VP, Business Development

At 2U, we are all in on purpose. We are motivated by our mission – to make learning limitless– and connected by our shared passion to deliver world-class higher education at scale. As the parent company of edX, a leading online learning platform, 2U powers thousands of  higher education offerings – from free courses to full degrees. Together with our college, university, and corporate partners, we are helping accelerate careers and transform lives. 

What We’re Looking For:

Higher education is at an inflection point. Universities are rethinking how they deliver value to students, how they grow sustainably, and how they compete in an increasingly digital world. They need partners who understand those stakes—not vendors reading a pitch deck.

We are looking for a senior Business Development individual contributor who will own the full sales cycle from first conversation to signed contract. This is not a support role. You will be the primary relationship holder with Presidents, Provosts, and Deans, acting as a strategic thought partner who helps them connect 2U's capabilities to their most pressing institutional priorities. Internally, you will operate as the "quarterback" of every deal—pulling together teams across Finance, Legal, Product, Marketing, and Learning Design to build and deliver compelling, tailored partnership proposals.

If you get energy from complex multi-stakeholder deals, and want to do work that genuinely shapes the future of education, this role was built for you.

Responsibilities Include, But Are Not Limited To:

Own the Full Sales Lifecycle

• Drive new university partnerships from prospecting and discovery through negotiation and close.
• Develop and execute a territory strategy targeting high-value institutional prospects.
• Lead complex contract negotiations involving multi-year, multi-stakeholder agreements and nuanced financial structures (e.g., revenue share, fee-for-service).
• Maintain disciplined pipeline management and accurate forecasting within Salesforce.
• Act as the internal "general manager" for each deal, coordinating across Product, Finance, Legal, Marketing, and Learning Design to assemble the right solution and move it through internal approvals.
• Proactively surface and resolve roadblocks, competing priorities, and process gaps. Influence without authority to keep deals on track.
• Serve as the voice of the partner internally, ensuring proposals reflect both market reality and institutional need.

Build & Accelerate Pipeline Through Technology

• Leverage modern sales technology and intelligence tools (e.g., Salesforce, LinkedIn Sales Navigator, ZoomInfo, Outreach, AI-enabled research tools) to identify prospects, map decision-making structures, and scale outreach
• Use data to prioritize targets, personalize engagement, and continuously improve conversion at every stage of the funnel.

Serve as a Strategic Thought Partner to University Leaders

• Engage directly with Presidents, Provosts, Deans, and other senior academic leaders to deeply understand their strategic vision, enrollment challenges, and digital transformation goals.
• Translate institutional priorities into tailored partnership concepts that align 2U's portfolio—degree programs, executive education, and professional certificates—with the university's strengths and market opportunities.
• Bring market intelligence, competitive insight, and a point of view to every conversation. You are not an order-taker; you help partners see what is possible.

Things That Should Be In Your Background:

• 10+ years of enterprise sales or strategic business development experience with a consistent track record of meeting or exceeding revenue targets in a complex, consultative selling environment.
• Proven C-suite selling experience. You have personally built relationships with and sold to CEOs, CFOs, COOs, or equivalent senior executives. You are credible and composed in high-stakes executive conversations.
• Experience managing long, complex sales cycles (6–18+ months) with multiple stakeholders, competing interests, and sophisticated deal structures.
• Sales technology fluency. You actively use modern tools to build pipeline, manage deals, and work more efficiently. You are eager to adopt new technology that gives you an edge.
• Cross-functional leadership skills. You know how to mobilize internal teams—without direct authority—to get deals done.
• Bachelor's degree.

Other Attributes That Will Help You In This Role:

• Experience selling into higher education, academic medicine, or other complex institutional environments.
• Familiarity with the economics of online program management, revenue share models, or education partnerships.
• MBA or relevant advanced degree.
• Executive Presence. You command attention in a room of senior leaders. Your communication—verbal, written, and in presentation—is sharp, clear, and confident.
• Strategic Problem Solver. You connect the dots between a partner's long-term vision and a concrete commercial structure. Ambiguity energizes you rather than paralyzes you.
• Intellectually Curious. You genuinely care about the challenges facing universities today and stay current on trends in higher education, workforce development, and digital learning.
• Modern Seller. You do not rely solely on relationships and referrals. You embrace data, technology, and new methodologies to find and win opportunities faster.
• Resilient and Self-Directed. You manage your own time, hold yourself accountable, and push through the inevitable setbacks of long-cycle enterprise selling.

While this position is open to remote candidates across the U.S., we will prioritize those who live in the Washington-Baltimore metropolitan area and who are available to come into our Headquarters in Arlington, VA two days a week.

Benefits & Culture

Our global employee base is a diverse collection of innovators, dreamers, and doers working together to transform lives through higher education. We believe that every employee can advance our shared purpose, and that life at 2U should be fun and meaningful. If you’re excited by the opportunity to provide millions of learners and counting with access to world-class higher education, then join us – and do work that makes a difference. 

We offer comprehensive benefits (unique per country) and excellent work/life balance.
Full-time, U.S.benefits include: 

• Medical, dental, and vision coverage
• Life insurance, disability, and 401(k) employer match
• Free snacks and drinks in-office
• Generous paid holidays and leave policies, including unlimited PTO
• Additional time off benefits include: volunteer days, parental leave, and a company-wide winter break

The anticipated base salary range for this role is ($170,000-$180,000), with potential bonus eligibility.  Salary offers are made based on the candidate’s qualifications, experience, skills, and education as they directly relate to the requirements of the position, budget for the position and cost of labor in the market in which the candidate will be hired.

2U Diversity and Inclusion Statement

At 2U, we are committed to building and sustaining a culture of belonging, respect, and inclusion. We are proud of the steps we’ve taken to bring together an employee base that embodies diverse walks of life, ideas, genders, ages, races, cultures, sexual orientations, abilities and other unique qualities. We strive to offer a workplace where every employee feels empowered by what makes us different, as well as by how we are alike. 

2U is committed to providing reasonable accommodations during our recruitment process. If you need assistance or accommodations, please reach out to us at: [email protected]. 

About 2U

2U partners with the world's top universities and companies to develop and deliver education programs that accelerate careers and transform lives. Through partnerships with the world’s leading colleges, universities, and companies, 2U delivers thousands of online programs to millions of learners worldwide on edX, its global learning platform. From executive education and professional credentialing to master’s degree programs and free, open courses, 2U transforms how top institutions deliver workforce-aligned online education, enabling professionals to advance without pausing their careers. Learn more at 2U.com.

The above statements are intended to describe the general nature and level of work performed by individuals assigned to this position, and are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required. All employees may be required to perform duties outside of their normal responsibilities from time to time, as needed.

2U is an equal opportunity employer that does not discriminate against applicants or employees and ensures equal employment opportunity for all persons regardless of their race, creed, color, religion, sex, sexual orientation, gender identity, pregnancy, national origin, age, marital status, disability, citizenship, military or veterans’ status, or any other classifications protected by applicable federal, state or local laws. 2U’s equal opportunity policy applies to all terms and conditions of employment, including but not limited to recruiting, hiring, training, promotion, job benefits and pay.