Job Description:
About ETS:
For more than 75 years, we have amplified products and services based rigorous research and our belief in the power of learning. Driven by our mission to advance quality and equity in education, ETS provides learning solutions, pioneering research and trusted assessments that help guide learners around the world on their path to new possibilities.
Our portfolio of trusted measures include
TOEFL, TOEIC, GRE and Praxis. Along with research, development and innovation that explores new frontiers in learning and measurement our educational measurement solutions and research contribute to the development of new methods and tools, inform important dialogue with education policymakers, and shed light on critical issues and potential solutions - all with the aim of creating a world where all learners can improve their lives through education.
With new senior leadership at the helm, ETS aims to continue changing the lives of all learners as we expand our organization's global footprint. Our goal is to remain at the forefront of assessment and measurement efficacy within the education and ed tech space as it continues to grow and evolve.
The Executive Director, Sales will be responsible for developing and leading a high-performing sales team and driving revenue
growth through the development and management of channel partners and signing strategic sales agreements to drive growth.
Expertise in large scale contract sales and proven track record in sales leadership and maintaining strategic relationships with
key stakeholders will be instrumental in expanding our market presence and achieving ambitious targets.
The incumbent will be responsible for growing TOEFL in the US (In country sales) and growing the business 15%+ YoY.
Develop and execute a strategic sales plan: Collaborate with senior management to definesales
objectives, strategies,and targets for assessment services contracts. Design acomprehensive sales
plan that encompasses lead generation,customer acquisition, contractnegotiations,and revenue growth.
Develop, lead and mentor the sales team: Recruit, train, and motivate a skilled sales team specialized in assessment contracts.
Provide ongoing coaching, guidance, and support to enhance their performance and drive results. Foster a culture of teamwork,
accountability, and continuous improvement.
Identifyand pursue business opportunities: Proactivelyidentifypotential clients and cultivate strong relationships with key
stakeholders across sectors. Effectively communicate the value proposition of our assessment solutions, tailoringpresentations
and proposals to meet clients' unique needs. Drive the sales process from prospecting to contract closure. Experience using
Salesforce or similar CRM is important for pipelining prospects and leads.
Manage the contract lifecycle: Collaborate with cross-functional teams, including legal, operations,marketingand finance, to
ensure successful contract negotiations, implementation, and fulfillment. Oversee contract renewals, expansions, and upselling
opportunities. Maintainaccurateand up-to-date records of contract status and revenue forecasts.
Market intelligence and competitive analysis: Stay abreast of industry trends, market developments, and competitors' activities
related to assessment services contracts. Leverage this knowledge toidentifynew business opportunities, refine sales strategies,
and differentiate our offerings in the market.
Sales performance tracking and reporting:Establishkey performance indicators (KPIs) and metrics to measure the sales team's
performance and track progress towards targets. Prepare regular reports and presentations for senior management, highlighting
sales performance, market insights, and revenue projections.
Required Experience:
- Experience owning an 8 digits Sales Target.
- Proven track record of meeting or exceeding sales targets and driving revenue growth.
- Excellent communication, presentation, and negotiation skills.
- Strong leadership abilities with the capacity to inspire and motivate a sales team.
- Strategic thinker with the ability to identify and pursue business opportunities.
- Results-oriented mindset with exceptional problem-solving and decision-making skills.
- Proficiency in CRM software and other sales tools.
- Bachelor's degree in a relevant field; advanced degree preferred.
- 10 + years of experience in services sales leadership, preferably within the education sector, assessment industry, or large-scale consulting solutions within the US
- Existing network of resellers a plus
ETS believes in a Total Rewards philosophy for our employees, and they include:
- Health, Vision, Dental insurance plans to choose from
- Generous continuous learning support, from individual learning grants to up to 6 classes a year for tuition reimbursement as well as on-line learning access!
- Generous PTO and vacation time to balance your work and life
- Additional 8 hours of PTO for volunteer work
- Retirement plan (401(a)) and traditional Roth (403b) with company contribution
- Commuter Benefits, Pet Insurance, 1 year subscription to Calm App
ETS is mission driven and action oriented
- Diversity, equity, inclusion, and belonging is at the forefront of the ETS employee's daily work. To further foster an inclusive environment ETS is home to a wide variety of Affinity groups that celebrate the diversity of our talented employees.
- How about cultivating growth, innovation, and continuous transformation for the next generation of rising professionals as leaders? ETS offers multiple Business Resource Groups (BRG) for you!
- Are you passionate about volunteering and being active in your career and community? ETS offers our Center for Advocacy & Philanthropy (CAAP) where we encourage ETS employees to become active volunteers in their communities and schools through the ETS Cares Giving Campaign. Our employees can support any 501c3 or eligible charity of their choice.
ETS is an Equal Opportunity Employer comprised of people with different experiences, strengths, and backgrounds who share a passion for advancing quality and equity in education. We are dedicated to building teams that reflect the various backgrounds, experiences, and identities of those we serve. The Talent Acquisition team strives to ensure candidates enjoy a fair and equitable hiring process. We believe our differences empower us to be a better team, making better decisions and delivering better results.
Keyword: Executive Director, developing and leading a high-performing sales team
