PBLWorks, Senior Director of Business Development

PBLWorks - Novato, California or Remote - Full time


PBLWorks (also known as the Buck Institute for Education), is a 501(c)(3) nonprofit organization headquartered in Northern California, and is the industry leader in providing professional development and support services related to Project Based Learning (PBL). PBLWorks creates, collects, and shares high-quality PBL tools and resources with K-12 teachers and leaders across the country and world. At PBLWorks, we believe that all students—especially Black and Brown students —should have access to quality PBL to deepen their learning and achieve success in college, career, and life. We seek to build a multi-talented staff who deeply understand and embrace the diversity of the students of today and have awareness of the opportunities and challenges in the world those students will inherit. At PBLWorks, we build the capacity of teachers to design and facilitate quality Project Based Learning and the capacity of school and system leaders to set the conditions for teachers to implement great projects with all students.

To learn more about PBLWorks, please visit https://www.pblworks.org/.


The Senior Director of Business Development position offers an exciting opportunity for an experienced leader to join our fast growing and mission-driven organization and apply their skills and background to grow the K-12 market for PBLWorks products and services in this newly-created role. The Senior Director has overall responsibility for leading business development strategies, planning and managing implementation. The Senior Director will be responsible for supporting the Director of Partnership Engagement and Service Implementation and their team of six staff members. They are responsible for developing strategy based on company goals that will promote sales growth and customer satisfaction and ultimately increase access to high quality Project Based Learning for all students, especially Black and Brown students. The Senior Director will be responsible for outbound sales, creating and executing on a long-term strategy and annual strategic priorities and plans. The position will be part of PBLWorks’ Leadership Team, which drives the overall strategy for the organization. As such, this leader will be expected to represent PBLWorks on a local, regional, and national level by presenting at conferences promoting PBLWorks and our services.

The Senior Director of Business Development reports to the Chief Impact Officer, and is a full-time, exempt position with benefits. This is a remote position with expected travel approximately 25% of the time, including to the home office in Novato, California.


In order to fulfill these responsibilities, the ideal Senior Director of Business Development candidate will possess these skills and abilities:

  • At least 10 years of successful experience leading an educational sales team;
  • Background in Business Management, Sales, or other related field; Masters or MBA, preferred;
  • Experience in building an outside sales team from the ground up;
  • Knowledge of the K-12 market and existing and emerging competitors in the field; Project Based Learning preferred;
  • Ability to plan and manage at both the strategic and operational levels;
  • Successful experience creating and executing on outbound sales strategies and plans, including demonstrated record meeting and exceeding of sales targets;.
  • Ability to work collaboratively with staff to create a results-driven, team oriented environment and adapt to the needs of the organization and employees;
  • Strong strategic planning skills in business development and competitor analysis;
  • Excellent presentation skills and experience working with business and industry press;
  • Excellent verbal and written communication skills;
  • Outstanding consultative selling abilities and excellent interpersonal skills with customers at all levels of organizations;
  • Ability to build partnerships with diverse groups of people;
  • Outstanding organizational skills, with high attention to detail, and exceptional focus on accuracy and accountability;
  • Possess a strong implementation skillset with a process mindset;
  • Competence with Word, Excel, Google Apps, and deep experience using Salesforce.

The successful candidate will reflect these attributes:

  • A deep passion for equitable access for Black and Brown students to high quality education, and a desire to help to move our racial equity agenda forward;
  • A growth mindset and understanding that failure is an opportunity to learn and grow;
  • A belief that collaboration creates synergy, efficiency, and richer solutions;
  • A commitment to working at the highest possible standard in service of our internal and external partners and to the field of education;
  • Strong work ethic and a passion for PBLWorks' vision, mission, and commitment to working collaboratively with a management team of senior professionals.


Key Responsibilities of the Senior Director of Business Development includes:

  • Develop and implement an overall business development strategy for company products, including pricing and customer service policies and advertising programs in collaboration with the senior leadership team;
  • Manage staff through building relationships based on trust, compassion, and empathy while remaining deeply committed to developing and bringing out the strengths of all team members;
  • Establish business development objectives by forecasting and developing annual sales quotas for zones and channels projecting expected sales volume and profit for existing and new products;
  • Create and execute on strategy, plans, and sales targets for inbound and outbound sales;
  • Create and build a cohesive, productive, and collaborative partnership with the inbound sales team;
  • Support and promote the cross-collaboration with other teams in other departments;
  • Analyze trends in the market, formulate new advertising and promotion methods, and monitor existing business development efforts;
  • Develop and implement new business development initiatives, strategies and programs to capture key demographics;
  • Develop and manage the overall departmental budget;
  • Define new or emerging market requirements and needs that will drive product changes and new product development in collaboration with the marketing and design and innovation teams;
  • Provide recommendations for improving or adding new product designs and assist with product development and testing;
  • Ensure annual business development targets are delivered through people management, performance review, reward and individual recognition;
  • Provide support for growing international business development efforts;
  • Provide on-the-ground support for the partnership engagement team as they generate leads and close new deals;
  • Promote positive relations with partners, vendors, and distributors;
  • Maintain key customer relationships and develop and implement strategies for expanding the company’s customer base;
  • Oversee the hiring, training and development of needed sales positions.


The Senior Director of Business Development is a full-time exempt position with a competitive salary range of $160,000-180,000 and full health benefits (including medical, vision and dental), generous retirement contributions, life and disability insurance and a cell phone stipend. PBLWorks offers a competitive salary (commensurate with experience) and a generous benefits package. PBLWorks is a dog-friendly working environment.


Please submit a resume online at https://apply.workable.com/j/1243351FC4. For additional questions about this position or to speak with someone about your interest, please contact Celena Jenkins at cjenkins@edgilityconsulting.com.

PBLWorks is an equal opportunity employer and an organization that values diversity. Recruiting staff to create an inclusive organization is a priority, and we encourage applicants from all backgrounds. Candidates are evaluated solely on their qualifications to perform the work required.

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Experience Level

Senior Level


PBLWorks (also known as the Buck Institute for Education), is a 501(c)(3) nonprofit organization headquartered in Northern California, and is the industry leader in providing professional development and support services related to Project Based Learning (PBL).
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