Job Description
The Senior Director of New Business Development is a senior revenue executive responsible for expanding and diversifying TMCF’s corporate partnership base through disciplined prospecting, consultative selling, and the acquisition of significant new relationships. The role combines the rigor of enterprise business development with sophisticated nonprofit fundraising and requires an executive who can open doors, navigate complex corporate structures, build a qualified pipeline, and convert opportunities into multi-year, six- and seven-figure commitments.
Working across TMCF’s education, workforce, scholarship, research, convening, and brand assets, the Senior Director translates corporate business, workforce, talent, philanthropy, CSR, and relevant ESG priorities into compelling partnership opportunities. The successful candidate brings strong business acumen, executive presence, an established network, disciplined moves-management practices, and a demonstrated record of meeting or exceeding ambitious revenue goals.
Reports To:
Associate Vice President of Development
Responsibilities:
- Develop and execute an annual new-business plan with measurable targets for qualified prospects, pipeline value, conversion, forecast accuracy, and net-new revenue.
- Own the full acquisition cycle from market mapping and prospect identification through outreach, cultivation, proposal development, solicitation, negotiation, close, and initial onboarding.
- Build and maintain a high-value pipeline across corporations and corporate foundations, with emphasis on multi-year, six- and seven-figure partnerships.
- Map complex corporate decision-making structures and build relationships with C-suite executives, corporate foundation leaders, business-unit leaders, and decision makers across philanthropy, community impact, sustainability, workforce/talent, HR, marketing, brand, and related functions.
- Apply disciplined moves management in Salesforce, including relationship strategies, decision-maker mapping, next actions, solicitation timing, opportunity stages, probability, expected close dates, and documented stewardship/transition plans.
- Conduct sector, company, and market analysis to identify business priorities, workforce needs, philanthropic interests, funding trends, competitive activity, and partnership opportunities.
- Translate TMCF’s mission, programs, talent pipeline, audience reach, convening power, employee-engagement opportunities, brand assets, and social impact into differentiated corporate value propositions.
- Partner with Marketing and Development leadership to value and price sponsorship and partnership assets, including audience reach, employee engagement, brand visibility, event benefits, naming opportunities, and programmatic integrations.
- Create and deliver compelling, data-backed proposals and executive presentations that communicate both social impact and relevant corporate value or return on investment.
- Lead high-stakes negotiations and structure complex, multi-year agreements while protecting TMCF’s mission, ethical standards, gift acceptance requirements, financial interests, and brand.
- Identify and lead responses to strategic RFPs and competitive corporate or foundation opportunities.
- Generate leads through industry conferences, board and executive referrals, alumni and partner networks, TMCF events, and disciplined re-engagement of qualified lapsed relationships.
- Coordinate with Finance, Legal, Programs, Marketing and Communications, Events, Talent, and other teams to ensure proposed partnerships are financially sound, compliant, executable, and appropriately resourced.
- Assess prospective partners for reputational, financial, operational, and brand risk and escalate concerns in accordance with TMCF policies.
- Execute a structured handoff of newly secured partners to Strategic Partnership relationship managers while remaining engaged through the initial activation period to support retention and growth.
- Mentor development colleagues and contribute to a high-performance, accountable, collaborative culture of philanthropy and revenue generation.
- Other duties as assigned
Position Mandatories:
- Annual net-new revenue goal and qualified pipeline goal established as part of the Development division’s annual operating plan.
- Consistent acquisition of multi-year, six- and seven-figure partnerships.
- Healthy conversion rate, sales-cycle velocity, pipeline coverage, and forecast accuracy.
- Growth and diversification of TMCF’s corporate prospect base and executive relationships.
Required Competencies and Qualifications:
- Bachelor’s degree required; advanced degree preferred.
- Minimum of 10 years of progressively responsible experience in enterprise business development, B2B sales, corporate partnerships, corporate philanthropy, nonprofit fundraising, or a closely related field; experience spanning both corporate and nonprofit environments strongly preferred.
- Demonstrated success personally originating, negotiating, and closing net-new six- and seven-figure partnerships and consistently meeting or exceeding revenue targets.
- Established network of corporate executives, corporate foundation leaders, brand/marketing leaders, workforce/talent executives, or other senior decision makers, with the ability to expand that network rapidly.
- Advanced consultative-selling, strategic-networking, negotiation, and closing skills, including experience navigating long and complex sales cycles.
- Strong business and financial acumen, including partnership economics, sponsorship valuation and pricing, budgets, revenue forecasting, and multi-year agreements.
- Demonstrated ability to align corporate business, workforce, talent, philanthropy, CSR, and relevant ESG priorities with mission-driven programs and assets.
- Executive presence and exceptional presentation, storytelling, writing, and public-speaking skills; able to translate social impact into a compelling business and philanthropic case.
- Demonstrated proficiency with moves management and Salesforce-based pipeline management, forecasting, reporting, and data discipline.
- Strong judgment in reputational risk, brand alignment, gift acceptance, and ethical partnership considerations.
- Knowledge of workforce development, higher education, HBCUs, PBIs, and HBCCs preferred.
- Entrepreneurial, resilient, collaborative, and comfortable operating with significant autonomy in a national, relationship-intensive role.
Additional Information:
Compensation
The anticipated compensation range for this position is:
Annual Salary: $92,000 – $100,000 annually
Bonus eligibility: Up to 15% of Annual salary
Actual compensation will be determined based on relevant experience, skills, internal equity, and organizational needs, in accordance with applicable laws.
Benefits Overview
The Thurgood Marshall College Fund (TMCF) offers a benefits package that may include medical, dental, and vision coverage on a cost-shared basis; employer-paid short-term disability (STD), long-term disability (LTD), and basic life insurance; retirement benefits (including a 403(b) plan with employer matching contributions of up to 4% of eligible compensation); paid time off; paid holidays; and professional development opportunities, subject to eligibility and plan terms.
Work Environment & Physical Requirements
This position may involve extended computer use, lifting up to 15 pounds, and require evening and weekend work. Participation in and assistance with special TMCF events may necessitate a temporary change in normal working conditions, including a shift in days or hours worked, and/or working in alternative locations (e.g., outdoors).
Equal Employment Opportunity
The Thurgood Marshall College Fund is an equal opportunity employer. We do not discriminate on the basis of any characteristic protected by applicable federal, state, or local law.
Reasonable Accommodations
Applicants requiring reasonable accommodations may contact hr@tmcf.org.
At-Will Employment Disclaimer
Employment with the Thurgood Marshall College Fund ( TMCF) is at-will. This posting does not constitute a contract of employment or guarantee employment for any specific duration.
Remote Work Addendum
This position may be performed remotely. Employment is subject to compliance with applicable state and local employment laws based on the employee’s work location.
Paid Leave Addendum
In addition to any leave or benefits provided by the Thurgood Marshall College Fund ( TMCF), employees may also be eligible for paid sick leave, paid family leave, or other statutory leave and benefits as required by applicable federal, state, or local law.
Job Details
Department: Development
Location: Remote
Employment Type: Full-Time
FLSA Status: Exempt
Travel Requirement: Approximately 30%-40%, including overnight travel and occasional evenings or weekends based on prospect activity, conferences, and major TMCF events.
Supervisory Responsibility: No