Principal Development Manager

The American Institutes for Research (AIR) seeks a results-driven Principal Development Manager to support the organization's strategic growth and revenue diversification efforts. This role is designed for a senior growth professional who excels at converting strategy into action by identifying opportunities and building partnerships to help AIR scale new offerings, enter new markets, and position itself as a leader in evidence-based, impact-driven solutions.

This position has the flexibility to work remotely within the United States (U.S.) or from one of AIR's U.S. office locations. This does not include U.S. territories. The role requires regular domestic and international travel.

About AIR

Founded in 1946 and headquartered in Arlington, Virginia, the American Institutes for Research (AIR) is a nonpartisan, not-for-profit organization that conducts behavioral and social science research and delivers technical assistance to address some of the most pressing challenges in the United States and globally. We generate evidence and apply data-driven solutions that expand opportunities and improve lives for all.

Responsibilities

Corporate Development & Strategic Partnerships

• Support corporate development initiatives led by the VP of Strategy, including strategic partnerships, joint ventures, incubator and accelerator efforts, and new business models.
• Bring, cultivate, and expand a large, diverse network of relationships to generate and advance new revenue opportunities.
• Identify and advance partnership opportunities that align with AIR's priority growth areas and emerging markets.
• Lead or support negotiations, structuring agreements and revenue models in collaboration with Legal, Finance, and Contracts. Engage commercial and industry partners to codevelop scalable, mission‑aligned solutions.

Portfolio Expansion & Market Intelligence

• Cultivate and manage relationships with prospective clients, partners, and funders, serving as a trusted representative of AIR.
• Contribute to the identification and vetting of new growth areas, providing market intelligence, client insights, and competitive analysis.
• Support the development and launch of new offerings, pilots, or ventures by translating market needs into actionable opportunities.
• Provide feedback and insights to inform big bets, moonshots, and incubator initiatives, as directed by the VP of Strategy.

Operational Excellence

• Develop and manage scalable processes that support corporate development efforts, including tracking goals, KPIs, and performance against growth targets.
• Partner closely with BD Operations to align practices across development efforts including compliance, strategic pricing, and effective proposal management.
• Contribute to achievement of Growth Office strategy and AIR's financial and business development goals.
• Build and maintain trusted relationships with internal stakeholders, key clients, foundations, industry partners, and others.
• Contribute to a culture of collaboration, transparency, and innovation across AIR's programs.
• Establish new ways of working related to development by leveraging external expertise, thought leadership from different sectors, and established best practices from across different sectors.
• Partner with workgroup leads and team members to position AIR for diversification of revenue in the near, mid, and long term.

Qualifications

Education, Knowledge, and Experience

• Bachelor's degree and 12+ years of experience in business, social sciences, public policy, technology, or a related field.
• Demonstrated success generating nongovernment revenue, including experience with foundations, nonprofits, and/or commercial or industry clients.
• Experience leading or contributing to venture, startup, incubator, or new market initiatives.
• Proven track record of cultivating and managing long‑term strategic relationships.

Skills

• Effective communication skills with the ability to collaborate efficiently in a virtual work environment.
• Ability to work independently and collaboratively, prioritize objectives, and meet timelines.
• Detail-oriented problem-solver, able to prioritize and adapt in a dynamic environment.
• Highly organized and system‑oriented, with an appreciation for designing, using, and updating metrics, dashboards, and performance tracking.
• Exhibit broad knowledge across multiple content areas and leverage it to develop and apply new ideas.
• Proven organizational, analytical, critical thinking, and problem-solving skills.
• Excellent relationship‑building, negotiation, and executive‑level communication skills.
• Ability to translate strategic priorities into concrete actions and measurable results.
• Collaborative, adaptable, and comfortable working across functions and leadership levels.
• Commitment to AIR's mission, values, and long-term impact.

Disclosures

Applicants must be currently authorized to work in the U.S. on a full-time basis. Employment-based visa sponsorship (including H-1B sponsorship) is not available for this position. Depending on project work, qualified candidates may need to meet certain residency requirements.

Equal Employment Opportunity Statement

American Institutes for Research is an equal employment opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without discrimination on the basis of age, race, color, religion, sex, gender, gender identity/expression, sexual orientation, national origin, protected veteran status, or disability. AIR adheres to strict child safeguarding principles. All selected candidates will be expected to adhere to these standards and principles and will therefore undergo reference and background checks. AIR maintains a drug-free work environment.

Accessibility Notice

If you need a reasonable accommodation for any part of the employment process due to a physical or mental disability, please send an email to Taliba Boone at [email protected] or call 202.403.5000.

Fraudulent Job Scams Warning & Disclaimer

AIR is aware of individuals falsely presenting themselves as AIR representatives. Fraudulent job scams seek to extract sensitive information or money from victims. To protect yourself, please be aware that AIR recruitment will only email you from an "@air.org" domain. Please take extra caution while examining the email address, for example [email protected] is correct and [email protected] is not a legitimate AIR email address. If you are unsure of the legitimacy of a communication you have received, please reach out to [email protected]. If you see a job scam, or lose money to one, report it to the Federal Trade Commission (FTC) at ReportFraud.ftc.gov. You can also report it to your state attorney general. Find out more about how to avoid scams at ftc.gov/scams.

Recruiting Notes

#LI-AS1 #LI-REMOTE

Salary

AIR's Total Rewards Program is designed to reward our staff competitively and motivate them to achieve our critical mission. This position offers the anticipated annual salary as listed. Salary offers are made based on internal equity within the institution and external equity with competitive markets. Please note this is the annual salary range for candidates that are based in the United States.

Anticipated Annual Salary Range: $170,000 – $203,000 USD