Business Development Manager Job at EdTech Jobs (São Paulo)

Job Description

Khan Academy Brazil is seeking a Business Development Manager focused on Government Growth to join a small, mission‑driven, highly collaborative team with a big goal: expanding Khan Academy’s reach in Brazilian public education through strategic partnerships and public procurement. This role blends public‑sector business development, partnership strategy, bidding processes, and project management. You will build and manage a pipeline of opportunities with public districts, lead end-to-end bid processes, and use our prior partnership experience with school systems as proof points to drive expansion to other districts.

Job Responsibility

Design and scale partnership models with public districts, aligning Khan Academy’s pedagogical, technological, and financial value proposition with district's priorities
Use our prior partnership experience with public school systems as reference cases, structuring learnings, evidence, and narratives that can be replicated with other districts
Support local leadership in growth strategy for public districts, including sales and marketing efforts, coordinating proposals, presentations, and relationship strategies
Support philanthropic and corporate partnership efforts when relevant, including contributing to proposals, reports, or relationship management
Build and manage a structured pipeline of public sector opportunities, mapping priority cities and states, upcoming tenders and public calls, and partnership opportunities
Act proactively in demand generation and pre‑tender influence, where appropriate and compliant, contributing with technical input and reference models
Lead or coordinate the full cycle of public bid responses, including: Analyzing RFPs, bid documents, terms of reference, and draft contracts
Assessing risks and legal/compliance alignment in close collaboration with legal, finance, and other functional areas
Defining commercial models, scopes, timelines, and success criteria
Preparing and consolidating technical, pedagogical, financial, and institutional documentation
Track timelines, deliverables, clarifications, and potential appeals or challenges throughout the bidding process, in close collaboration with internal and external partners
Manage end-to-end priority partnerships with public school systems, ensuring strong implementation that drives reach, engagement, and measurable learning outcomes for students and educators
Work closely with Khan's partnership functions to design implementation, training, and support plans tailored to each district and use quantitative and qualitative data to track key metrics and propose course corrections
Translate implementation learnings into playbooks for future partnerships with public systems, collaborating with local and international teams to iterate and scale best practices
Build and maintain trust‑based relationships with decision makers in public districts (pedagogical, technical, procurement teams, among others), navigating complex political and institutional environments with empathy, strategic insight, and integrity, in order to drive change management and system‑level adoption of Khan Academy
When relevant, support philanthropic and corporate partnership efforts (funders, foundations, corporate CSR) especially when connected to programs with public districts
Act as a champion for public‑sector partners, educators, and students inside Khan Academy, bringing structured feedback to content, product, support, and strategy teams

Requirements

10+ years of relevant experience in education, business development, consulting, sales to government, public‑sector programs, or large‑scale partnerships, with proven experience selling to or managing contracts with the public sector, ideally in education or govtech, including exposure to public procurement processes and interaction with oversight bodies
At least 3 years managing institutional partner relationships (e.g., customer success, account management, public‑sector program management) and leading complex projects or multi‑stakeholder implementations with clear, measurable outcomes
Strong business development and account management acumen, including the ability to identify new opportunities, build trust with institutional partners, and support proposal and sales cycles in the public sector
Excellent project and program management skills, with a track record of executing high‑impact initiatives across multiple districts or partners simultaneously
Advanced collaboration and influence skills, able to align internal and external stakeholders, manage cross‑functional dependencies, and drive progress without formal authority
Strong strategic and adaptive problem‑solving, able to navigate ambiguity, co‑create solutions with district leaders, and iterate based on evolving needs and political contexts
Excellent communication skills across formats and audiences, including emails, briefs, presentations, and verbal interactions with senior education leaders and technical teams
Comfort and fluency working with qualitative and quantitative data, including analyzing trends, interpreting dashboards, and extracting insights to inform decisions
Outstanding organization and time‑management abilities, capable of coordinating multiple workstreams with high attention to detail
Professionalism, discretion, and integrity, especially when managing sensitive partnerships or navigating politically complex environments
Residency in, or willingness to relocate to, São Paulo, with legal authorization to work in Brazil
Fluency in Portuguese and English, with strong written and verbal communication skills in both languages

Nice to have

Classroom teaching experience, preferably in K–12 settings, which provides valuable perspective when engaging with educators and supporting implementation
First-hand experience using Khan Academy with students, with insight into how the platform supports instruction differentiation and learning personalization

What we offer

Competitive compensation with healthcare and life insurance benefits
Flexible schedules and generous time off, including personal days beyond standard vacation
A strong focus on professional development and continuous learning
An exceptional team that trusts you, supports you, and gives you autonomy to do your best work
The opportunity to apply your talents to a meaningful mission, contributing to high-impact offerings that are shaping the future of education
A kind, inclusive, and welcoming workplace, with affinity groups, ally networks, and social activities to help you connect and belong

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