VP of Institutional Relations

About the role

The Vice President of Institutional Relations will lead revenue growth, enrollment, and market expansion across a defined territory by managing a team of salespeople RD (Regional Directors).

Responsibilities

• Lead and develop a team of reps RD (Relationship Directors) to drive consistent quota, revenue, retention and enrollment targets.
• Own and execute a growth plan with CRO.
• Translate targets into territory quotas with weekly pipeline reviews, win rates, to drive revenue generation.
• Maintain regular engagement with key stakeholders at University Partners.
• Lead territory and account planning, standardize account plans (org map, pain, opportunity, next steps), run territory reviews and monthly account deep dives.
• Drive pipeline creation discipline across prospecting and partner collaboration.
• Identify high-potential and underpenetrated Partners and enforce pipeline creation targets, KPI's and prospecting discipline.
• Collaborate with the team to identify high-potential opportunities aligned with program offerings, recommend appropriate programs based on academic, growth, and institutional needs.
• Represent CEA CAPA at conferences, campus events, college fairs, and campus sales calls.
• Partner with the broader Institutional Relationship sales team, Partner Services team, and Strategic Academic Liaison team to drive University Partner growth in a coordinated Strategy & Continuous Improvement.
• Drive adoption of sales tools, playbooks, and methodologies to improve consistency and performance.
• Support development of partner growth strategies that strengthen long-term relationships and expand opportunities with university partners.
• Contribute to initiatives that enhance sales effectiveness, partner experience, and overall revenue outcome.

Requirements

• Bachelor’s degree required, master’s degree a plus.
• 5+ years of progressive sales leadership experience, with higher education exposure preferred.
• 3+ years in a consultative, relationship-driven sales or business development role, with a track record of influencing decision-makers.
• Proven experience in a complex relationship oriented/multi-stakeholder sales cycle.
• Preference given to higher education or in a similar complex sales motion.
• Strong relationship-building skills with the ability to influence, advise, and drive decisions.
• Excellent consultative communication and presentation skills, including comfort engaging with diverse sets of buyers such as executives, students, families, and institutional stakeholders.
• Demonstrated ability to manage a broad set of accounts to prioritize high-impact opportunities and consistently work toward targets.
• Experience using Salesforce CRM to manage pipeline, track activity, and monitor performance and ensure timely follow up and conversion.
• Willingness and ability to travel 50–75% within an assigned portfolio of university partners.
• Self-directed and results-oriented leader, with confidence operating in a remote environment while collaborating effectively across teams to achieve goal-based outcomes.

Qualifications

• Bachelor’s degree required, master’s degree a plus.
• 5+ years of progressive sales leadership experience, with higher education exposure preferred.
• 3+ years in a consultative, relationship-driven sales or business development role, with a track record of influencing decision-makers.
• Proven experience in a complex relationship oriented/multi-stakeholder sales cycle.
• Preference given to higher education or in a similar complex sales motion.
• Strong relationship-building skills with the ability to influence, advise, and drive decisions.
• Excellent consultative communication and presentation skills, including comfort engaging with diverse sets of buyers such as executives, students, families, and institutional stakeholders.
• Demonstrated ability to manage a broad set of accounts to prioritize high-impact opportunities and consistently work toward targets.
• Experience using Salesforce CRM to manage pipeline, track activity, and monitor performance and ensure timely follow up and conversion.
• Willingness and ability to travel 50–75% within an assigned portfolio of university partners.
• Self-directed and results-oriented leader, with confidence operating in a remote environment while collaborating effectively across teams to achieve goal-based outcomes.

Skills

• Strong relationship-building skills.
• Excellent consultative communication and presentation skills.
• Ability to influence, advise, and drive decisions.
• Experience using Salesforce CRM.
• Ability to manage a broad set of accounts.
• Willingness and ability to travel.
• Self-directed and results-oriented leader.

Benefits

• 12 paid holidays.
• Generous PTO.
• Up to 8 hours paid volunteer time.
• Comprehensive health, dental, and vision coverage.
• Benefits for domestic partners.
• Paid parental leave.
• Caregiving time off for life events.

Pay

$100,000-$120,000, with eligibility for additional variable compensation.

Schedule

Flexible schedule to accommodate travel and remote work.