Director, B2B Sales and Operations

The Director, B2B Sales and Operations, is responsible for building and scaling OSCPA’s B2B growth engine. This leader will drive revenue expansion, deepen strategic employer partnerships, and position OSCPA as a trusted workforce and talent solution partner across public accounting firms, industry, government, and higher education.

This role owns the financial performance for the B2B portfolio, including revenue growth, pipeline health, and achieving organizational financial goals, with accountability for both top-line performance and operational efficiency. The Director will set and deliver against annual and multi-year revenue targets for B2B offerings, including Vested Learning and Corporate Learning Passport (CLP). The Director will set direction, drive results, and lead the team, while maintaining direct engagement in high-value opportunities.

The Sales and Operations director will translate market insight into growth strategy, build disciplined sales operations, and position OSCPA as a trusted partner in talent development, upskilling, and business transformation.

• Define and lead a comprehensive B2B sales strategy aligned with OSCPA’s organizational priorities and workforce initiatives.
• Identify, prioritize, and pursue target markets, industries, and key accounts to maximize growth.
• Translate market intelligence into action, shaping campaigns, messaging, and solution-based sales approaches.
• Shape enterprise growth strategies by bringing forward client insights, market trends, and growth opportunities.

• Build and sustain strong relationships with senior decision-makers and key influencers.
• Uncover new opportunities for growth and engagement through analysis of market trends and client needs.
• Lead and execute the full sales lifecycle, from prospecting through close and ongoing account growth.
• Generate and qualify leads, convert opportunities, and consistently deliver against revenue targets.
• Develop and deliver compelling, customized presentations and proposals that clearly articulate OSCPA’s value.
• Negotiate and close complex opportunities while building long-term client value.
• Manage and grow key accounts, driving retention, expansion, and deeper engagement.

• Lead, coach, and develop a high-performing B2B sales team, setting clear expectations, driving accountability, and coaching the team to elevate consultative, solution-based selling skills
• Run structured sales meetings, pipeline reviews, and strategy sessions to maintain focus and momentum.
• Align team activities with strategic priorities, ensuring disciplined execution across the sales funnel.
• Define, monitor, and report on key performance indicators, including pipeline health, conversion rates, revenue attainment, and client retention using CRM and analytical tools.
• Translate performance insights into strategic recommendations for executive leadership.
• Drive full adoption of Fresh Sales as OSCPA’s B2B CRM.

• Own and drive the strategy, growth, and performance of the Vested Learning portfolio, including Corporate Learning Passport (CLP). This includes setting annual and multi-year revenue targets, building and maintaining a B2B sales pipeline, and managing pricing, packaging, and sales strategies.
• Define and execute go-to-market strategies that align Vested Learning solutions to the needs of firm leaders, HR/talent leaders, and CFOs/finance executives.
• Position CLP as a critical solution to talent shortages, upskilling demands, and workforce transformation.
• Continuously evolve offerings based on employer insights, utilization data, and emerging trends (AI, digital transformation, workforce shifts).
• Track, analyze, and optimize portfolio performance, including revenue, retention, utilization, and expansion.

• Bachelor’s degree in business, marketing, communications, or a related field (advanced degree preferred).
• Significant progressive experience in B2B sales, business development, or partnerships.
• Demonstrate ability to build and scale…