Director of New Business Development

The Tambellini Group is the leading independent technology research, analyst, and advisory firm dedicated exclusively to higher education. We are a diverse team of experts who are passionate about helping colleges and universities succeed. We are excited to announce the strategic growth of our Business Development team with the addition of the Director of New Business Development. This dynamic individual will collaborate with a diverse team of professionals committed to excellence in driving new growth in annual memberships among higher education institutions and achieving ambitious revenue goals.

The successful Director candidate will have demonstrated leadership in acquiring new business and building strategic, long-term, and high-value relationships with C-level executives. Experience with developing and implementing effective, enterprise-wide sales strategies to maximize the value of membership and/or consulting services to higher education institutions and/or complex organizations is preferred. An energetic and optimistic approach to aligning growth goals with priority market segments and a strong commitment to executing strategies is required. The Director will partner closely with other members of the team and model a deep understanding of best practices in Business Development.

Tambellini is an Equal Opportunity Employer, we do not discriminate against employees based on race, color, religion, sex, national origin, age, disability or genetic information.


  • Establish and maintain lasting relationships with C-level executives and their teams, acquiring net new opportunities
  • Build a robust sales pipeline and manage opportunities from lead generation to closure to ensure quota attainment
  • Quota responsibility of $1.25M+ within priority segments
  • Manage and maintain forecast accuracy throughout the sales process, and on a monthly/quarterly/annual basis
  • Understand and keep up-to-date with the higher education technology industry and competitive landscape knowledge
  • Supply leadership team members with information on a regular basis regarding customer needs, problems, interests, competitive activities, and potential for new products and services


  • Bachelor’s degree with a minimum of 7 years of consultative, direct sales experience; or 10 years of indirect/related sales experience
  • Higher education industry experience strongly preferred
  • Proven understanding of the sales process; including lead generation, qualification, opportunity creation, and closing strategies
  • Proven experience building excellent client relationships
  • Experience selling membership or analyst services or working in an analyst firm preferred
  • Demonstrated ability to successfully execute high-value sales strategies and meet quotas
  • Strong written and verbal communication skills, including presentation skills to executive level individuals
  • Strong organizational skills
  • Proficiency in Microsoft Office 365, Microsoft Teams, and Salesforce

Employment Type

  • Full-time, remote US location
  • Tambellini is a Virginia-based employer and qualified applicants may be considered depending on the ability of the company to comply with the employment law in the applicants’ state of residence.
  • Tambellini operates on Eastern Standard Time for its regular business hours.

Application Requirements

  • All candidates must submit a cover letter and resume when applying for this position

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