VP, Sales and Enrollment

At Cengage Group, our employees have a direct impact in helping students around the world discover the power and joy of learning. We are bonded by our shared purpose – driving innovation that helps millions of learners improve their lives and achieve their dreams through education.

Our business is driven by our strong culture, and we know that creating an inclusive and diverse workplace is absolutely essential to the success of our company and our learners, as well as our individual well-being. We recognize the value of diverse perspectives in everything we do, and strive to ensure employees of all levels and backgrounds feel empowered to voice their ideas and bring their authentic selves to work. We achieve these priorities through inclusive programs, benefits, and initiatives that are integrated into the fabric of how we work every day. To learn more, please see https://www.cengagegroup.com/about/inclusion-and-diversity/

The Vice President of Sales and Enrollment at ed2go is a critical leadership role responsible for driving revenue generation and leading all aspects of multiple sales functions. Reporting to the SVP, GM of ed2go, this position holds accountability for meeting all revenue targets. The VP will lead four distinct sales functions, including business development, account management, enrollment, and sales operations. They will set the direction for the overall sales strategy, aligning it with ed2go's goals and collaborating with the Ready-to-Hire sales team.

• Develop and implement the overall sales strategy to meet ed2go's revenue targets.
• Lead and manage four distinct sales functions: business development, account management, enrollment, and sales operations.
• Set direction and provide mentorship to directors within each sales function.
• Optimize sales processes to improve efficiency and resource utilization as ed2go scales.
• Coordinate B2B and high-volume B2C sales, implementing different strategies and operations for each.
• Manage relationships with third-party funding partners, ensuring successful program listings, student conversions, and partner billings.
• Be responsible for the sales team budget and work to improve team performance, balancing revenue growth with margin expansion.
• Collaborate with executive-level management, marketing leadership, product teams, and technology departments to align sales efforts and improve customer acquisition and conversion.
• Interact externally with major customers and prospects, negotiating commercial terms for high-potential deals.
• Direct and control the activities of a significant portion of ed2go's workforce, including managing directors and key individual contributors.
• Design incentive plans for multiple sales roles to drive performance and motivation.
• Define training objectives for all sales roles within the organization.
• Identify areas of opportunity within other functions in ed2go and provide feedback to improve sales functions.
• Adhere to and implement the Cengage Ethos, acting as a cross-departmental example for the rest of the business unit.
• Direct engagement activities for all commercially oriented roles within ed2go, ensuring a positive and productive work environment.

• Experience: A minimum of 10 years of dynamic experience in sales leadership roles, preferably in the education or e-learning industry. Experience in handling a diverse sales organization with multiple functions is crucial. Previous experience in B2B and B2C sales, business development, and account management is highly desirable.
• Sales Expertise: Strong knowledge and understanding of sales strategies, tactics, and processes. Consistent record of successfully meeting or exceeding revenue targets. Familiarity with both B2B and B2C sales environments, including different approaches and operations for each.
• Leadership Skills: Demonstrated ability to lead and run a large sales team, including directors and individual contributors. Strong people management skills, including the ability to motivate, mentor, and develop sales professionals. Experience in crafting and implementing incentive plans to drive performance.
• Critical Thinking: Ability to develop and complete a comprehensive sales strategy aligned with organizational goals. Strong analytical and problem-solving skills to optimize sales processes, identify market opportunities, and drive revenue growth.
• Collaboration: Strong interpersonal and communication skills to work effectively with internal collaborators, including senior management, marketing, product, and technology teams. Capacity to develop and nurture relationships with key customers and secure advantageous terms.
• Financial Acumen: Proven understanding of budget management and financial metrics related to sales performance. Experience in balancing revenue growth with margin expansion.
• Industry Knowledge: Familiarity with the education or e-learning industry, including trends, competitors, and customer needs. Knowledge of government funding programs and grants in the education sector is a plus.
• Cultural Leadership: Demonstrated ability to lead and encourage a diverse workforce. Strong dedication to encouraging an inclusive and positive work environment. Familiarity with implementing and upholding organizational values and ethos.
• Adaptability and Resilience: Ability to thrive in a fast-paced, evolving environment. Strong adaptability to change and ability to navigate through ambiguity and complexity.
• Technology Proficiency: Proficient in using sales tools and technologies such as Salesforce or CRM systems. Ability to demonstrate technology to improve sales effectiveness and efficiency.
• Travel: Willingness to travel as required for customer meetings, conferences, and other business-related events.

Cengage Group's Higher Education business, Cengage, supports learning and student success by providing materials and digital solutions to faculty and students enrolled in two-year, four-year and vocational programs. We currently serve more than 10 million of the 18 million students in US higher ed. Setting a new standard of service for our customers, we deliver quality, easy-to-use course materials from textbooks and eBooks to courseware such as MindTap and WebAssign. In the US, we offer Cengage Unlimited and Cengage Unlimited for Institutions. We help instructors be better teachers, we help institutions solve problems and we empower students to leverage the power and joy of learning to transform lives.

Cengage Group is committed to working with broad talent pools to attract and hire strong and most qualified individuals. Our job applicants are considered regardless of race, national origin, religion, sex, sexual orientation, genetic information, disability, age, veteran status, and any other classification protected by applicable federal, state, provincial or local laws.

Cengage is also committed to providing reasonable accommodations for qualified individuals with disabilities including during our job application process. If you are an applicant with a disability and require reasonable accommodation in our job application process, please contact us at [email protected] or at +1 (617)289-7917

Cengage Group, a global education technology company serving millions of learners, provides affordable, quality digital products and services that equip students with the skills and competencies needed to be job ready. For more than 100 years, we have enabled the power and joy of learning with trusted, engaging content, and now, integrated digital platforms. We serve the higher education, workforce skills, secondary education, English language teaching and research markets worldwide. Through our scalable technology, including MindTap and Cengage Unlimited, we support all learners who seek to improve their lives and achieve their dreams through education.

Compensation

At Cengage Group, we take great pride in our commitment to providing a comprehensive and rewarding Total Rewards package designed to support and empower our employees. Click here to learn more about our Total Rewards Philosophy.

The full base pay range has been provided for this position. Individual base pay will vary based on work schedule, qualifications, experience, internal equity, and geographic location.  Sales roles often incorporate a significant incentive compensation program beyond this base pay range.