Brazil Business Development Manager

Khan Academy is a fast-paced nonprofit with a mission to provide a free, world-class education to anyone, anywhere. Our proven learning platform offers high-quality, supplemental content and practice—free of charge—covering core academic subjects from Pre-K through 12th grade and early college, with a strong focus on math and science. We serve over 200 million registered learners across 190 countries and 55 languages, and we are committed to improving learning outcomes for students worldwide, especially those in historically under-resourced communities. For more information, please see research findings about Khan Academy and our press center.

Our students, teachers, and parents come from all walks of life, and so do we. Our team includes people from academia, education, big tech companies, and startups. We hire great people from diverse backgrounds and experiences because it makes our company stronger. We value diversity, equity, inclusion, and belonging as necessary to achieve our mission and impact the communities we serve. We know that transforming education starts in-house with learning about ourselves and our colleagues. We strive to be world-class in investing in our people and commit to developing you as a professional.

Khan Academy Brazil delivers a world-class experience, locally relevant with content, programs, and resources for students, teachers, schools, and districts. Our platform is a supplemental digital learning resource that provides interactive, mastery-based activities for K–12 students in Math, Portuguese, and Science—all aligned with the BNCC. We serve over 11 million learners across our website, apps, and YouTube channels, and our goal is to scale impact through deeper partnerships with public districts and school systems.

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. If you are comfortable moving between strategic conversations with public education leaders and deep dives into RFPs, bid documents, and implementation details, this role is for you.

• 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

• 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

• Experience working with public education systems, NGOs, or government organizations, with a strong understanding of the realities and needs of teachers, school leaders, and district administrators
• Demonstrated passion for education equity and innovation, with a commitment to supporting public schools and underserved communities
• Proficiency with productivity and collaboration tools, such as Google Workspace, Microsoft Office, and project management platforms (e.g., Jira, Trello, Asana, or similar)
• Familiarity with AI‑powered tools for content creation, data analysis, or workflow efficiency, with curiosity about leveraging technology to improve educational outcomes
• Coaching and facilitation skills, with the ability to support capacity‑building in school systems through empathetic guidance, strategic questioning, and constructive feedback
• Experience with or exposure to philanthropic partnerships or CSR initiatives, especially those connected to public education

• 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

• Sal's TED Talks: 2023, 2015, 2011
• Our team:  http://www.khanacademy.org/about/the-team
• A glimpse of our content created: https://www.youtube.com/watch?v=QGLnIyop0P4

• →Attach your resume or Linkedin URL in the space provided below. 
• →Please address the below-mentioned task and attach your response in the space provided below.

Describe a public-sector partnership or bid process where you played a leading role. In your answer, briefly cover:

• The context and goal of the opportunity
• The key actions you led (e.g., stakeholder engagement, proposal/bid work, internal alignment)
• The outcome and one key learning

Please anonymize any confidential information and limit your response to one page.

We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, gender, gender identity or expression, national origin, sexual orientation, age, citizenship, marital status, disability, or Veteran status. We value diversity, equity, and inclusion, and we encourage candidates from historically underrepresented groups to apply.