Senior Manager, Business Development

Job Description

Job Description

Senior Manager, Business Development – Quality Services

Location: Lake Mary, FL
Department: Quality Services
Status: Full-Time | Exempt

About The IIA

The Institute of Internal Auditors (IIA) is the global leader and recognized authority for the internal audit profession. We advance the profession worldwide through education, advocacy, certifications, and professional resources. Guided by our values of People First, Integrity, Collaboration, Accountability, and Innovation , we offer a collaborative, purpose-driven workplace where employees can grow professionally while making a global impact.

Why Join The IIA?

This is an opportunity to combine business development expertise, executive relationship management, and knowledge of professional services to help expand the reach and impact of The IIA's Quality Services practice.

As Senior Manager, Business Development – Quality Services, you will:

• Lead business development for The IIA's External Quality Assessment (EQA), validation, and related Quality Services offerings.

• Build relationships with Chief Audit Executives (CAEs), audit leaders, audit committee members, and other senior stakeholders around the world.

• Develop and manage a strategic pipeline of prospective clients and convert opportunities into engagements.

• Use market intelligence, organizational data, CRM insights, and industry relationships to identify new opportunities for growth.

• Represent The IIA and Quality Services at conferences, chapter events, institute meetings, webinars, and industry forums.

• Help organizations understand the value of Quality Assurance and Improvement Programs, The IIA Standards, and External Quality Assessments.

• Collaborate across Quality Services, Marketing, and other IIA teams to support market expansion and revenue growth.

• Contribute to the advancement of the internal audit profession and the International Professional Practices Framework (IPPF) through the growth of high-quality professional services.

Position Summary

The Institute of Internal Auditors (IIA) is seeking a Senior Manager, Business Development – Quality Services to drive growth of The IIA's Quality Services practice through proactive business development, relationship management, and strategic market engagement.

Serving as a primary sales lead for External Quality Assessments (EQAs), validation services, and related offerings, you will identify, develop, and convert opportunities with Chief Audit Executives, audit leaders, audit committee members, IIA institutes, and other key stakeholders worldwide.

This role combines consultative sales, executive relationship management, pipeline development, market intelligence, and knowledge of internal audit and professional services. You will leverage CRM systems, organizational data, industry relationships, conferences, and other resources to build a robust pipeline and expand awareness and utilization of The IIA's Quality Services offerings.

Working closely with Quality Services leadership and delivery teams, you will help move opportunities from initial engagement through proposal and contracting while supporting a high-quality client experience throughout the sales lifecycle.

What You'll DoDrive Business Development & Revenue Growth

• Lead business development activities for Quality Services, with a primary focus on generating opportunities for External Quality Assessments (EQAs), validation services, and related consulting offerings.

• Proactively identify and cultivate prospective clients using CRM systems, organizational data, membership information, industry intelligence, conference participation, professional relationships, and other resources.

• Develop and maintain a strategic pipeline of qualified opportunities.

• Conduct discovery meetings, consultative sales conversations, and proposal discussions with prospective clients.

• Serve as a primary point of contact for prospects throughout the sales cycle.

• Coordinate internal resources required to support proposals, pricing, contracting, and successful transition to engagement delivery.

• Contribute to strategies designed to increase market penetration, client acquisition, and Quality Services revenue.

Build Executive & Client Relationships

• Establish and nurture relationships with Chief Audit Executives, audit committee members, internal audit leaders, and other senior decision-makers.

• Develop trusted relationships with prospective and existing clients through a consultative, solutions-oriented approach.

• Engage executive-level stakeholders to understand organizational needs and position appropriate Quality Services solutions.

• Develop and strengthen relationships with IIA National Institutes and Affiliates to expand awareness and utilization of Quality Services offerings.

• Build relationships with strategic partners and other stakeholders that can support the continued growth of the practice.

