Director of Business Development

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We’re looking for a Director of Business Development who can be part of the senior management team

Director of Business Development

Location: Shoreditch,  London

Salary: Competitive Salary, dependent on experience, plus pension and benefits 

Permanent Contract

About the ODI

The Open Data Institute (ODI) was co-founded by two visionary leaders: Sir Tim Berners-Lee, the inventor of the web, and Sir Nigel Shadbolt, renowned AI professor. Our mission is to work with companies and governments to build an open, trustworthy data ecosystem, where people can make better decisions using data and manage any harmful impacts.

The ODI works with companies and governments all over the world to build an open, trustworthy data ecosystem. We deliver advisory, training and research and development services, encompassing public policy, business strategy and technology. Our programme of work is busy and constantly changing. We are committed to producing work at a very high standard and delivering measurable value to our partners and clients.

The ODI welcomes and encourages applications from a diverse range of backgrounds to promote an inclusive culture and a diverse working environment.

We are looking to appoint a Director of Business Development who can manage the Business Development of the ODI and be part of the senior management team.

About the role

Reporting to the Chief Operating Officer, the Director of Business Development is a senior management role developing the strategy for driving revenue and funding to help realise ODI’s mission of working with companies and governments to build an open, trustworthy data ecosystem. In particular the Director of Business Development is responsible for developing a mission-oriented stream of work and generating the revenue required for building the sustainability of the ODI.

The ODI is a lively and fast-paced environment which is made up of a team of extremely dedicated staff. We are looking for someone to bring their experience, passion and professionalism to our team and the wider organisation.


Key responsibilities


As Director of Business Development, you will be responsible for:

  • Developing and executing the ODI revenue and funding strategy, including our commercial partnership and membership programmes.
  • Exploiting sustainable products and services from the research and development programmes at the ODI.
  • Contributing to the continuous improvement of ODI’s services and products, including by shaping projects and partnerships to further develop them.
  • Participating in ODI strategy reviews, strategy development and the operationalisation thereof.
  • Working closely with other Heads of Departments particularly the Director of Delivery.

Business Development

As Director of Business Development, you will be responsible for:

  • Working across the ODI programmes, you will be responsible for financial targets and delivering revenue.
  • The revenue target for the current year is a minimum of £3.2m, you will be responsible for delivering this target to ensure the organisation attains its next phase of growth and impact.
  • The business development budget line along with delivering against KPIs.
  • Planning deal approaches and pitches including bid writing.
  • Participating in the negotiation of terms and deal closing.
  • Working with the marketing team to help inform activities for driving revenue.
  • Developing the systems and procedures to enable the effective execution of business development.
  • Supporting and developing the business development skills within the wider ODI team.
  • Build relationships with the decision makers within potential organisations. Our status as an independent not for profit, the ODI is in a fantastic position to help convene public and private sectors, to deliver economic value, and environmental and social impact. You will be comfortable engaging with a variety of sectors that cover enterprise, SME, startup and government partners.
  • Continue to grow the commercial partnership programme.
  • Research and prospect for new clients to ensure a robust pipeline or engagements with the market.
  • Building and maintaining relationships with people and organisations who are designing and delivering open, trustworthy data ecosystems, including public and private sector organisations as well as community-driven actors, nationally, across Europe and internationally.  In this role there will be a particular focus on delivery partners and organisations that we may subcontract to.


As a member of the management team, your responsibilities include:

  • Advising the Chief Operating Officer and Board on ODI’s strategy, aiming towards achieving its mission and being a sustainable organisation.
  • Reporting to the Chief Operating Officer and the Board on your areas of responsibility.
  • Exercising financial / contractual responsibilities and compliance controls.
  • Representing the ODI to external stakeholders and clients.
  • Developing the sustainability of the organisation eg through developing leads, designing projects and programmes of work, core funding, financial management, restructuring, and negotiating to bring in work to the ODI.

Line Management

You will line manage members of your team. Currently the Business Development team has two dedicated full time team members along with some external support from associates. As a line manager, your responsibilities include:

  • Providing pastoral care for your line reports through regular check ins & catch ups and monitoring their attendance and sick leave.
  • Defining and managing the performance of your line reports by ensuring they keep their role description up to date, helping them define their objectives and reviewing these on a quarterly basis.
  • Helping your line reports engage well with the organisation, including communicating and clarifying company strategy and policies, and dealing with any conflicts they experience with clients or members of the team.
  • Ensuring your line reports receive professional required continuous professional development, coaching or mentoring to aid their professional development.
  • Being involved in recruiting new people to fill roles that report to you, including drafting role descriptions, shortlisting and interviewing.

As a member of the ODI team, your responsibilities include:

  • Reflecting and developing ODI’s values and culture in the way you work.
  • Taking time for professional required continuous professional development, coaching and mentoring, both individually and as a team.

About you – skill, knowledge and experience


  • You’ll be an experienced business development leader who shares our vision: ‘We want people, organisations and communities to use data to make better decisions and be protected from any harmful impacts’ and who has spearheaded rapid, sustained growth. Working with many of the country’s leading businesses and business leaders, you’ll be adept at synthesizing complex ideas and coming up with a range of practical solutions.
  • With significant relevant experience as an exceptional, hands-on, leader you will be an expert, enabler and someone who drives results. You will use your strong vision, strategic skills and high empathy to proactively engage with multidisciplinary teams and clients, taking them on a collaborative journey to create impact. Peers and clients will describe the value you created in those you managed, and the leadership you demonstrated.
  • As a fast paced organisation we produce products and services for customers that span many sectors and countries. Our roots as a startup remain with us as we adapt and deliver in an ever changing market context. You will approach change as an opportunity to evolve the business toward long term sustainability. Your experience in product marketing will be critical and driving revenue from new products and services created through our research and development programmes.

ODI values


You are good at what you do. You use your expertise to help with the ODI’s mission. You are open and generous with that expertise and experience, and share it outside and inside the ODI.

You can get better at what you do. You recognise the limits of your expertise and respect that of others. You are open to and seek advice, opinions and support to develop your expertise, within and outside ODI. You reflect on what works and what doesn’t to consciously learn, improve and grow.


You succeed when others flourish. You support and challenge others to do their best work. You open up opportunities for other people and organisations, and empower them to take them. You are as open as possible about what you are doing and what you have learnt. You encourage others to refine and build on your work.

You empathise with others so you can help them. You find out what people and organisations really need. You have empathy with their motivations and the constraints they operate under. You communicate in terms they understand.


You are trusted because you are honest and responsible. You are open with your opinion, open to hearing what others say, open to being wrong and open to changing your mind. You are not afraid to speak your mind when it is useful or important, and take responsibility for the results of doing so. You actively and curiously listen to others, and take responsibility for your responses to them.

You can do more than you might think. You are bold, creative and open to failure. You know what you do won’t be perfect at first but that doesn’t stop you. You start small and quickly and iterate to improve.


  • 5% employer contributory pension
  • 30 days annual holiday plus bank holidays
  • Life assurance cover
  • Long term disability cover
  • Critical illness cover
  • £750 annual professional development budget
  • Enhanced sick pay
  • Enhanced maternity/paternity pay
  • Season ticket loan
  • Cycle to work scheme
  • Eye care vouchers
  • Coaching and mentoring
  • Flexible working
  • Monthly team building and social events

How to apply

Please send a CV and cover letter explaining why you are the right candidate for the role, along with an indication of your salary expectation to [email protected] by 5pm (GMT) on Friday 6 March 2020.