The Organization: MassChallenge

The Role: Sr. Director, Business Development & Sales

Location: Boston, MA (Hybrid)

Reports to: Chief Growth Officer

Compensation: $110,000 + Commission Bonus Based on Secured New Funding. On-Target Compensation is $200,000 with significant additional earning potential for over-performance.

Position Summary

Join the vibrant and fast paced ecosystem of innovation and help entrepreneurs solve some of humanity’s most pressing challenges. MassChallenge is currently seeking a Sr. Director, Business Development & Sales to join our team to help secure new alliances with corporations. The position requires travel and after hours work (networking and event attendance).

MassChallenge is seeking a strategic, relationship-driven leader to join as Senior Director of Business Development & Sales. This role will help drive our growth by developing and securing new partnerships between MassChallenge and target industry partners who are focused needs in Climate and Security & Resiliency (with a primary focus on our Dual Use practice area).

Reporting to the Chief Growth Officer, you will be responsible for revenue growth; securing new partnerships from target organizations who seek to leverage MassChallenge’s unique capabilities to help them solve massive challenges through innovation. MassChallenge has a series of programs and offerings that help prospective partners tap into the innovation ecosystem and leverage startups to help solve their own massive challenges. We curate those matches and help focus the power of innovation to help partners solve. You will collaborate with internal and external stakeholders responsible for delivering high-impact outcomes for our partners and the startup ecosystem. You will have a new revenue target and be expected to build your own prospect pipeline, develop those opportunities, and close new partnerships. This is a fast-paced business development & sales position with significant compensation potential.

Location
This role is hybrid and will be expected to work from our Boston office Tuesday’s and Thursday’s. Travel and significant after-hours work is expected as networking and event participation is a major source of business development in this ecosystem.

What You'll Do

Business Development & Sales

• Build and execute an effective sales strategy, from lead generation to close, to drive new revenue generation through multi-year partnerships.
• Develop and implement an annual sales plan, including projected budget and revenue forecasts, and target prospects.
• Listen closely to the marketplace and potential partners to understand the trends and needs to craft relevant proposals and be considered a respected thought leader.
• Become a credible thought leader and known representative in the Climate and Security & Resiliency fields by attending key conferences, becoming a student of the space, being conversant in the language used in these spaces.
• Ensure maintenance of accurate records of sales and prospecting activities in our CRM system.

Establish a strong cadence of qualified leads and meetings with those leads to build a strong sales pipeline.

• Work closely with MassChallenge Climate and Security & Resiliency teams and partners to expand partner relationships, create meaningful synergies, and advance innovation across the ecosystem.
• Work closely with the MassChallenge team to delight prospective partners in an effort to bring them into the MassChallenge as new partners.
• A willingness to work after-hours and network within the focus areas of Climate and Security & Resiliency (with a primary focus on Dual Use)
• You will also collaborate closely with and the other Senior Directors and all MassChallenge staff to drive the business forward. We act and win as one team.

What You Bring

Education & Experience Requirements

• Bachelor’s Degree required
• Minimum 7+ years of experience in business development and sales
• Business development experience in consulting is highly preferred
• Proven track record of securing new business in a sales environment
• Experience with Dual Use, Climate and/or Security & Resiliency is a strong plus
• Experience working in a not-for-profit or in a startup environment are a plus but not essential

Who You Are:

• You are a student of the startup community and have some knowledge of the startup ecosystem
• You understand how corporations want to connect with startups and how an accelerator such as MassChallenge can solve those needs
• You are comfortable and experienced in a highly consultative sales environment
• You are a clear communicator who has the ability to speak fluently with corporate leaders about their challenges and how MassChallenge can solve their needs
• You are action-oriented and good at influencing others
• You have strong customer relationship-building skills, are comfortable working with all levels of an organization, including senior executives, and can manage multiple stakeholders at once
• You have a customer service mindset and are known to go above and beyond to help your customers while maintaining a professional demeanor at all times
• You thrive in a fast-paced, deadline driven environment and excel at meeting deadlines
• You are a creative thinker with boundless curiosity
• You are self-motivated and work well within an environment of ambiguity and changing priorities and circumstances
• You are seeking an opportunity to have meaningful impact on the world by helping innovators solve the massive challenges of our time in Climate and Security & Resiliency (specifically via our Dual Use practice area)

Who We Are

MassChallenge is the global network for innovators who are working to solve massive challenges. We connect startups, experts, corporations, and communities to grow and transform businesses and economies. At MassChallenge we:

• Help entrepreneurs build the next generation of transformational businesses by connecting them with the resources, partnerships, and communities that help them launch, grow, and scale their startups.
• Help our partners build, grow, and evolve their corporate innovation practices.
• Leverage the power of entrepreneurship to strengthen global innovation ecosystems.

Why You Should Join Us

We believe working at MassChallenge is fulfilling because of the mission, challenging because of the pace and work, and rewarding because you get to build to the next step in your career here. When you join MassChallenge you join an incredible team and network of innovators and entrepreneurs, you take ownership over significant and strategically important projects, you focus on impact and output, and you help strengthen the global innovation ecosystem. We believe the world's most pressing challenges will only be solved by big and bold innovation.

Our Core Values:

• Founder Mindset: Optimism, Tenacity, Love the Problem
• Connect & Collaborate: Empathy & Inclusion & Fun, Build Community, Connect the Dots
• Progress over Perfection: Build on experience, Fail Fast, Demonstrate Traction

Compensation

• MassChallenge offers competitive salaries, excellent benefits, and a supportive working environment.
• Salary is based on a nonprofit scale and commensurate with skills and experience.
• For this position, the base salary range is $100,000 to $110,000 with total target compensation of $200,000 when revenue goals are achieved. Significant upside earning potential for outperformance.
• Internal equity considerations and the average salary of the peer range will be reviewed before making a final offer.

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MassChallenge is proud to be an Equal Opportunity Employer. We seek individuals from a broad variety of backgrounds with varying levels of experience who have a desire to do meaningful work. We recruit, employ, train, compensate, and promote regardless of race, color, gender, gender identity, religion, national origin, ancestry, disability, age, veteran status, sexual orientation, or any other characteristic protected by law.