Business Development Manager (California)

For Inspiration and Recognition of Science and Technology; Canada; Hybrid; USD 85,000 - 98,000; Full time

Job summary

Join a leading organization focused on inspiring young minds in STEM as a Business Development Manager. This role involves expanding FIRST programs within California, building relationships, and driving impactful growth in the K–12 education sector. Ideal candidates will be strategic sales professionals passionate about education, with relevant experience in business development.

Benefits

Healthcare Insurance

Dental Insurance

Vision Insurance

401K Retirement Savings Plan

Flexible Work Schedule

160 PTO hours for FT employees

Paid Volunteer Day

Maternity and Parental Leave

Employee Assistance Program (EAP)

14 Paid Holidays Per Calendar Year

Qualifications

• Minimum 5 years’ experience in business development or sales.
• Experience selling to K–12 schools or districts preferred.
• Proficiency in CRM tools like Salesforce required.

Responsibilities

• Generate new business and expand existing customer accounts.
• Deliver customer-facing presentations.
• Manage sales pipeline using Salesforce.

Skills

Strategic Sales

Relationship Building

Market Analysis

Consultative Selling

Presentation Skills

Education

Bachelor’s degree in relevant field

Tools

Salesforce

Job description

Does the thought of preparing kids to solve the world’s greatest problems excite and empower you?Do you want to be with an organization where your knowledge and skills will help increase school engagement and student success, and extend our global reach? Do you want to be on a team that crafts opportunities and provides life changing experiences for students?

These opportunities are as strong and dynamic as ever, as FIRST creates the people who will change the world – today and tomorrow!

What We Offer
We promise a fast-paced, exciting, and rewarding environment where you will be part of a team that cares about each other and thrives on each other’s successes.You’ll feel good about the future of the world after doing hard work with the talented people at FIRST and will have a front row seat to our life changing programs.

Our extensive benefits package is highly competitive and includes:

• Healthcare Insurance
• Dental Insurance
• Vision Insurance
• Life & AD&D Insurance
• Supplemental life insurance
• Voluntary accident and legal plans
• Income Protection Insurances (STD & LTD)
• Flexible Work Schedule
• Hybrid Work Model
• 160 PTO hours for FT employees
• 14paid holidays per calendar year (one is a floating holiday)
  • Paid July 4th Week Holiday Closure
• 40 hours paid sick leave per calendar year
• One paid volunteer day per anniversary year
• Maternity and Parental Leave
• 401K Retirement Savings Plan (with employer match)
• Medical and dependent pre-tax flex plans
• Employee Assistance Program (EAP)

The salary range for this position is $85,905 - $97,240.New hires typically start within this range based on their qualifications, experience, and considerations of internal equity.

This role offers a base salary along with eligibility for an incentive compensation plan, which is designed to reward performance that aligns with both company objectives and individual goals. Specifically, it rewards individuals for building a strong, sustainable sales pipeline and driving growth for FIRST teams within their assigned region. Full details of the plan will be provided to candidates during the interview process.

Who You Are
You’re a driven and strategic sales professional with a passion for inspiring young minds through STEM. As a Business Development Manager at FIRST, you will lead efforts to expand the reach of FIRST programs withinCalifornia,identifying new markets, building relationships, and converting opportunities into meaningful impact.

You're energized by closing deals, nurturing leads, and driving sustainable growth. You're also comfortable collaborating with local Program Delivery Partners (PDPs) to identify prospects and leverage localized opportunities to expand the reach of FIRST programs. Your insight and strategic recommendations will help shape the future of STEM education in underserved and emerging markets.

Ideal candidates will bring proven success selling products or programs to the K–12 education market, along with a genuine enthusiasm for the FIRST mission.

Please Note: Applicants must reside in California or close enough to travel there regularly to support territory needs.

Applicants must be authorized to work for ANY employer in the U.S. We are unable to sponsor or take over sponsorship of an employment Visa at this time.

What You Will Do
As Business Development Manager, your core responsibilities include (but are not limited to):

• Collaborating with FIRST local Program Delivery Organizations (PDOs) to understand the local market for selling opportunities and lead generation.
• Generating new business while also identifying opportunities to expand within existing customer accounts.
• Delivering compelling, customer-facing presentations that reflect the value and impact of FIRST programs.
• Creating and executing annual business plans aligned to your assigned territory.
• Supporting program sustainability and territory growth by analyzing market trends and using data to drive decisions.
• Managing your sales pipeline using Salesforce, including timely follow-up on all leads.
• Researching educational trends, competitive landscape, and funding sources (local and federal) within your territory.
• Applying a consultative, solution-oriented sales approach to uncover and address customer needs.
• Representing FIRST at trade shows, conferences, and industry events, including setup and on-site engagement.
• Submitting sales-related expenses in accordance with company policy.

What We Expect
We’d love to hear from you if you have the following qualifications:

• Residence in California or nearby is required due to the in-person relationship building and event participation needed in this territory.
• A creative problem-solver who thrives in a fast-paced, customer-centric environment.
• Bachelor’s degree in a relevant field (or equivalent combination of education and experience).
• Minimum of 5 years’ experience in business development or sales, ideally in the education space.
• Strong organizational skills and the ability to manage multiple priorities independently.
• Excellent verbal and written communication skills, including strong presentation capabilities.
• Proficiency with CRM tools such as Salesforce is required.
• Experience selling to K–12 schools or districts is highly preferred.
• Familiarity with or prior involvement in FIRST programs is a plus.
• Comfortable working remotely and collaborating with a distributed team.
• Ability and willingness to travel 30–40% of the time within your assigned territory.

Commitment to FIRST Core Values

Discovery:We explore new skills and ideas.
Innovation: We use creativity and persistence to solve problems.
Impact: We apply what we learn to improve our world.
Inclusion: We respect each other and embrace our differences.
Teamwork: We are stronger when we work together.
Fun: We enjoy and celebrate what we do!

Thriving on our core values, celebrating the uniqueness of our employees and committed to inclusion. Proud to be an equal opportunity employer.

By submitting my application, I certify that the information provided is true and complete to the best of my knowledge. I understand that any false statements or omissions may result in disqualification from employment or, if employed, termination.

I acknowledge that FIRST may conduct a comprehensive background check as part of the hiring process. This may include, but is not limited to, verification of my employment history, education, professional credentials, employment references, and a review of prior involvement with FIRST in an employment or volunteer capacity.

I further acknowledge that if I receive a conditional offer of employment, my employment status remains contingent upon the results of a criminal records check, and that the findings may affect my eligibility for employment. Additionally, for certain positions where job responsibilities warrant it, FIRST may conduct a credit check as part of the background screening process, in compliance with applicable laws.

FIRST takes your privacy seriously, and we are dedicated to protecting the confidentiality of your personal data. If you apply for a position at FIRST, we will collect, process, and store your personal data, such as your name, contact information, and application materials, to comply with our regulatory and legal obligations. FIRST will retain employment records, including employment applications, in accordance with applicable federal and state laws.