Associate Director/Director of Sales, Executive Education

Job Description

Job Description

Associate Director/Director of Sales, Executive Education

Job Summary

The David Eccles School of Business seeks an experienced sales and business development professional to grow Executive Education revenue, personally develop and close new business, and lead the business development team. Reporting to the Associate Dean, this role is accountable for individual sales results and team performance, and is responsible for developing custom client programs and shaping the open enrollment portfolio.

The role connects employers and professional learners with customized organizational learning solutions, open enrollment programs, professional certificates, and other Executive Education offerings across Utah and beyond. The successful candidate will proactively identify prospects, engage senior decision-makers, understand organizational needs, and advance opportunities from initial outreach through proposals, negotiations, and signed agreements.

Approximately 60% of the role is devoted to personal selling and account development, 20% to program development and portfolio planning, and 20% to sales team leadership. The position carries an individual revenue target in addition to responsibility for team sales performance. An established program operations team supports delivery, allowing this role to focus on sales, development of learning solutions, and business growth.

Learn more about University of Utah benefits at benefits.utah.edu.

Learn more about the great benefits of working for University of Utah: benefits.utah.edu

This position may be filled at the Associate Director or Director level, depending on qualifications, demonstrated sales results, and experience leading sales teams and developing learning solutions. At either level, substantial personal selling, individual and team sales goals, program development, and sales team management are core responsibilities.

Responsibilities
Personal Sales and Account Development

• Meet established individual sales and revenue goals through new client acquisition, repeat business, and expansion of existing accounts.
• Build a qualified pipeline through targeted outbound outreach, referrals, networking, and timely follow-up on inquiries. Generate opportunities independently and in partnership with enrollment marketing.
• Lead consultative sales conversations with executives, HR and talent leaders, and other organizational decision-makers to understand business priorities, learning needs, budgets, and purchasing timelines.
• Develop and present proposals, advance pricing discussions, negotiate within approved parameters, and secure client agreements through University processes.
• Manage the full sales cycle with clear next steps and consistent follow-through. Maintain client relationships to identify renewals, additional programs, and group enrollment opportunities.
• Maintain accurate CRM records of activity, opportunity stage, expected value, next steps, and anticipated close dates. Provide reliable forecasts and report progress toward sales goals.

Program Development and Portfolio Planning

• Lead the development of custom Executive Education solutions by translating client priorities, business challenges, and learning needs into proposed programs.
• Work with faculty, instructors, and program operations staff to shape content, learning objectives, format, scope, and pricing, ensuring offerings meet client needs and can be delivered successfully.
• Lead planning for the open enrollment portfolio, identifying topics, audiences, formats, and timing based on market demand, client feedback, sales results, and faculty expertise.
• Develop the business case for new offerings, including target audiences, anticipated demand, pricing, revenue potential, and delivery costs.
• Evaluate program performance with Executive Education leadership and recommend which offerings to launch, repeat, refine, or discontinue.

Business Development Team Leadership

• Supervise, coach, and develop the business development team, with clear expectations for prospecting, pipeline development, sales conversion, and revenue production.
• Translate Executive Education revenue objectives into individual sales goals, account priorities, and actionable business development plans.
• Conduct regular pipeline reviews and individual coaching to advance opportunities, address stalled deals, strengthen sales skills, and improve follow-through.
• Establish clear account ownership and lead assignment practices. Evaluate results against agreed goals and provide timely feedback, recognition, and performance accountability.

Collaboration and Client Transition

• Partner with enrollment marketing and strategic partnerships colleagues on campaigns, lead generation, employer outreach, and shared opportunities.
• Provide a clear handoff of signed engagements to program operations, including client objectives, scope, timelines, and commitments. Stay engaged as the client relationship owner.

Minimum Qualifications
EQUIVALENCY STATEMENT: 1 year of higher education can be substituted for 1 year of directly related work experience (Example: bachelor's degree = 4 years of directly related work experience). Department may hire employee at one of the following job levels:
Associate Director, Sales Administration Management: Requires a bachelor's (or equivalency) + 10 years or a master's (or equivalency) + 8 years of directly related work experience.
Director, Sales Administration Management: Requires a bachelor's (or equivalency) + 12 years or a master's (or equivalency) + 10 years of directly related work experience.

Preferences

• Demonstrated success personally meeting or exceeding sales targets, acquiring new clients, and closing business in consultative business-to-business sales.
• Experience selling complex services or solutions, such as corporate learning, leadership development, consulting, professional services, or enterprise solutions.
• Experience managing or coaching sales professionals while maintaining personal sales responsibility.
• Experience translating client needs into tailored solutions, proposals, or learning programs, and identifying market opportunities for new offerings.
• Ability to develop opportunities through outbound prospecting and advance sales involving multiple decision-makers and extended purchasing timelines.
• Strong discovery, proposal development, presentation, negotiation, and account management skills, with credibility engaging senior organizational leaders.
• Experience using Salesforce or a comparable CRM to manage activity, pipeline progression, and revenue forecasts.
• Strong business judgment, including the ability to assess pricing, revenue potential, delivery costs, and commercial viability of proposed offerings.
• Experience in executive education, corporate learning, or professional education, and familiarity with Utah or regional employer networks are preferred. Candidates with relevant sales and solution development experience from other industries are encouraged to apply.

Why Join the Eccles School The David Eccles School of Business offers the opportunity to connect organizational learning needs with faculty expertise and practical professional education. With relationships across entrepreneurship, healthcare, finance, technology, and other industries, the School provides a foundation for expanding Executive Education across Utah and beyond.

This role will directly contribute to the growth of a multi-million-dollar Executive Education portfolio by winning new business, developing relevant learning solutions, and building a productive sales team.

Established program operations and enrollment marketing teams provide support for bringing those opportunities to market and delivering strong client experiences.

Special Instructions

Requisition Number: PRN46486B
Full Time or Part Time? Full Time
Work Schedule Summary: Monday through Friday, on-site at the University of Utah, with off-site client meetings and business development activities as needed. Regular in-person engagement with faculty, staff, clients, and community partners is central to this role.Occasional evenings, weekends, and travel are required to support client needs, programs, events, and business development activities.This position is not eligible for remote work and is expected to maintain a consistent on-campus presence.
Department: 00033 - Executive Education
Location: Campus
Pay Rate Range: $85,000 to $125,000 *Appointment level and salary will be determined based on qualifications, relevant experience, and demonstrated sales and leadership results.
Close Date: 11/30/2026
Open Until Filled:

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