Director of Sales and Business Development, Higher Education Solutions

American Psychological Association - Washington D.C., District of Columbia - Full time

As the Director of Sales & Business Development, Higher Education Solutions, you will have an opportunity to develop and drive the new sales strategy for higher education, exceed assigned pipeline and profit objectives, lead new business initiatives and processes for courseware solutions, and work closely with APA leadership. The role will work closely with applicable APA higher education stakeholders to drive the value proposition both internally and externally in the market place.

Education and Experience:

  • Bachelor’s degree
  • 5+ years of experience selling educational technology tools and services into the higher education market sector with an ability to sell to all client stakeholders in the higher education value chain and a proven track record of success
  • A combination of market, product, technology, and sales knowledge in the higher education market space including but not limited to a deep understanding of how decisions are executed, go to market sales strategies, knowledge of various business models and trends in higher education (e.g. inclusive access, the use of LMS’s, price sensitivity, etc.)
  • 5+ years of sales management experience hiring and leading results driven sales talent
  • Start-up business development and/or sales experience building a revenue business, developing a new team, establishing new business models, etc.
  • Experience with CRM Systems (e.g. Salesforce)

Bonus Experience:

  • A master’s degree in a related field, or MBA
  • Knowledge of behavioral science and learning management systems
  • Note: Incumbent must live in DC, MD, VA, or PA


Sales & Business Development Start-Up Leadership: Develop a team of 3 recently hired results-driven salespeople and provide coaching and professional development to enhance their ability to build out their business and partnerships, and deepen their product knowledge and consultative technology sales skills. Establish productive, professional relationships with key thought leaders in the higher education psychology market. Represent APA Higher Education solutions in the marketplace at various industry organizations and events.

Sales & Business Development Strategy: Develop and lead Account Sales Strategy & Territory Business Development Strategy for both new and renewal accounts. Exercise creativity and independent judgement to develop and evaluate sales strategies and business models by region. Aggressively lead efforts to research, identify, qualify & target potential clients & develop access strategy to initiate contact for the team.

Sales Execution: Maintain strong pipeline of opportunities to meet annual sales targets. Manage sales certification process for higher educational courseware tools in the applicable market. Operate within expense and program budgets.

Relationship Management: Develop & maintain relationships at all levels of the academic institution applicable in the value chain for higher education solutions. Influence and develop other sales team members without formal authority. Utilize resources from across APA to design & deliver customer desired outcomes. Collaborate with marketing, sales operations, and product business leaders to ensure optimal support of sales activity.

Customer Experience: Clearly identify the educational product needs of current and future client segments and develop customer specific value points for those needs. Create comprehensive feedback loop for product development. Recommend to customers how new products will enhance the learning experience for students by having a solid understanding of the challenges of learning and teaching in various course areas.

Travel up to 40% of the time.

Other duties as assigned

Application Instructions:

Qualified candidates must apply online through APA’s applicant system and attach a cover letter and resume specifying your salary expectations. Applications that are submitted without both documents are considered incomplete and will not be reviewed for consideration. Once your application is submitted, you will receive a confirmation email. Please make sure to check your Spam folder if you do not receive an email from us.

The American Psychological Association is an Equal Employment Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected Veteran status, sexual orientation, gender identity, or any other protected categories covered under local law.

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Experience Level

Senior Level

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