into a transformative partnership model.

In alignment with Mi’s core orientations, the MD acts as a bridge-builder, ensuring that "Inclusion, Learning, and Impact" are embedded in every pitch and proposal. They don't just manage a pipeline; they design an ecosystem of momentum, establishing a disciplined operating cadence that enables program leaders to achieve their targets with confidence. By translating complex market data into actionable strategies, the MD ensures that Mass Insight remains a financially sustainable, mission-driven powerhouse that proactively addresses the disproportionate impacts on marginalized groups through high-level, system-wide change.

SUMMARY:

Mass Insight's Managing Director of Business Development serves as a senior leader accountable for Mass Insight's earned (fee-for-service) revenue by securing and expanding partnerships with schools, districts, and state education agencies. As the organization's earned revenue lead, the Managing Director sets and drives execution of our growth strategy through both new business acquisition and client retention, builds and runs a disciplined business development engine (pipeline, proposals, forecasting), and personally secures new opportunities.

Mass Insight operates with shared responsibility for organizational priorities including revenue. As a member of the leadership team, the Managing Director will own the business development strategy and engine leading organizational revenue generation efforts through influence and matrix management, enabling and coordinating program leaders who carry responsibility for revenue targets through renewals and net-new growth. This role is designed for an experienced revenue leader who can design and drive growth strategy, build and convert pipelines, lead high stakes deal processes, and partner closely with colleagues to achieve annual revenue goals. This leader will also strengthen internal enablement, clarifying who owns what, establishing an operating rhythm, and supporting program leaders who carry responsibility for renewals, expansions, and targeted new growth.

Responsibilities:

Earned Revenue Generation Strategy

• In partnership with the Executive team, set the earned revenue annual targets and budget assumptions.

• Develop and execute a multi-year earned-revenue strategy, aligned to Mass Insight's growth priorities, that is responsive to the evolving K-12 landscape.

• Translate strategy into a clear go-to-market approach, defining priority geographies, customer segments, partner profiles, value propositions, and market-facing offerings that position Mass Insight's programs for impact and growth.

• Drive the business development operating model end to end, building organizational fluency, role clarity, and discipline across the full lifecycle, from prospecting and qualification through proposal strategy, negotiation, closing, renewal, and expansion, supported by a consistent operating cadence.

• Strengthen Mass Insight's market presence through relationship building, strategic convenings, and partner development that produces pipeline opportunities and deepens decision-maker relationships.

• Partner with Marketing and Communications to ensure messaging, storytelling, and collateral align with organizational priorities and field services.

New Business Acquisition and Customer Retention

• Lead proactive pipeline development across districts, state agencies, and aligned funder and partner networks, managing long-cycle stakeholder engagement and ensuring sufficient pipeline coverage to meet annual targets.

• Use a consultative sales approach to diagnose system needs, develop partnership models, and articulate impact-driven scopes of work that align Mass Insight’s services to partner priorities.

• Lead, quarterback, and write competitive pursuits, including RFPs/RFIs, state procurement processes, and bid opportunities; produce high-quality proposals and pitches that clearly communicate Mass Insight’s value, impact, and service model.

• Maintain and continuously improve core business development assets (e.g., pitch decks, case studies, proposal templates) to support efficient, high-quality pursuits across the organization.

• Develop accurate budgets in collaboration with internal teams and negotiate multi-year service agreements that align to delivery capacity and financial sustainability guardrails.

• Lead and refine a clear renewal and expansion operating model, defining ownership, cadence, and partner touchpoints to drive proactive renewals and expansions in partnership with program leaders.

Sales Operations and Reporting

• Build a measurable, disciplined business development operating system that includes pipeline targets/KPIs, an ongoing synthesis of market/client feedback, and progress dashboards.

• Manage and regularly update a robust pipeline of prospects using Salesforce, maintaining clear CRM hygiene standards.

• Track progress against goals, identify trends, and proactively address gaps, adjusting strategy and outreach as needed.

• Prepare reports, projections, and analyses to inform leadership decision-making and organizational planning.

Cross-Functional Leadership

• Utilize data and Salesforce analytics to monitor pipeline health, assess market opportunities, and make informed decisions that strengthen revenue growth and long-term sustainability, translating insights into clear actions to improve opportunity conversion rates.

• Partner with executive and program leadership to align programmatic, financial, and operational inputs in support of informed, strategic business development decisions.

• Collaborate with the Financial team to hone revenue forecasts in response to market conditions.

• Work collaboratively with F&A, Programs, and Development to take a proposal from start to finish across departments, ensuring smooth handoffs from business development to service delivery.

• Support fundraising, advocacy, and broader advancement initiatives as needed.

• Partner with Development and Marketing and Communications on aligned opportunities, including co-funded initiatives, as needed.

• Direct, support and coach program leadership team business development capacity to reach revenue targets.

REQUIRED QUALIFICATIONS:

• Demonstrated success meeting or exceeding earned revenue targets through consultative sales and business development in education, nonprofit, or professional services environments.

• Deep knowledge of the K–12 education landscape, including current system needs, policy and funding dynamics, and relevant trends; experience in or familiarity with priority states preferred (PA, IN, RI, MA, CO).

• Experience working within or alongside school systems and education-serving organizations, including districts, state agencies, education nonprofits, and charter management organizations.

• Proven ability to cultivate trust and manage senior-level relationships within large districts and state agencies, and to navigate long-cycle stakeholder engagement.

• Experience building and scaling internal business development systems, including operating cadence, pipeline discipline, tools, and coaching others to enable shared ownership of revenue responsibilities.

• Strong analytical, communication, and negotiation skills, including experience navigating public procurement processes, negotiating complex agreements, and producing high-quality proposals and RFP responses.

Orientations for Level 6: The concrete behaviors align with Mi's theory of action, mission, and values; orientations are the same for every Mi staff member across teams, tenure, and roles. Mi has 3 Orientations: Inclusion, Learning and Impact.

Mi Orientations

Inclusion

• Seeking feedback and input regularly from others

• Creating space for people to feel heard and be honest

• Collaborating with our communities to co-create solutions

• Making space for connection as we move work forward

• Leading without enforcing authority

• Mitigating and disrupting power dynamics

• Making decisions inclusively and mindful of impact

Learning

• Asking rigorous questions and challenging our assumptions

• Embracing opportunities to learn and grow

• Approaching challenges with courage and optimism

• Challenges others to operate in a growth mindset

Impact

• Aligning and consistently measuring against mission and vision

• Aligning on expectations and boundaries for shared work

• Naming disproportionate impact on historically marginalized groups

• Using data to make informed decisions and measure impact

• Understands how the theory of action intersects