VP of Institutional Relations

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Phoenix, AZ, US

Salary Range: $ To $ Annually

Your Role:

As the Vice President of Institutional Relations, you’ll be a senior commercial leader responsible for driving revenue growth, enrollment and market expansion across a defined territory by managing a team of salespeople RD (Regional Directors). In this role, you’ll set strategy, build high-impact institutional partnerships, and lead a consultative, relationship-driven go-to-market approach that positions CEA CAPA as a preferred provider.

What You’ll Do:

Territory & Growth Planning

• Lead, coach, and develop a team of reps RD (Relationship Directors) to drive consistent quota, revenue, retention and enrollment targets.
• Own and execute a growth plan with CRO.
  • Translate targets into territory quotas with weekly pipeline reviews, win rates, to drive revenue generation.
  • Set clear quotas (new + expansion) to drive account growth, program/expansion growth and retention (NRR, upsell). Maintain regular engagement with key stakeholders at University Partners.
• Lead territory and account planning.
  • Standardize account plans (org map, pain, opportunity, next steps) Run territory reviews and monthly account deep dives.
  • Drive pipeline creation discipline across prospecting and partner collaboration.
• Drive pipeline through whitespace and prioritization.
  • Identify high-potential and underpenetrated Partners and enforce pipeline creation targets, KPI’s and prospecting discipline. Collaborating with the team. identify high‑potential opportunities aligned with program offerings. Recommend appropriate programs based on academic, growth, and institutional needs.

Awareness & Relationship Development

• Drive the team to build visibility and trust with universities stakeholders specifically with Admissions Enrollment Management, Study Abroad Office or other executives as identified. Represent CEA CAPA at conferences, campus events, college fairs, and campus sales calls.
• Partner with the broader Institutional Relationship sales team, Partner Services team, and Strategic Academic Liaison team to drive University Partner growth in a coordinated.
• Partner cross-functionally with Marketing, SDRs, Customer Success, Academics, and Program teams to align on pipeline, conversion, and partner outcomes.
• Share market insights, competitive intelligence, and frontline messaging feedback to refine positioning and go-to-market execution.
• Identify and implement process improvements and best practices to increase team productivity, win rates, and deal velocity.
• Drive adoption of sales tools, playbooks, and methodologies to improve consistency and performance.
• Support development of partner growth strategies that strengthen long-term relationships and expand opportunities with university partners.
• Contribute to initiatives that enhance sales effectiveness, partner experience, and overall revenue outcome.

Salary: $100,000-$120,000, with eligibility for additional variable compensation

What Makes a Great Candidate:

• 5+ years of progressive sales leadership experience, with higher education exposure preferred.
  • 3+ years in a consultative, relationship-driven sales or business development role, with a track record of influencing decision-makers.
• Proven experience in a complex relationship oriented/multi‑stakeholder sales cycle.
  • Preference given to higher education or a similar complex sales motion.
• Strong relationship‑building skills with the ability to influence, advise, and drive decisions.
• Excellent consultative communication and presentation skills, including comfort engaging with diverse sets of buyers such as executives, students, families, and institutional stakeholders.
• Demonstrated ability to manage a broad set of accounts to prioritize high‑impact opportunities and consistently work toward targets.
• Experience using Salesforce CRM to manage pipeline, track activity, and monitor performance and ensure timely follow up and conversion.
• Willingness and ability to travel 50–75% within an assigned portfolio of university partners.
• Self‑dir…