Senior Director Institutional Solutions – EMEA

Senior Director Institutional Solutions – EMEA

Are you passionate about building strategic partnerships that create meaningful impact across the investment profession? Do you thrive in a commercial leadership role where you can drive growth, influence industry leaders, and shape the future of institutional engagement? Are you ready to lead a high-performing team while advancing the mission of one of the world’s most respected professional organizations?

CFA Institute is the global association of investment professionals that sets the standard for professional excellence and credentials. We champion ethical behavior in investment markets and serve as a trusted source of knowledge for the global financial community.

We are seeking a Senior Director of Institutional Solutions – EMEA to lead our Institutional Solutions strategy across the Europe, Middle East, and Africa region. This is a key leadership role responsible for shaping and executing CFA Institute’s Institutional Solutions strategy across EMEA, driving commercial performance, expanding institutional engagement, and developing strategic partnerships that support both client success and CFA Institute’s long-term growth objectives.

Reporting to the Managing Director, Institutional Solutions, you will own regional business performance with accountability for revenue growth, pipeline development, client penetration, conversion, retention, and account expansion. You will work closely with colleagues across Education, Product, Research, Marketing, Society Relations, and Member Engagement, while building relationships with senior leaders across the investment profession to expand CFA Institute’s influence and impact within the market.

• Develop and execute the EMEA-specific institutional and go-to-market strategy aligned with global goals to drive sustained revenue growth, pipeline conversion, and client adoption of CFA Institute offerings.
• Serve as a key contributor to CFA Institute’s global institutional engagement strategy by representing the regional voice and EMEA employer and market insights.
• Identify market opportunities and emerging trends that support long-term growth and institutional engagement.

• Identify and prioritize commercially viable institutional accounts, focusing on those with clear revenue potential, scalable opportunity, and long-term value.
• Lead structured, outcome-driven client engagements focused on sales progression, contract conversion, and expansion opportunities.
• Coach the team to develop robust account strategies that penetrate new employers and systematically grow revenue across existing and new accounts.
• Serve as a trusted advisor, delivering consultative institutional solutions tailored to client business outcomes.
• Drive accountability for pipeline health, forecasting accuracy, client retention, and account growth.

• Collaborate across Education, Product, Research, Society Relations, Marketing, and other functions to translate institutional demand into commercially viable offerings, enable sales execution, and accelerate revenue delivery.
• Support global business planning, forecasting, and cross-regional collaboration through effective use of Salesforce and other business tools.
• Share client and market insights to help inform future product and solution development.

• Act as the regional commercial owner for all Institutional Solutions business development activity across EMEA.
• Scale proven commercial models, sales approaches, and account strategies to maximize regional revenue contribution.
• Provide leadership to EMEA-based teams and cross-functional project groups, driving accountability for commercial outcomes, execution discipline, and performance results.
• Lead, develop, and manage a high-performing sales team, setting clear targets, driving accountability, and building capability to deliver sustained commercial growth.

• Bachelor’s degree required;
  Master’s degree preferred.
• Extensive experience in investment management, financial services, institutional sales,…