Nonprofit Business Development Leader | Mid-Atlantic

CBIZ is seeking a growth-oriented Business Development Leader to expand our Nonprofit practice across the Mid-Atlantic region. This role is accountable for originating and closing net-new revenue, with a primary focus on new logo acquisition within the nonprofit sector.

Operating within CBIZ’s Financial Services and advisory model, this individual will lead with a consultative, solutions-based approach, connecting nonprofit organizations to audit, tax, advisory, and outsourced solutions that address complex financial, operational, and regulatory challenges.

This is a highly visible, externally focused role that partners closely with the National Nonprofit Industry Leader and Mid-Atlantic Industry Leader to execute market strategy, prioritize pursuits, and drive measurable growth.

Essential Functions and Primary Duties

• Own and deliver annual new business revenue target, primarily through new logo acquisition
• Build, manage, and convert a 3–5x pipeline coverage aligned to revenue goals
• Develop and execute a targeted go-to-market strategy across Mid-Atlantic nonprofit segments (e.g., associations, foundations, higher ed, human services)
• Identify, qualify, and close opportunities across CBIZ service lines (Audit, Tax, Advisory, Managed Services)
• Lead the full sales lifecycle: prospecting, discovery, solution alignment, proposal, negotiation, and close
• Cultivate C-suite and Board-level relationships (CFOs, Controllers, Executive Directors, Audit Committees)
• Collaborate with client service teams and subject matter experts to shape compelling, cross-functional solutions
• Partner with marketing and industry leadership on campaigns, events, and thought leadership to enhance market presence
• Maintain accurate pipeline forecasting and CRM discipline
• Represent CBIZ in key nonprofit associations and regional networks
• Success Metrics
• Meet annual closed revenue goals (new logos)
• Pipeline generation (minimum 3–5x quota coverage)
• Win rate and average deal size
• Sales cycle velocity
• Cross-sell penetration across service lines
• Strength of executive relationships and market presence
• Field-based, client-facing role
• Travel across Mid-Atlantic region as needed
• Flexible alignment to Washington, DC or Philadelphia, PA markets

Preferred Qualifications

• Over 10+ years of business development experience in professional services, financial services, or consulting
• Proven track record of meeting/exceeding annual sales targets
• Demonstrated success in new logo acquisition and pipeline creation
• Experience selling into or working with nonprofit organizations strongly preferred
• Strong understanding of audit, tax, advisory, or outsourced financial solutions
• Executive presence with ability to influence C-level and Board stakeholders
• Skilled in complex, multi-service sales cycles
• Highly collaborative, with ability to navigate a matrixed organization
• Existing network in Mid-Atlantic nonprofit ecosystem
• Familiarity with nonprofit financial reporting, compliance, and funding structures
• Experience with consultative/value-based sales methodologies

Minimum Qualifications

• The successful candidate will have a Bachelor's of business administration or equivalent, MBA preferred
• Minimum of 10 years of experience required
• Established business relationships in the local business community
• Possess industry knowledge
• Excellent verbal and written communication skills plus presentation skills
• Possess leadership qualities necessary to lead a team
• Ability to manage time effectively and to multi-task