Director of Sales - Higher Education

Pennsylvania, United States
Salary Commensurate with experience
Dec 17, 2020
Employment Level
Employment Type
Full Time

Sales Director – Higher Education


The Sales Director for Higher Education is responsible for managing a team of field sales representatives (FSR) and Sales Development Representatives (SDR). The Sales Director is responsible for actively driving and managing sales engagements through a complex buying cycle, from prospecting through closing. Meeting or exceeding bookings and revenue goals for this team is the Sales Director’s paramount objective. The position will require coaching and mentoring in support of the FSR’s direct selling activities. Must possess strong presentation skills, professional written communication skills and possess strong analytical capabilities. Will be organized and able to eliminate sales obstacles through creative and adaptive approaches. This is a remote position. The candidate can live anywhere in the upper Eastern states.


Job Requirements:

  • Manage a team of 4-6 sales professionals, remotely located, to meet and exceed sales goals including pipeline review and deal management along with performance management and development 
  • Manage all aspects of the sales process including lead generation, qualification, evaluation, close and account care
  • Sell value and ROI of Gordian’s solutions to the Higher Education market
  • Partner closely with GM of Higher Education, organizational leadership, and other teams to undertake strategic, revenue-generating initiatives
  • Use market knowledge and client requirements to influence the product development roadmap to create high-growth market opportunities
  • Determine customer requirements and expectations in order to capture business intelligence, articulate Gordian’s value proposition, recommend appropriate solutions, and emphasize solution features and benefits to both business and technical stakeholders
  • Mentor and develop the team to deliver consistent performance to quota
  • Maintain accountability for sales efforts to include pipeline reporting, forecasting and activity logs in the designated customer relationship management (CRM) system
  • Develop and maintain an expert level of knowledge of company solutions and competition in the market
  • Use individual selling skills when appropriate to drive key revenue opportunities
  • Participate in ongoing training to increase professional growth and job effectiveness
  • Drive standardization of Gordian’s business practices  


  • Bachelor’s degree and 5+  years of sales management experience
  • 10-12 years’ experience selling technology, information services or business services solutions in the Higher Education market as an individual contributor or sales manager
  • Demonstrated ability to meet or exceed a sales quota as an individual contributor and sales manager, along with consistent track record of developing new business and managing sales cycle from generating leads through closing, are required
  • Excellent written, oral communication, organizational, presentation skills and the ability to work across a matrixed organization are a must 
  • Experience calling on Finance/Procurement and/or Facilities within Higher Education is required
  • Knowledge of the construction project life-cycle preferred
  • Ability to travel 50% of the time

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