Business Development Manager

Interested in a mission-driven job ensuring perpetual open access to information for a global audience? Enjoy helping scale the use of services and products critical to hundreds of national and international non-profits, libraries, universities, and mission-aligned organizations? If so, the Internet Archive is seeking a Business Development Manager for its Web Archiving & Data Services team. The Internet Archive (IA) is a non-profit digital library, top 200 website at archive.org, and an archive of over 60PB of digital information running in multiple self-owned data centers. The Internet Archive also partners with organizations to advance the shared goal of “Universal Access to All Knowledge.” The Web Archiving & Data Services group provides a suite of paid and free products focused on the archiving, management, analysis, and accessibility of digital information -- especially from the web. Its web archiving, digital preservation, and web and data services are used by over 800 libraries, universities, governments, non-profits, social impact, technology, and open knowledge organizations around the world.

The Web Archiving & Data Services is seeking a Business Development Manager to help grow the use of our services, bring new products to existing users, ensure the success of partner relationships, research market and client needs, and align business development with product and engineering goals. This newly-created role will work closely with our fully remote team of engineers, product, and program staff and be a key contributor to many areas of departmental business and product growth, communications, and client management. The role should have strong interpersonal and communication skills, be savvy about outreach and marketing, be able to work in a dynamic and busy environment, and have experience with sales goals, revenue and sustainability models, and leads generation and management. This high-profile role works directly with the national and international community and a range of different institutions and stakeholders advancing scholarship, learning, cultural heritage, open information, and the social good.

Key Responsibilities:

• Manage and conduct business development activities across a range of products focused on archiving, access, web, and data services, especially for web-published or born-digital cultural and scholarly information
• Generate new leads through a variety of techniques, own inbound leads workflows and funnels, and convert leads to new users
• Work closely with services and accounts staff to ensure new client success and existing client retention
• Plan and oversee direct marketing and outreach initiatives and establish a strong brand identity for our products and services
• Serve as the central steward of user and accounts data, managing sales pipeline workflows and recordkeeping in Salesforce
• Handle inquiries from potential institutional users and collaborate with managers and program teams on product trials, cost quotations, business proposals, and contracts
• Work closely with the Director and product and engineering teams to ensure strategic and operational work and product development is aligned with business goals and needs
• Achieve monthly and quarterly targets and business objectives
• Contribute to departmental grant seeking, grants management, and donor development
• Represent the Internet Archive, increase organizational visibility, and cultivate relationships with current and prospective partners at conferences, meetings, and events

Qualification and Skills:

• At least 5 years of business development, sales, or lead generation experience, preferably with a SaaS company or non-profit
• Demonstrated experience developing and executing on business development plans for both mature and early-stage web products, especially for institutional users (B2B)
• Ability to help shape this newly-created role, own a variety of responsibilities, and work collaboratively in a cross-functional team
• Experience with open-source technology product development and knowledge of web applications and services is strongly preferred
• Previous experience with CRMs, particularly Salesforce, preferred
• A background working in and with non-profit organizations is preferred, as is experience working remotely and with remote teams
• Strong strategic thinking, communication, and presentation skills, especially in speaking clearly with potential users about product lines and their features
• Must be able to manage multiple simultaneous projects, deadlines, and responsibilities and succeed in a loosely-structured, dynamic work environment that includes a globally distributed remote team
• Flexibility, self-reliance, a sense of humor, a creative approach to problem-solving, and a production-oriented mentality are valuable qualities for success in the role
• Ability to travel (estimated 20%), including internationally

Reporting Structure: The Business Development Manager reports to the Director of Web Archiving & Data Services and works closely with other managers and staff in the department and within the overall Internet Archive.

Benefits & Perks: The Internet Archive provides a comprehensive benefits package including; PTO, paid holidays, medical, dental, vision, FSA, commuter, STD, LTD, 403B/Roth accounts.

Internet Archive is an Equal Opportunity Employer M/F/D/V/L/G/B/T and will consider for employment qualified applicants with criminal histories in a manner consistent with the requirements of the Fair Chance Ordinance.