Director, Sales and Business Development

Director, Sales and Business Development

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Graduate Management Admission Council (GMAC™) is a mission‑driven organization, with a vision to be the global leader in ensuring every talented person can benefit from the best business education for them. The organization’s priority is to heighten its impact in promoting graduate management education and attracting a qualified and diverse candidate pool from around the world.

The Director, Sales and Business Development is responsible for delivering and implementing a strategic plan that achieves the organization’s growth targets for a specified suite of B2B products. The remit spans the B2B customer engagement journey from prospecting to renewal (i.e., lead generation, proposal, sales orders, revenue booking, successful delivery, and order renewal) and partners with product owners to address client success.

The role is also responsible for setting and managing the goals of the Solutions sales and operations team and ensuring a strong partnership with product and regional leaders to ensure the attainment of annual targets.

• Create and implement a business development plan in line with the organization’s overall objectives for assigned B2B product suite. Develop and implement strategies to drive new business and defend existing base (includes proactive identification of new markets, partners, vendors and sponsors of product suite). Design and assign sales territories to maximize market coverage and revenue potential. (Segment markets beyond just territories, e.g., maturity, use case, budget owner and decision cycle.)
• Define and refine Ideal Customer Profiles (ICPs) across the B2B portfolio in partnership with Product and Market Development, grounded in buyer needs, purchasing behavior and willingness to pay.
• Serve as front line sales manager. Recruit, onboard, coach, and provide training for team members to achieve individual and collective goals. Lead team in developing practices for understanding the needs of business schools related to marketing, recruitment and selection and positioning GMAC as the ‘go to’ partner in fulfilling these needs. Conduct regular pipeline health evaluations with team, share best practices and guide improvement techniques.
  
  Design and manage incentive plans that reward performance, drive urgency, and align directly with revenue and profitability goals.
• Collaborate with Product and Regional leads to align strategies and resources enabling a seamless and united presentation of solutions to clients. Manage a “solutions” partner process utilizing consultative selling techniques and practices in collaboration with various product and client facing account teams across the organization.
• Track, analyze, and act on key sales metrics, including pipeline, velocity, renewal rates and average deal size. Maintain tight control over the end‑to‑end sales pipeline – from prospecting through close – and own accountability for timely updates, data quality, and forecast reliability. Provide regular, data‑driven reporting on customer experience, bookings, revenue outlook, and performance against plan.
• Partner with key stakeholders in Product and Technology to develop new tools and collateral to be leveraged at all stages of the sales process to facilitate the communication of GMAC’s unique selling proposition.
• Systematically gather and synthesize market intelligence and competitive insights to inform go‑to‑market decisions and sharpen GMAC’s value proposition.
• Establish close partnerships with colleagues across the organization to prioritize focus group accounts. Quickly build relationships to ensure excellent communication pathways, set clear expectations, accelerate deliverables, address the needs of Solutions proactively and support the efforts/initiatives of other departments that drive GMAC business.
• As needed, assist in preparing client proposals, offering strategic input and acting as a subject matter expert for products on key account calls and at relevant industry events.
• Continue to drive the adoption of Salesforce and other enablement tools…