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College Board

Executive Director, Sales Enablement & Operations

🇺🇸 Remote - US

🕑 Full-Time

💰 $144,000 - $215,000

💻 Operations

🗓️ March 27th, 2024

Enablement Higher Ed Sales
Executive Director, Sales Enablement & Operations, State & District Partnerships 
College Board – State & District Partnerships 
Location: This is a fully remote role. Candidates who live near CB offices have the option of being fully remote or hybrid (Tuesday and Wednesday in office) 

Type: This is a full-time role 
About the Team  

State and District Partnerships (SDP) is laser focused on growing and maintaining College Board’s core businesses as market dynamics change. SDP colleagues serve as the primary liaisons to states and districts which use College Board programs and services. Within SDP, the Business Planning & Operations (BP&O) team is focused on the development and implementation of efficient overall business processes within the division and with cross-organizational teams to achieve clean delivery of our programs. We use data, observation, experience, and creativity to guide decision making and process development. We serve as a resource for the planning and operations of the division; encompassing the units focused on large, state and district partnerships, International, and Unified State Strategies. Our team works to provide opportunities to students through promoting the use of College Board programs and services including the SAT Suite of Assessments, Advanced Placement, and BigFuture.  
About the Opportunity  

As the Executive Director, Sales Enablement & Operations, you will report into the Vice President & Operating Officer, SDP. You will provide overall leadership and management for the Sales Enablement & Operations team and provide service supports and deliverables for the division. You are directly responsible for setting and executing the strategic direction of the sales operational components necessary to ensure success of SDP as a division.  You will work closely with the Regional Vice Presidents (RVPs) to understand their teams’ needs, lead the management of sales operations in support of the regions’ strategic sales and service activities. Through your work, you will manage a team that provides sales enablement for regional account management teams, ensures successful infrastructure is developed and maintained for sales operations, and leads the organization’s proposal development, response, and revenue contract processing operations. 

In this role, you will:  

Own Strategic Sales Enablement (40%)

  • Set the overall vision and strategy to align the sales enablement systems and infrastructure to support the overarching sales strategy 
  • Create and operate systems to enable the team to execute against a sales enablement program with a focus on increasing volumes and delivering an excellent experience for our customers 
  • Oversee the development, execution, and maintenance of sales pipeline infrastructure in Salesforce, in collaboration with Technology, and related resources, trainings and synergy with Unified State Strategy (USS) and regional teams 
  • In collaboration with Office of the SVP (OSVP), lead and manage the development of accurate data to facilitate goal setting at the division level by clarifying metrics and ensuring goals can be accurately cascaded and measured throughout the division. 
  • Work in close collaboration with RVPs to implement sales enablement strategies.   
  • Work with regional leadership to identify customer segments and develop systems to track progress towards regional goals for various customer segments   
  • Identify how public policy, communications, marketing, partnerships support our strategy and value proposition 
  • Work with regional sales leadership to develop, execute, and update/optimize overall sales enablement strategy for two to four years in the future, collaborating with SDP leadership, anticipating account management needs, and aligned to divisional and organizational priorities. 
  • Lead and design sales incentive plans, as appropriate, in collaboration with OSVP, Talent, and Finance. 
  • Create the tools and structures to monitor and support the work aggressively in service of the account managers 
  • Bring new ideas and recommendations on ways to enhance our sales/service work, grounded in sales best practices, research and field intelligence 
  • Strengthen Service delivery models by executing on efforts in consultation with account management teams to create a consistent service delivery model for standard service offerings connected to SDP playbook   
  • Lead Salesforce enhancement strategy that will track and report outcomes from sales and service activities, which captures field intel, progress to goal, short-/long-term opportunities, growth/loss of business, etc. 
  • Oversee trainings on sales enablement and related processes, ensuring they are engaging, relevant, and immediately useful to account management teams to drive sales and/or service outcomes 
  • Maintain and execute a philosophy of constant improvement to simplify, eliminate, automate, or build processes that meet the demands of today’s needs as well as those of one to three years in the future, working across departments and divisions with key stakeholders to plan and execute changes 
  • Build a trusted relationship with the sales team to deliver to account management teams data that help focus their time and efforts in determining states/districts/regions with growth opportunities for our programs and services 
  • Lead data reporting and analysis for the division, creating and delivering high quality, consistently accurate, and useful standard reports and dashboards that show progress to goals and accelerate understanding of territories with opportunities for growth.  Provide ad-hoc reporting as needed. 
Provide Leadership and Management (40%)

  • Lead sales enablement and operations strategy development and execution for a cross-divisional and multi-functional team to ensure alignment with organizational, divisional and regional goals related to sales and service (including with RVPs) 
  • Support on streamlined USS process to drive the effective scaling of solutions across states  
  • Provide coaching and support to ensure the team meets its goals, remains engaged, and contributes meaningfully to our mission  
  • Oversee the development of and progress towards team goals and metrics, reporting through dashboards that focus and drive action  
  • Coach each team member to grow and develop their skills and competencies, building upon their superpowers to accomplish outstanding results 
  • Meet regularly with SDP and cross-organizational executives to ensure alignment in strategy with regional goals and organizational priorities, forging the scope of sales, service and implementation domestically and internationally 
  • Partner closely with executive leaders of other teams within and outside of SDP to ensure alignment and strong collaboration/integration of sales team practices and needs (e.g. Office of the SVP, Unified State Strategy, Strategy, Programs, Legal, Technology, Operations, Marketing) 
  • Represent SDP as the Sales Operations leader, with expertise in the integration of technology platforms (e.g. Salesforce, internal BI tools, data feeds, marketing leads, etc.) in a complex organization. This will drive goal tracking, metric development, and account strategy.  Serve as the subject matter expert on all things sales-related and advocate across various divisions for what SDP needs to meet and exceed sales targets in short and long term. 
Manage Sales Operations (20%)

