Senior Director, End User Business Development- Education

About the role

The Senior Director of Education is responsible for setting and executing the overall business development, go-to-market (GTM), and people leadership strategy for HID’s Education verticals across North America. This role owns revenue growth, market expansion, and strategic account engagement while leading and developing a large, high-performing team aligned to commercial end-user markets.

Responsibilities

• Owning and executing the end-to-end Education vertical commercial strategy across North America.
• Driving revenue growth, pipeline development, and deal execution across assigned Education segments.
• Leading, coaching, and developing a team of 12+ direct and indirect reports to deliver sustained performance.
• Serving as the senior internal leader and external ambassador for HID within Education markets.
• Partnering cross-functionally to deliver scalable PACS, Mercury-based, and mobile-enabled access solutions.
• Defining Education vertical priorities, segmentation, and GTM focus aligned with HID PACS and Mercury platforms.
• Acting as the senior internal voice for Education markets, providing insight on customer needs, buying behaviors, and competitive dynamics.
• Ensuring HID solutions scale across enterprise, multi-site, and global education environments.
• Leading and developing Directors, Senior Business Development Managers, and Business Development Managers.
• Establishing performance expectations, KPIs, and individual development plans to drive accountability and growth.
• Partnering with Sales leadership and HR on hiring, onboarding, succession planning, and talent development.
• Fostering a collaborative, enterprise-focused selling culture across functions.
• Driving pipeline creation, opportunity progression, and revenue attainment across Education verticals.
• Leading strategy and execution for mobile engagement adoption, positioning mobile credentials as a natural extension of traditional PACS and Mercury systems.
• Ensuring commercial messaging highlights operational efficiency, security, scalability, and user experience.
• Directly supporting large, complex enterprise opportunities and engaging executive stakeholders as needed.
• Collaborating with Marketing on Education-specific messaging, thought leadership, and demand generation initiatives.
• Partnering with Product and Technology teams to influence roadmaps supporting large-scale education deployments.
• Strengthening relationships with consultants, system integrators, and strategic technology partners.
• Representing HID at industry events, customer briefings, and strategic partner engagements.

Requirements

• Bachelor’s degree required.
• 10+ years of experience in physical security, access control, or enterprise security solutions.
• Minimum of 5 years leadership experience.
• Proven experience leading and scaling large, high-performing teams (12+ individuals).
• Strong understanding of enterprise PACS environments, including traditional access control and Mercury-based architectures.
• Demonstrated success driving complex sales motions involving multiple stakeholders and long sales cycles.
• Executive-level communication skills with the ability to engage CIOs, CISOs, Facilities, Operations, and line-of-business leaders.
• Willingness and ability to travel extensively across North America.
• MBA or advanced degree.
• Experience selling into Education verticals (K-12, Higher Education, or large campus environments).
• Exposure to mobile credentials, digital identity, or cloud-enabled access strategies.
• Demonstrated experience influencing product or technology roadmaps.

Qualifications

• Deep market expertise.
• Strong executive presence.
• Proven ability to lead complex, cooperative selling environments.

Skills

• Strategic thinking and execution.
• Team leadership and development.
• Market analysis and segmentation.
• Collaborative selling and partnership management.
• Customer relationship management.
• Product and technology roadmap influence.
• Mobile credential and digital identity expertise.

Benefits

Competitive salary and rewards package
Competitive benefits and annual leave offering, allowing for work-life balance
Vibrant, welcoming & inclusive culture
Extensive career development opportunities and resources to maximize your potential

Pay

$168,000 to $196,000 base salary in the United States
OTE up to $280,000

Schedule

Remote, US