Director, Financial Aid Software Sales & Engagement

College Board • Remote - Virginia, VA

3d • $80,000 - $130,000 • Remote

About The Position

The Director, Financial Aid Software Sales & Engagement is responsible for developing and executing consultative sales strategies to expand the adoption of College Board's financial aid solutions, including PowerFAIDS, Net Price Calculator, MyinTuition, and future products. This role acts as a trusted advisor to higher education leaders, understanding their goals and recommending solutions to improve financial aid operations, affordability, and student outcomes. Success involves building strong relationships across financial aid, enrollment management, finance, and technology departments, and managing opportunities throughout the sales lifecycle. The role also contributes to customer retention by engaging institutions, identifying cancellation risks, informing renewal strategies, and finding opportunities to expand the adoption of College Board's financial aid solutions. This position reports to the Executive Director, Financial Aid Engagement and Services. Travel is anticipated approximately 4–6 times annually for customer meetings, conferences, and College Board events.

Requirements

• 5+ years of experience in higher education, financial aid, enrollment management, education technology, SaaS, or consultative software sales.
• Demonstrated success developing sales strategies and consistently achieving revenue or business development goals.
• Experience building trusted relationships with senior institutional leaders and managing complex sales cycles involving multiple stakeholders.
• Knowledge of higher education financial aid administration, enrollment management, student success, or related institutional operations.
• Experience using CRM platforms (preferably Salesforce) to manage pipelines, forecasts, and customer engagement activities.
• Strong analytical and problem-solving skills with the ability to use data to inform decisions and prioritize opportunities.
• Excellent written, verbal, and presentation skills, including facilitating virtual and in-person meetings with executive audiences.
• Ability to manage multiple priorities independently while collaborating effectively across cross-functional teams.
• Bachelor's degree required.
• A passion for expanding educational and career opportunities and mission-driven work.
• Curiosity and enthusiasm for emerging technologies, with a willingness to experiment with and adopt new AI-driven solutions and comfort with learning and applying new digital tools independently and proactively.
• Clear and concise communication skills, written and verbal.
• A learner's mindset and a commitment to growth: welcoming diverse perspectives, giving and receiving timely, respectful feedback, and continuously improving through iterative learning and user input.
• A drive for impact and excellence: solving complex problems, making data-informed decisions, prioritizing what matters most, and continuously improving through learning, user input, and external benchmarking.
• A collaborative and empathetic approach: working across differences, fostering trust, and contributing to a culture of shared success.
• Authorization to work in the United States.

Nice To Haves

• Experience presenting software or technology solutions to executive and technical stakeholders preferred.
• Ability to quickly understand customer needs and translate them into consultative solution recommendations.

Responsibilities

• Develop and execute territory and account strategies that drive new business and expand adoption of College Board's financial aid solutions portfolio.
• Build trusted relationships with institutional leaders across financial aid, enrollment management, finance, technology, and executive leadership.
• Lead consultative sales engagements from prospecting through contract execution, including discovery, solution demonstrations, proposal development, negotiation, and close.
• Conduct virtual and in-person product demonstrations and consultations tailored to institutional goals and operational needs.
• Identify opportunities to expand existing customer relationships through cross-selling, portfolio expansion, and strategic partnerships.
• Represent College Board at conferences, professional association meetings, and customer events to strengthen relationships, generate leads, and increase market awareness.
• Collaborate with Marketing, Product, and Financial Aid Programs & Services colleagues to develop and execute targeted outreach campaigns that generate qualified opportunities and support portfolio growth.
• Develop territory plans, prioritize opportunities, and maintain sales forecasts to achieve annual revenue objectives.
• Maintain an accurate and healthy sales pipeline through disciplined opportunity management, forecasting, and Salesforce data integrity.
• Partner with colleagues across Financial Aid Programs & Services to execute outreach strategies that strengthen customer engagement and contribute to institutional retention goals.
• Identify institutions at risk of cancellation or reduced engagement by analyzing customer interactions, contract status, and market trends, recommending proactive engagement strategies to mitigate risk.
• Support renewal planning through customer consultations, relationship management, and cross-functional collaboration that strengthens customer retention while identifying opportunities for portfolio expansion.
• Analyze customer feedback, competitive activity, and market trends to inform sales strategies, campaign development, and product positioning.
• Maintain expertise in College Board's financial aid solutions and the evolving higher education financial aid technology landscape, serving as a trusted resource for customers and internal stakeholders.

Benefits

• Meaningful career
• Supportive team
• Comprehensive package designed to help you thrive
• Fair and competitive compensation grounded in your qualifications, experience, impact, and the market.
• Open, transparent conversations about compensation, benefits, and what it’s like to work at College Board throughout your hiring process.

What This Job Offers

• Job Type: Full-time
• Career Level: Director