GMAC · 1 month ago
Director, Sales and Business Development
Reston, VA
Full-time
Hybrid
Director/Executive
7+ years expGraduate Management Admission Council (GMAC™) is a mission-driven organization aiming to enhance graduate management education. The Director, Sales and Business Development is responsible for implementing strategic plans to achieve growth targets for B2B products, overseeing the entire customer engagement journey from prospecting to renewal.
EducationNon Profit
Responsibilities
Create and implement a business development plan in line with the organization’s overall objectives for assigned B2B product suite. Develop and implement strategies to drive new business and defend existing base (includes proactive identification of new markets, partners, vendors and sponsors of product suite). Design and assign sales territories to maximize market coverage and revenue potential. (Segment markets beyond just territories, e.g., maturity, use case, budget owner and decision cycle.)
Define and refine Ideal Customer Profiles (ICPs) across the B2B portfolio in partnership with Product and Market Development, grounded in buyer needs, purchasing behavior and willingness to pay
Serve as front line sales manager. Recruit, onboard, coach, and provide training for team members to achieve individual and collective goals. Lead team in developing practices for understanding the needs of business schools related to marketing, recruitment and selection and positioning GMAC as the ‘go to’ partner in fulfilling these needs. Conduct regular pipeline health evaluations with team, share best practices and guide improvement techniques. Design and manage incentive plans that reward performance, drive urgency, and align directly with revenue and profitability goals
Collaborate with Product and Regional leads to align strategies and resources enabling a seamless and united presentation of solutions to clients. Manage a “solutions” partner process utilizing consultative selling techniques and practices in collaboration with various product and client facing account teams across the organization
Track, analyze, and act on key sales metrics, including pipeline, velocity, renewal rates and average deal size. Maintain tight control over the end-to-end sales pipeline - from prospecting through close – and own accountability for timely updates, data quality, and forecast reliability. Provide regular, data-driven reporting on customer experience, bookings, revenue outlook, and performance against plan
Partner with key stakeholders in Product and Technology to develop new tools and collateral to be leveraged at all stages of the sales process to facilitate the communication of GMAC’s unique selling proposition
Systematically gather and synthesize market intelligence and competitive insights to inform go-to-market decisions and sharpen GMAC’s value proposition
Establish close partnerships with colleagues across the organization to prioritize focus groups accounts. Quickly build relationships to ensure excellent communication pathways, set clear expectations, accelerate deliverables, address the needs of Solutions proactively and support the efforts/initiatives of other departments that drive GMAC business
As needed, assist in preparing client proposals, offering strategic input and acting as a subject matter expert for products on key account calls and at relevant industry events
Continue to drive the adoption of Salesforce and other enablement tools among internal stakeholders to enable more accurate forecasting and make the business development process more systematic, transparent, efficient, and effective
Other responsibilities and duties, as assigned
Qualification
Required
Advanced degree from an accredited university, preferably in business; Or equivalent combination of education, skills, and experience
7 years' experience in business development, key account management and/or relationship management, including proven consultative sales experience
3 years' supervisory experience, managing staff and resources directly or indirectly
Strategic thinker with a successful track record in creating and executing a business development strategy, including experience in identifying and cultivating market opportunities, planning, strategic partnerships, and conducting market, financial and business analysis
Proven experience building excellent client relationships, offering value added, insightful and strategic vision into their business
Ability to provide and garner support from colleagues based on expertise, trust and influence; Comfortable collaborating with function leaders, peers, and front-line teams
Experience in problem solving, market analysis, and competitor monitoring
Superior analytical skills and ability to leverage data to tell a story
Excellent listening, communication, and presentation skills; and a strong ‘service mindset'
Knowledge of the full life cycle of the sales process from prospecting to close
Experience with CRM systems; commitment to serving customers better
Ability to work in-office and remotely according to GMAC's hybrid work environment
Ability to travel up to 20% globally
Preferred
Experience working in higher education, or with degree programs in various parts of the world
Company
GMAC
GMAC, a global, non-profit organization, founded by and serving the leading business schools worldwide, is actively committed to advancing the art and science of admissions.
51-200 employees
Funding
Current Stage
Growth StageLeadership Team
Joy Jones
Chief Executive Officer
Recent News
2025-10-21
2025-09-26
Company data provided by crunchbase