Senior Director, Business Development and Sales - Woodcraft Rangers

Job Title: Senior Director, Business Development and Sales

Who We Are:

In 1922, Woodcraft Rangers opened its doors in Los Angeles and began its mission of guiding young people as they explore pathways to purposeful lives. As a progressive organization, Woodcraft has always been responsive to the evolving needs of the communities served, and is notably inclusive, youth-led, and rooted in the Woodcraft Way, a holistic framework that develops body, mind, spirit, and service. Continuously at the forefront of expanded learning opportunities, Woodcraft Rangers has a rich history of making a significant impact in the greater Los Angeles area, believing that all youth are innately good, deserve the opportunity to realize their full potential, and should be an active participant in defining their own path.

What We Do:

Today, Woodcraft Rangers provides TK-12 expanded learning programs to more than 20,000 youth ages 4-18 annually in and from 110+ Title I schools across LA County, including before and after-school, specialty enrichment, and summer learning. In the past few years, Woodcraft has expanded its menu of services beyond traditional afterschool programs and summer camps to include early learning, environmental and social justice, college access, and inclusion services for youth with intellectual and developmental disabilities.

Role Overview:

Amid a dynamic growth period for Woodcraft Rangers, the Senior Director of Business Development and Sales will be responsible for developing and executing a comprehensive sales strategy to drive new business, specifically focusing on securing expanded learning contracts with school districts and growing the revenue of our burgeoning outdoor education retreat center. This individual will lead a sales team, build strategic partnerships, and ensure the continued growth and success of our organization’s programs. The ideal candidate will combine strong leadership skills with a passion for youth development, education, and the environment.

The ideal candidate for this role will have 5-7 years of sales leadership experience, ideally within the education sector, with a proven track record of securing enterprise-level contracts and building sustainable revenue streams. They should be a strategic thinker with strong relationship-building, negotiation, and communication skills, capable of leading and motivating a sales team. A passion for youth empowerment, outdoor education, and social impact is essential, along with a results-oriented, entrepreneurial mindset. In this role, you will leverage experience in social enterprise models to accelerate revenue and deliver measurable results in a fast-paced, mission-driven environment. This individual will balance organizational growth goals with Woodcraft’s mission and core values, ensuring alignment across partnerships and staff engagement.

This position will report to the Chief Strategy Officer.

Responsibilities:

Strategic Sales Planning and Execution

1. Develop and implement a strategic sales plan to achieve annual revenue goals and expand market share within the K-12 expanded learning sector.
2. Optimize and manage the pipeline management and CRM databases and provide regular reports and analysis on sales performance and trends.
3. Define and manage the sales lifecycle, including identification, outreach, cultivation, stewardship, and closing.
4. Create and implement a prospect approval system to streamline partnership development.
5. Monitor after-school and outdoor education market trends, customer needs, and competitive dynamics.

Market Intelligence and Landscaping:

1. Develop and communicate clear value propositions that align with school district needs, focusing on educational outcomes, team-building, and environmental impact.
2. Identify and cultivate new business opportunities with school districts, educational organizations, and other youth-serving institutions and networks.
3. Monitor market trends, competitor offerings, and the evolving landscape of outdoor education programs and school district needs.

Outreach and Relationship Building:

1. Develop and manage outreach initiatives to promote camp and retreat rentals, building long-term partnerships in the outdoor education field.
2. Monitor school contract cycles and RFPs to cultivate opportunities for engagement with school districts and partners.
3. Guide the agency’s trade show and exhibitor calendar and participate in service conferences, convenings, and panels when advantageous.
4. Oversee, and facilitate/participate in discovery process when needed between Woodcraft team and potential partners to determine partnership needs and priorities and translate into scopes of work and proposals for engagement. Understand the specific needs of each client and tailor proposals and presentations to address those needs.
5. Analyze customer feedback and data to improve the sales process and ensure the organization is meeting the unique needs of the education sector.
6. Organize current and prospective partner engagement opportunities including but not limited to hosted events and site visits to geographically relevant program locations throughout LA County.

Team Leadership and Management:

1. Train, mentor, and manage a team of Partnership Managers to ensure effective case management and stewardship of potential and existing partners.
2. Set performance goals, provide ongoing coaching, and support professional development for team members.
3. Monitor and analyze sales metrics, providing reports and updates to senior leadership on team performance, challenges, and opportunities.

Requirements

1. Bachelor’s degree in business, marketing, education, or a related field; advanced degree preferred.
2. 5+ years of experience in sales, partnership development, or business development, preferably in education, non-profit, or outdoor education sectors.
3. Proven success in developing and managing sales strategies, including managing a team.
4. Strong communication, negotiation, and relationship-building skills.
5. Proven experience with CRM systems and leveraging data-driven insights to inform strategic decisions.
6. Familiarity with RFP processes and proposal development.
7. Commitment to the mission and values of Woodcraft Rangers.
8. Opportunity to make a meaningful impact in the lives of youth through expanded learning and outdoor education.
9. This hybrid role is located in the Los Angeles area with the ability to come into our Downtown Los Angeles office as business dictates. This is a hybrid role.
10. Ability to travel as needed regularly within LA County and within California several times a year, including multiple overnight stays. Additional travel outside of California may occur but will be infrequent.
11. Valid LIVE Scan, TB Clearance, and CPR Certification (provided by Woodcraft Rangers).

Physical Demands:

In compliance with the Americans with Disabilities Act (ADA), the following physical demands may be essential for the effective performance of this position. Reasonable accommodations will be considered to enable individuals with disabilities to perform these essential functions:

1. Frequent standing is required during working hours.
2. The ability to travel across the Greater Los Angeles area, using either a car or public transportation, is necessary several times per month.
3. Regular use of hands for various tasks, such as operating a computer and handling objects, is essential.
4. Effective communication skills are required, necessitating the ability to speak clearly and hear well.
5. Occasional lifting and/or moving of objects weighing up to 40 pounds may be required.

Work Environment and Schedule:

We are committed to fostering an inclusive work environment and will actively consider reasonable accommodations to enable individuals to effectively perform their roles. This position operates in environments typical of the following key aspects:

1. Regular working hours are from Monday to Friday, with occasional weekends and evenings required for events, training, or conferences.
2. Optional weekly work-from-home opportunities.
3. Travel may be necessary to various regions where Woodcraft Rangers programs are implemented, including San Fernando Valley, South Los Angeles, West Los Angeles, San Gabriel Valley, Southeast LA, and Downtown areas, to support or deliver in-person training.
4. Regular exposure to a computer monitor during work.
5. The typical noise level of a standard work environment.
6. Stable internet access is required for effective work-from-home performance.

Status: Full-Time

Salary Range: $120,000 - $140,000 per year base salary with additional discretionary annual and performance bonuses.

Woodcraft Rangers Benefits Include:

1. Paid vacation
2. Sick time
3. Paid health benefits
4. 403(b) retirement
5. Pet insurance
6. Lifecraft career development

Woodcraft Rangers provides equal employment opportunities to all qualified applicants without discrimination with regard to race, religious belief, color, sex, sex stereotype, pregnancy, childbirth or related medical conditions (including breastfeeding), age, national origin, ancestry, sexual orientation, gender identification and expression, transgender status, transitioning status, physical or mental disability, medical condition, genetic characteristics, genetic information, family care, marital status, enrollment in any public assistance program, status as military, a veteran or qualified disabled veteran, status as an unpaid intern or volunteer, or any other classification protected by law. We also prohibit discrimination based on the perception that anyone has any of those characteristics or is associated with a person who has or is perceived as having any of those characteristics.