Senior Director, Enrollment Sales

, VA
May 30, 2017
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Senior Director, Enrollment Sales

Job ID: VC20172205-23251


Senior Director, Enrollment Sales


The Senior Director leads a team of sales and retention-focused Higher Education professionals across Enrollment programs in recruitment and financial aid including College Board Search, CSS PROFILE, PowerFAIDS, Institutional Documentation Service (IDOC) and Net Price Calculator. The leader has an analytical, solutions-oriented mindset and is a skilled manager, with experience in Higher Education, marketing and sales. The leader is collaborative and skilled at gathering and synthesizing input and data from multiple sources to develop, plan, execute and measure strategic sales and marketing campaigns.

  • Vision and strategy
    • Analyze inputs such as usage data, program strategy, competitive landscape, field and product intelligence, relationships, sales cycles/calendars and past experience to develop sales and marketing tactics that drive achievement of institutional service, retention and sales goals.
  • Plan, execute and evaluate results
    • Plan, schedule and coordinate priority campaigns with program, marketing and regional staff.
    • Engage institutions to develop strategies and solutions to drive institutional goals.
    • Develop and track campaign evaluation metrics and learnings, and adjust accordingly.
    • Conduct workshops, presentations and training, as needed.
  • Manage team, budget and performance
    • Manage Enrollment Sales team including supervising, targets, budget and performance against goals, strategy, execution, training and coaching.
    • Manage forecast and pipeline including forecasting sales, and analyzing sales activity reports.
  • Maintain and continuously deepen knowledge; self and team
    • Knowledge areas include higher education trends, enrollment management, admissions, financial aid issues, programs and services, competitive landscape, marketing and sales.
  • Vendor strategy and management
    • Develop and execute strategic plan to strengthen our work with Enrollment Management consulting providers and Higher Ed software providers, deepening relationships, while driving integration and sales growth.


Internal Contacts :

Regular collaboration with managers in Enrollment unit, program leads and regional staff. Some contact with legal and finance.

External Contacts :

Significant contact with offices of admissions, financial aid, and enrollment management. Some contact with 3 rd party partners (consultants, software providers, reseller partners).

  • Bachelor's degree or equivalent experience required.
  • 8+ years of directly related, progressively responsible work experience with proven success in software sales.
  • Experience with College Board Enrollment programs and/or a background with Higher Education Admissions and Financial Aid processes, trends and key issues preferred.
  • Sales and/or marketing experience a plus.
  • Demonstrated competency in strategic thinking, leadership, relationship management, and strong presentation, speaking, and meeting facilitation skills.
  • Proven communication and collaboration skills. Ability to present complex topics, lead group discussions and analyses. Strong team skills.
  • Ability to work in a fast-paced environment and respond effectively to changing customer and business needs.
  • Demonstrated problem solving skills.

  • Reston, VA (preferred).
  • Travel; up to 20%.


If you are interested in joining the College Board in this position and you meet our qualifications, we encourage you to apply by submitting your resume and a brief, introductory cover letter through our Careers page at


The College Board's mission is to connect students to college success and opportunity. We are a not-for-profit membership organization committed to excellence and equity in education. Among our best-known products are the SAT®, PSAT/NMSQT®, and Advanced Placement Program®. The College Board is committed to diversity in the workplace and is an Equal Opportunity Employer. The College Board participates in E-Verify, a service of DHS and SSA, where required. Please understand that only qualified applicants will be contacted.

Desired Travel Less than 25%
Areas of Expertise Field Sales, Business Development, Enrollment, Financial Aid
Highest Level of Education Master's Degree
Job Type Full Time
Location Reston, VA
Years of Relevant Experience 6-9