Associate Director of Sales, High School Study Abroad

Associate Director of Sales, High School Study Abroad

Reports to:

Executive Director of Sales, High School Study Abroad Programs

Location:

U.S. Remote (California, Arizona, Utah, Nevada) remote, with 30-40% travel, see below

CIEE is a non-profit study abroad and intercultural exchange organization that transforms lives and builds bridges between individuals and nations through study abroad and international exchange experiences that help people develop skills for living in a globally interdependent and multi-cultural world.

The Associate Director leads a five-territory regional sales team to grow CIEE's full suite of precollege study abroad programs:
High School Summer Abroad, High School Semester Abroad, Custom Programs, Gap Year Abroad, and College First Year Abroad. The Associate Director of Sales will manage five territory Sales Managers as direct reports, each of whom oversees 1-2 Sales Coordinators. The full team spans four California territories plus one Minnesota/Wisconsin/Utah territory, totaling 12-16 sales professionals. You'll draw on your own sales skills and experience to lead and train your sales team.

Your job is to make everyone on your team more effective through coaching, accountability, intentional training, and support with higher-level sales. Willingness to address performance issues directly and quickly, should they arise, is essential.

The right candidate is a hands-on coaching manager first, a sales strategist second, and a passionate advocate for international education throughout. You are equally comfortable providing performance feedback and pitching a superintendent. You hold people to a high bar because you believe in their ability to reach it and you invest in staff development.

This role is fully remote. You should live in Pacific or Mountain time zones and be willing to travel 25-35% of the time.

• Manage and develop five Sales Managers as your direct reports. Set clear expectations, give consistent feedback, and run regular 1:1s that move people towards sales goals. Support and monitor the management of Sales Coordinators, coaching your Sales Managers to hold their own direct reports accountable, and stepping in directly when a territory needs it.
• Build a culture of accountability and high standards that the entire 12–16-person team buys into. Recognize excellent work publicly; address inconsistent work privately and quickly.
• Hold the bar on performance. Identify underperformance early, design and execute coaching plans, and make timely decisions, including PIPs and exits, when coaching doesn't produce change.
• Develop the next generation of CIEE sales leaders. Identify high-potential sales individuals and support their professional growth.

• Apply your own experience and success to guide your team in overall sales strategy, specific tactics, best practices, and conversion methods.
• Drive regional strategy to exceed ambitious enrollment and revenue goals across all program lines.
• Shape the expansion of school and district partnerships, with a focus on cultivating relationships with key school and district-level stakeholders.
• Partner with state language teacher associations to reach new stakeholders.
• Model best-in-class sales practices through field work, ride-along, and live coaching on virtual calls.

• Own the training plan for the regional team. Ensure deep product knowledge across all Global Navigator programs and consistent application of CIEE's sales methodology.
• Conduct in-field training and stakeholder meetings to develop your Sales Managers' ability to lead higher-level account conversations.
• Contribute to the design and delivery of three annual in-person teamwide sales training events.

• Guide teams to effectively manage their application pipeline, execute high-volume outreach, and convert applications into traveled students.
• Oversee pipeline reviews, CRM hygiene, and reporting to inform strategy and decisions.
• Drive consistent sales strategies for both scholarship and full-pay student demographics.
• Partner with the Data Analyst team and other department…