Managing Director, Business Development, K12

Managing Director, Business Development, K12
Hanover Research
Arlington, VA

Remote opportunity available

The Role
The Managing Director is primarily responsible for generating new business and building new relationships to continue double-digit growth in the K-12 practice. Serving as the manager of directors and associates, the Managing Director is responsible for helping directors execute on quarterly bookings goals and associates reaching monthly scheduling quotas with a well-defined process and strong, detailed-oriented support. 

The Managing Director will oversee the entire market opportunity in K-12 and help align our portfolio to best support school districts, regional education agencies, departments of education, and private independent schools. 

As a Managing Director, you will also serve on the K-12 leadership team collaborating with the heads of account management, content, and marketing to deliver effective go-to market plans, growth strategies, and reinforce a culture of success across the organization.  This position will report to the Chief Growth Officer. 

• Revenue & Pipeline Management
• Hold directors accountable to monthly/quarterly goals and forecasts
• Provide creative ideas to increase conversion rate and exceed new business goals
• Outreach Strategy
• Guide associates and directors in their scheduling approach to prospective districts
• Lead territory management planning to identify and recruit high-potential districts
• Leverage strong marketing channels to generate additional business interest  
• Content Knowledge
• Understands key research methodologies – survey, data, benchmarking, best practices
• Support team in developing client voice around how to use research and insights
• Practice Guidance
• Liaise with Research and Account Management leaders to shape practice strategy
• Influence pricing strategies and develop effective proposals to increase conversion rate
• Provide commercial perspective on new product development and market opportunities
• Stay apprised of market dynamics and the competitive landscape
• Coaching & Support
• Identify opportunities for director improvement
• Ability to coach and improve commercial execution

• Deep understanding of the K12 market, including potential buyers
• Experience managing a high-growth sales team to meet quarterly and annual targets
• Experience in a research, consulting, or technology sales management position
• Exceptional communication (oral, written) and persuasion skills
• Demonstrated track record of coaching and mentoring team members
• High-energy, self-motivated, agile leader with the ability to think spontaneously
• Believes in the power of data and research to make informed decisions
• Ability to drive urgency and decisions with both internal and external stakeholders
• Willingness to travel 10-20%

Requirements

• A Bachelor’s degree demonstrating high achievement from an accredited academic institution
• 10+ years in a consultative sales management role with a proven track record of success by consistently exceeding key performance metrics
• Managing a portfolio of products and services within a K-12 education environment

Location
DMV region preferred (office in Arlington VA)

Remote and hybrid work environment available as well

Work Schedule

Monday - Friday

Benefits

• Competitive base salary and uncapped commission earning potential exceeding $200K+
• Award-winning training program on markets, research methodologies and sales skills
• Top performers will be eligible for an annual sales incentive trip
• Starting at 18+ days Paid Time Off
• 15 paid holidays including Martin Luther King Jr. Day, Juneteenth, and Indigenous People’s Day, and personal holidays  
• Comprehensive health, vision, and dental benefits package
• 401(K) employer matching program
• Health and wellness packages with discounts to local gym
• Annual company-wide day of service and monthly events partnering with local organizations such as KidPower, Martha’s Kitchen, DC SPCA
• Community service opportunities
• All travel expenses will be covered

Compensation  

Hanover Research strives to create compensation and benefits programs that are competitive, equitable and fair. The On Target Earning (OTE) range for this role is $220,000- $260,000+ per year, which is comprised of a base salary range from $120,000- $150,000 and a variable uncapped commission structure ranging at $100,000+ when goal is 100% obtained for this role. Please note that the base salary offered is contingent on the candidate’s job-related knowledge, skills, and experience.  Our base pay range is determined by the role and the market.  

Hanover believes in supporting our team’s overall well-being now and in the future. We provide retirement benefits and 401K matching to help you plan ahead, wellness benefits to keep you healthy, medical coverage to lift you up if you or your dependents get sick, and paid time away to rejuvenate. You can learn more about our benefits on our Hanover Research Careers page or please talk to your Recruiter to learn more. 

About Hanover Research
Founded in 2003, Hanover Research is a global research and analytics firm that delivers market intelligence through a unique, fixed-fee model to more than 1,000 clients. Headquartered in Arlington, Virginia, Hanover employs high-caliber market researchers, analysts, and account executives to provide a service that is revolutionary in its combination of flexibility and affordability. Hanover was named a Top 50 Market Research Firm by the American Marketing Association from 2015 to 2021. To learn more about Hanover Research, visit www.hanoverresearch.com

Hanover Values

• Business Building – We build our business quickly and intelligently and we help our clients do the same
• Thought Leadership and Innovation – We strive constantly to deliver better information in a better way
• Service – To our clients and our community, service is our guiding principle
• Leadership and Mentorship – Our talent is our greatest asset, and we hope to help our people be their best
• Firm Citizenship – We are optimists who believe there are endless possibilities for our company and ourselves

How to Apply 
If you are interested in the prospect of working for a dynamic, fast-growing company, we encourage you to submit your resume and any other supporting materials by applying to the job here on current openings page. 

Hanover strives to be accessible to all users and job seekers. If you are a qualified individual with a disability and need assistance in accessing our website or completing a job application, please contact Hanover Research at 202-559-0050 or via email Recruiting@hanoverresearch.com All information you provide will be kept confidential and will be used only to the extent required to provide needed reasonable accommodation.    

Hanover Research provides equal employment opportunities to all employees and applicants for employment without regard to their race, color, creed, religion, national origin, gender, sexual orientation, gender identity or expression, disability, veteran status, age, marital status, familial status, genetic information, or status with regard to public assistance, or membership or activity in a local human rights commission, any other characteristic protected by applicable federal, state, or local law. You can learn more on our Equal Employment Page.