Director, Business Development

Management Leadership For Tomorrow, Bethesda, MD

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Management Leadership for Tomorrow (MLT) is a national nonprofit working to transform our country’s leadership pipelines and increase access to the American Dream. MLT provides Black, Latinx, and Native American talent with the coaching, playbook, and networks they need in order to excel in high-trajectory careers, secure economic mobility for their families, and become high-impact senior leaders equipped to advocate for vulnerable communities. MLT also provides a comprehensive solution for institutions, which combines best-in-class recruitment, retention, and diversity strategy offerings. Learn more at www.mlt.org

The Director of Business Development plays a key role to help MLT expand our reach and empower more of our Fellows to maximize their leadership potential. The Director of Business Development is responsible for identifying new partnership opportunities and establishing relationships with major corporations, professional services firms, financial institutions, and other organizations. The Director drives a consultative sales process by identifying prospects, cultivating current relationships toward closure, leading pitch presentations, negotiating partnership terms, and ensuring a smooth hand-off to the account management team. MLT's goal is to establish about 10 new partnerships a year with organizations seeking to collaborate with us on talent recruitment and development.
Our current portfolio includes nearly 100 of the world’s leading corporations and non-profits, including Goldman Sachs, Facebook, Google, PepsiCo, and KKR, and the Director's efforts to expand our strategic partnerships will further broaden the base of organizations that employ our top talent. This role is an ideal way to build a professional relationship base in a dramatic way across various sectors and industries, given the significant exposure to MLT and partner senior leaders, partnering to close new deals and upsell existing clients.

The ideal candidate has strong experience in strategic partnership management and business development; you may have built your career in business development in any number of industries. You should understand and be able to articulate our value proposition such that it empowers prospective partners to galvanize support for our mission within their organizations. The position is based in MLT's headquarters in Bethesda, MD and reports to the VP, Institutional Partnerships.

Key Responsibilities

  • Successfully establish new business partnerships with top-tier corporations and leading non-profit organizations
  • Work with existing partner organizations to increase revenue and to identify additional opportunities for partnership engagements
  • Build a strong business case for partnering with us and serve as primary point of contact for questions from prospective partners
  • Identify key decision-makers and supporters within prospective partner organizations and manage relationships through strong communication and project management
  • Conduct research and data gathering to generate insights, showcase MLT’s offerings, explain the MLT value proposition, and the value partners derive beyond underrepresented minority leadership hires
  • Conduct ongoing competitive research and analysis to monitor and assess competitive threats and to effectively position MLT’s offerings in the marketplace
  • Maintain revenue pipeline and forecast within Salesforce


  • 8 years of cumulative experience with a minimum of 5 years in business development, strategic partnership management or consultative sales; MBA preferred
  • Track record of successfully meeting and exceeding sales quotas
  • Strong ability to develop effective written pitch documents, including presentation decks that frame data in a compelling, audience-centered narrative
  • Ability to navigate complex organizations and to understand key access points, develop strategic relationships and influence stakeholder decision-making
  • Experience or proven ability to negotiate legal terms and conditions for contracts
  • Passion for developing diverse talent, ideally with experience and insight into the communities we serve
  • Willingness to travel occasionally and attend conferences and pitch meetings as needed

About Management Leadership For Tomorrow

John Rice at CitiAs a Harvard MBA student in the early 1990’s, John Rice began delving into the reasons why there were few other students there who looked like him. He developed a thesis for a nonprofit organization that would provide the training, coaching and networks that traditionally have been unavailable to minorities. In 2002, after a successful career at Disney and the National Basketball Association, John left the private sector to found the organization he first envisioned in business school: Management Leadership for Tomorrow (MLT). Transforming Lives Today, MLT has transformed the careers and life trajectories of more than 6,000 Black, Hispanic and Native American women and men – from college students to seasoned executives. MLT partners with more than 100 leading companies, social sector organizations and universities to strengthen their recruitment and retention of diverse talent. Know-How. Navigation. Network. MLT’s distinctive model provides the know-how, navigation systems and network to ensure talented underrepresented minorities are able to get on and stay on the path to senior leadership. MLT’s Rising Leaders benefit from exceptional coaching, skills training, and a powerful, professional network unlike any other – peers, mentors and senior leaders who share experience, trust and a commitment to helping each other advance. MLT’s experience and expertise are influencing national conversations about opportunity, race, workforce diversity and economic mobility, and proving that these vexing gaps and inequities can be overcome.

Management Leadership For Tomorrow

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