Senior Director of Business Development

Description

Capstone is seeking a driven and entrepreneurial Senior Director of Business Development to lead our efforts in driving new business opportunities across adjacent markets for our print and EdTech products. This role is focused on creating new and innovative revenue streams, expanding international sales, and monetizing intellectual property through strategic rights and permissions opportunities.

This leader will manage the international sales function, rights and permissions functions, and business development domestically while also directly owning high-impact sales deals. The ideal candidate is a skilled dealmaker with a strategic mindset and a passion for uncovering untapped growth potential. Experience in educational product sales is preferred.

Our preference is for this role to be hybrid, based out of either our Edina, MN or North Mankato, MN locations. However, fully remote work may also be considered.

Why You’ll Want To Join Capstone

Have you ever read something that increased your understanding of the world around you? An article, a book, a research paper, a piece of local legislation, even a poem or short story?

Capstone is a mission-driven community of passionate, creative people like you who believe in the power of literacy. Our mission is to make reading fun for kids, so that they never experience literacy as the barrier that prevents them from understanding and engaging with the world around them.  

For more than 30 years, Capstone has led the way in K–5 educational publishing, creating award-winning books and digital learning experiences (PebbleGo). The information landscape has changed dramatically since we first started out in 1991, and competition for kids’ attention is at an all-time high. This changing landscape inspires our continued growth and innovation – today’s kids need trusted sources of content more than ever, but their standards for what’s considered engaging have never been higher! At Capstone, we’re excited by that challenge – are you?

YOUR RESPONSIBILITIES

New Business & Strategic Growth

• Identify, develop, and close new sales opportunities in adjacent markets, channels, and customer segments. Incubate, operationalize, and close on new businesses opportunities.
• Build and manage a robust pipeline of business development initiatives aligned with company growth goals.
• Collaborate with product, marketing, and executive teams to shape go-to-market strategies for new segments. Regularly update executive leadership around business development efforts through business case proposals and outlines.
• Accurately and consistently report sales forecasts and opportunity funnels. 

International Sales Leadership

• Lead and support the international sales team to grow market share and revenue outside the U.S.
• Develop region-specific sales strategies and ensure alignment with corporate sales goals.
• Evaluate and expand global distribution partnerships.

Rights and Permissions Oversight

• Manage and grow the rights and permissions business, including content licensing and IP monetization.
• Identify new licensing opportunities and structure deals that maximize revenue and brand integrity.

Team Management

• Supervise and develop a small cross-functional team including international sales reps, a rights & permissions manager, and an administrative coordinator.
• Provide clear goals, coaching, and accountability across team functions.

Education, Experience, and Skills desired: 

• 10+ years of experience in business development or sales leadership, ideally in publishing, EdTech, education, media, or IP-driven industries.
• Bachelor’s degree in business, education, or related field preferred.  
• Proven track record of closing complex sales deals and generating new revenue streams.
• Experience managing international sales or working in global markets.
• Familiarity with rights/licensing or IP-based business models preferred.
• Strategic thinker with strong financial acumen and a results-oriented mindset.
• Strong leadership and people management experience.
• Excellent communication, negotiation, and relationship-building skills.
• PC proficiency, including internet, Outlook, Word, and Excel.
• Salesforce proficiency preferred.
• Demonstrates strong sales quota achievement year over year.

Travel Requirements

This position requires travel – around 30-40%.

Inclusion & Belonging

Capstone embraces equal opportunity and a culture of belonging for all employees and applicants. We are an Affirmative Action and Equal Opportunity Employer. All candidate information will be kept private according to EEO guidelines. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request to [email protected].

The pay range for this role takes into account the wide range of factors that are considered surrounding compensation including but not limited to: skill sets, experience and training, work location, and other business and organizational needs. At Capstone, it is not typical for an individual to be hired at or near the top of the range for their role. A reasonable estimate of the base range for this position is $150,000 - $180,000. This role is eligible for a sales commission plan, with the annual total on-target earnings (OTE) range of $200,000 - $240,000. 

Capstone strives to provide comprehensive and market-competitive benefits to meet the needs of our employees and their families. Click here to see our benefits. 

Pre-Employment Background Check Required

California Applicants: 

Applicants from California can access our California Privacy Notice here. 

Employment Authorization: 

At this time Capstone unfortunately cannot sponsor or take over sponsorship of an employment visa. To be considered for one of our roles, applicants must be authorized to work in the United States.