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About the Role
The Business Development Manager will generate and convert new business opportunities within defined territories and target institutions, expanding the breadth of universities THE can support via their data & analytics, marketing, recruitment, and events solutions. This role focuses on proactive prospecting, opportunity creation, stakeholder engagement, and revenue generation from new customers and unexplored relationships. BDMs drive new business across a large number of institutions, engaging senior leadership and handing over newly engaged institutions to Account Management.
Responsibilities
- Execute structured outbound sales activity across target institutions, generating opportunities through phone, email, LinkedIn, events, and referrals.
- Build and maintain a healthy pipeline of qualified opportunities.
- Work closely with Marketing on campaign follow-up and lead conversion.
- Identify decision makers, influencers, and users within target institutions, and map buying committees and procurement processes.
- Conduct discovery meetings and qualification calls.
- Present THE solutions aligned to customer needs and objectives, and develop proposals and commercial recommendations.
- Negotiate and close new business within agreed commercial guidelines.
- Execute the regional go-to-market plan, including new segments and geographies agreed with the Business Development Director.
- Record competitive intelligence and complete win/loss reviews on closed deals.
- Maintain accurate stakeholder data within the CRM.
- Qualify new opportunities within 2 business days of first contact and log discovery in the CRM.
- Route bespoke or high-value deals through the Deal Desk for approval, bringing delivery specialists into pre-sale where needed.
- Mark deals Closed-Won and log contract value and dates within 24 hours of contract, then hand over to Account Management with a strong brief.
Requirements
- Experience (typically 2–5 years) in B2B new business sales, ideally within a SaaS, data, or information business.
- A track record of hitting new business targets and building pipeline from outbound activity across a high volume of institutions.
- Strong multi-channel prospecting skills, including LinkedIn Sales Navigator and sales engagement tools.
- Familiar with qualification frameworks (e.g. BANT).
- Confident Salesforce user.
- Interest in higher education; understanding of university procurement is an advantage.
- Strong communication and presentation skills.
- Additional languages are an advantage for international territories; willingness to travel.
- Resilient: keeps momentum through rejection and long sales cycles.
- Curious: asks good questions and uncovers real needs.
- Self-motivated: manages their own activity without being chased.
- Coachable: seeks feedback and acts on it.
Skills
- B2B new business sales
- SaaS sales
- Data sales
- Information business sales
- Multi-channel prospecting
- LinkedIn Sales Navigator
- Sales engagement tools
- Qualification frameworks (e.g. BANT)
- Salesforce
- Communication skills
- Presentation skills
- Additional languages
- Higher education interest
- University procurement understanding
Location
- HYBRID
Work Type
- HYBRID
- 1 - 2 days/week in the office
Experience Level
- 2-5 years
Salary/Compensations
- £35,000 - £40,000 DOE
About the Company
- Times Higher Education is the data provider underpinning university excellence in every continent across the world.
- The company behind the world’s most influential university ranking.
- Almost five decades of experience as a source of analysis and insight on higher education.
- Unparalleled expertise on the trends underpinning university performance globally.
- Data and benchmarking tools are used by many of the world’s most prestigious universities to help them achieve their strategic goals.
- Events series act as the home of higher education thought leadership around the world.
Equal Opportunity
- With colleagues located around the world, we know that our individuality and diversity of experiences are our greatest strengths.
- We want THE to be a place where you are welcome to be who you want to be at work; where you can share whatever part of your life or self-identity you want, without obligation or facing discrimination; and where all abilities and perspectives are recognised and accommodated.