Promote Quality Services & The IIA Standards

• Prepare and deliver compelling presentations on Quality Assurance and Improvement Programs, The IIA Standards, External Quality Assessments, and related services.

• Clearly articulate the value of The IIA's Quality Services offerings to executive and professional audiences.

• Represent Quality Services at IIA conferences, chapter events, institute meetings, webinars, and industry forums.

• Support awareness of External Quality Assessments and their role in strengthening internal audit quality and conformance with professional standards.

• Partner with Marketing and other IIA teams to develop campaigns, client communications, and promotional activities that support business-development objectives.

Manage Pipeline, Forecasting & Sales Performance

• Maintain accurate and current prospect, opportunity, and client information within CRM and reporting systems.

• Provide regular pipeline and forecasting updates to Quality Services leadership.

• Track and report sales performance metrics, pipeline activity, conversion rates, revenue trends, and other business-development outcomes.

• Analyze business and market data to identify trends, opportunities, and areas for increased market penetration.

• Use business intelligence, pipeline reporting, and analytics tools to support data-informed sales planning and decision-making.

• Monitor progress against business-development objectives and adjust strategies as appropriate.

Support Market Expansion & Strategy

• Monitor market trends, regulatory developments, and emerging issues affecting internal audit and identify corresponding business opportunities.

• Collaborate with Quality Services leadership on sales strategies, pricing approaches, market-development initiatives, and expansion plans.

• Contribute to strategic planning initiatives designed to increase awareness, utilization, and revenue for Quality Services.

• Work across The IIA to align business-development activities with organizational priorities and market opportunities.

• Support opportunities across domestic and international markets and engage diverse global audiences.

QualificationsRequired Qualifications

• Bachelor's degree from an accredited college or university.

• 7+ years of progressively responsible experience in internal auditing, professional services, consulting, business development, account management, or a combination of these areas.

• Demonstrated ability to develop business opportunities, build professional relationships, and operate effectively in a consultative sales environment.

• Strong ability to engage and communicate with executive-level stakeholders and diverse professional audiences.

• Experience using CRM systems such as Microsoft Dynamics, Salesforce, HubSpot, or similar platforms.

• Strong verbal, written, presentation, and facilitation skills.

• Ability to prepare proposals, develop professional business correspondence, and deliver executive-level presentations.

• Ability to analyze market and client data, sales forecasts, pipeline statistics, revenue trends, and performance indicators.

• Strong analytical and problem-solving skills with the ability to evaluate opportunities, develop practical solutions, and exercise independent judgment.

• Ability to balance strategic business-development objectives with day-to-day sales and operational priorities.

• Advanced proficiency with Microsoft Office, including Excel, PowerPoint, Word, and Outlook.

• Internal Audit Practitioner (IAP) designation or the ability to achieve the IAP designation within the first 18 months of employment.

Preferred Qualifications

• Master's degree.

• Certified Internal Auditor (CIA) designation.

• Demonstrated experience working with senior executives, including Chief Audit Executives, audit committee members, and audit leadership teams.

• Experience within a professional association, certification body, consulting firm, or professional services organization.

• Experience working within international organizations or global markets.

• Experience with business intelligence tools, pipeline reporting systems, or data analytics platforms.

• Spanish-language proficiency.

• Additional language proficiency.

Leadership & Collaboration

This position may supervise support resources, contractors, consultants, or future business development personnel as assigned.

Success in this role also requires strong collaboration with Quality Services leadership, operational support teams, Marketing, and other cross-functional teams throughout The IIA, as well as the ability to develop and sustain relationships with IIA institutes, strategic partners, and prospective clients worldwide.

Equal Opportunity Employer

The Institute of Internal Auditors (IIA) is an Equal Opportunity Employer. We are committed to creating an inclusive workplace where all employees are treated with dignity and respect. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex (including pregnancy, sexual orientation, and gender identity), national origin, age, disability, genetic information, protected veteran status, or any other characteristic protected by applicable federal, state, or local law.