  • Ensure on-time, consistent, and highly accurate processing of all revenue contracts, data privacy agreements, district/state technology agreements, and other client forms related to the purchase of our programs and services in collaboration with programs, operations, technology, finance, legal, and other internal partners 
  • Lead the annual update of sales processes, terms and conditions language/riders, Salesforce integration, in collaboration with program, legal, technology, and other internal partners. 
  • Communicate to and train the SDP account management team on updates for each program’s sales cycle so that they can effectively engage in strategic selling with our state and district clients 
  • Lead the organization’s process and efforts to respond to requests for proposals and requests for information from state, district, and higher education clients, ensuring the organization and your team submits the best possible proposal to win the business by collaborating with key leaders across divisions  
  • Facilitate internal conversations when needed to help leadership and different divisions arrive at an agreed upon approach that meets both client and organizational needs 
About You 

You have:

  • Ten to twelve years of directly related, progressively responsible work experience at the senior level  
  • Experience leading high-performing teams with demonstrated success in management of a cross functional team 
  • Experience setting the vision and strategy for infrastructure that drives sales and service strategies, plans, incentives, and procedures along with experience seeing that strategy through execution by designing and implementing the infrastructure 
  • Demonstrated resourcefulness in setting priorities and guiding investment in people and systems 
  • Exceptional ability to engage and influence C-level executives and team members effectively 
  • Strong written and verbal communication skills, including excellent oral presentation/public speaking skills 
  • The ability to proactively communicate about, take on and own challenges (i.e., you are not afraid to take risks) 
  • The ability to be flexible, navigate ambiguous spaces and work on multiple, fast-moving projects while also driving toward clarity and solutions 
  • Working knowledge of data analysis, performance/operational metrics, sales incentive programs 
  • Demonstrable competency in strategic planning and business development 
  • Expertise in planning and budgeting 
  • Aptitude in decision-making and problem-solving 
  • In-depth knowledge and understanding of primary, secondary, and higher education  environments, and of educational systems (e.g., schools, colleges, departments of education, agencies) preferred, but not required 
  • The ability to travel one to two times a month 
  • Authorized to work in the United States 
About Our Process 
  • Application review will begin immediately and will continue until the position is filled  
  • While the hiring process may vary, it generally includes: resume and application submission, recruiter phone/video screen, hiring manager interview, performance exercise and/or panel interview, and reference checks.  This is an approximately 8-week process 
About Our Benefits and Compensation

College Board offers a competitive benefits and compensation program that attracts top talent looking to make a difference in education. As a self-sustaining non-profit, we believe in compensating employees equitably in relation to each other, their qualifications, their impact, and the relevant market.  

The hiring range for a new employee in this position is $144,000 to $215,000. College Board differentiates salaries by location so where you live will narrow the portion of this range in which you can expect a salary.  

Your salary will be carefully determined based on your location, relevant experience, the external labor market, and the pay of College Board employees in similar roles. College Board strives to provide our best offer up front based on this criteria.  

Your salary is only one part of all that College Board offers, including but not limited to:  
  • A comprehensive package designed to support the well-being of employees and their families and promote education. Our robust benefits package includes health, dental, and vision insurance, generous paid time off, paid parental leave, fertility benefits, pet insurance, tuition assistance, retirement benefits, and more 
  • Recognition of exceptional performance through annual bonuses, salary growth over time through market increases, and opportunities for merit raises and promotions based on increased scope of responsibility 
  • A job that matters, a team that cares, and a place to learn, innovate and thrive 
You can expect to have transparent conversations about benefits and compensation with our recruiters throughout your application process. 
About Our Culture 

Our community matters, and we strive to practice and improve our culture daily. Here are some headlines:  

  • We are motivated to positively impact the educational and career trajectories of millions of students a year.  
  • We prioritize building a diverse and inclusive team where every employee can thrive, and every voice is heard.  
  • We welcome staff to join any or all six of our affinity groups: ARISE (Alliance for Asian Retention, Inclusion, Success, and Engagement; DIASPORA (Alliance for Pan-African Success and Achievement); Pride (alliance for LGBTQ+ staff and allies); Resilience (alliance for Native staff and advocates); SALSA (Staff Alliance for Latinx Success and Achievement); and WIN (Women’s Impact Network).   
  • We value learning and growth; we offer formal and informal ways to lead through your superpowers, sharpen your strengths, and meet your development goals.  
  • We know that our impact is strongest together. Our College Board Cares program offers all staff up to $1,000 annual match against partner non-profit organizations.   
  • We offer a transparent approach to promotions and merit raises, annual performance-based bonuses, and how to grow your career here over time.