Manager of Sales and Marketing

Arizona State University • Phoenix, AZ

18h • Hybrid

About The Position

Under the direction of the Executive Director of Thunderbird Executive Education (EE), the Manager of Sales and Marketing is responsible for driving revenue growth through ownership and execution of the end-to-end marketing and sales funnel for Executive Education offerings, including Open Enrollment, On-Demand, and Custom Client programs. Once leads are acquired and generated, this position is primarily responsible for nurturing and converting leads to contribute to revenue growth for executive education offerings. This role is accountable for lead generation for custom programs, and accountable for pipeline development, opportunity progression, and enrollment conversion for open enrollment course offerings, working across digital acquisition, CRM-driven funnel management, and direct collaboration with sales, faculty, and leadership. The position blends strategic oversight with hands-on execution and is measured primarily by pipeline value, conversion rates, and closed revenue. Leads development of the program's visual presentations, invitations, etc.; works with colleagues to ensure marketing consistency. This position is also responsible for leading Executive Education brand identity initiatives, and monitoring the internal and external use of logos, marks, color palette and general adherence and compliance with the Brand Identity Guide. This position will lead sales initiatives and collaborate with client relations directors and other departments to ensure marketing strategies complement overall business goals. This position will play a pivotal role in steering Thunderbird Executive Education's strategic marketing initiatives. This position requires a seasoned professional capable of developing and executing comprehensive marketing strategies to enhance brand visibility, drive customer engagement, and ultimately contribute to the program's growth via sales of enrollments in Executive Education open enrollment and custom programs. The ideal candidate should possess a blend of strategic thinking, creative flair, and a proven track record in achieving marketing objectives. This position is a manager-level role and requires front-line work as the individual will direct, manage, supervise, and at times design and execute initiatives related to traditional and digital marketing, brand strategy and compliance, for local, domestic and international audiences. A successful candidate is a revenue-oriented growth leader with experience managing complex sales funnels, optimizing demand generation, and converting prospects into enrolled learners and client engagements across domestic and international markets.

Requirements

• Bachelor's degree and five (5) years of experience appropriate to the area of assignment/field including two (2) years managerial experience; OR, Any equivalent combination of experience and/or training from which comparable knowledge, skills and abilities have been achieved.
• Proven experience managing marketing and sales pipelines with direct accountability for revenue outcomes.
• Demonstrated success driving enrollments, subscriptions, or B2B sales in education, professional services, or complex offerings.
• Strong experience with CRM systems (Salesforce preferred) and marketing automation platforms.
• Expertise in digital acquisition channels, including paid search, paid social, display, retargeting, and conversion optimization.
• Experience implementing and optimizing lead scoring and qualification models; nurture and conversion workflows; and funnel analytics and attribution reporting.
• Strong analytical skills with experience using tools such as Google Analytics, dashboards, and performance reporting platforms.
• Ability to forecast pipeline performance and manage toward revenue targets.
• Strong project management and prioritization skills in fast-paced, deadline-driven environments.
• Demonstrated ability to build trusted relationships with internal stakeholders and external partners.
• Experience implementing all aspects of marketing operations, including account segmentation, scoring, nurturing, advertising, automation, progressive profiling.
• Evidence of effective communication skills.
• Evidence of successfully building and optimizing marketing technology stacks to support various stages of the sales and marketing funnel; this proficiency in technology includes a keen understanding of marketing automation platforms, account-based marketing tools, and customer relationship management systems.

Nice To Haves

• Experience working with domestic and international audiences preferred.

Responsibilities

• Own and manage the marketing and sales pipeline, post lead acquisition through enrollment and deal close, across all Executive Education offerings.
• Own and manage all organic Thunderbird Executive Education social media channels and postings, responsible for the comms calendar for all EE news and postings.
• Drive revenue growth through qualified lead generation, opportunity nurturing, pipeline acceleration, and conversion optimization.
• Establish and manage clear funnel stages, qualification criteria, and handoffs to ensure predictable revenue outcomes.
• Forecast pipeline health, enrollment targets, and revenue performance; report regularly on progress and risks.
• Develop and execute multi-channel demand generation strategies to acquire individual learners and organizational clients.
• Design and optimize conversion pathways including landing pages, forms, nurture journeys, and retargeting strategies.
• Identify and pursue new market segments, geographies, and enterprise opportunities for Executive Education growth.
• Serve as the functional owner of the CRM and marketing automation ecosystem as it relates to Executive Education sales.
• Implement lead scoring, segmentation, routing, and lifecycle management to improve sales efficiency and conversion.
• Maintain real-time visibility into pipeline performance, attribution, and funnel drop-off points.
• Ensure accurate tracking of prospects, opportunities, enrollments, and client engagements.
• Partner closely with internal sales resources and leadership to advance opportunities and close enrollments.
• Support direct sales conversations for high-value prospects and custom client engagements as needed.
• Develop enrollment strategies, pricing inputs, and promotional offers to accelerate decision-making.
• Actively participate in closing efforts for Open Enrollment cohorts and Custom Executive Education clients.
• Monitor competitive Executive Education providers, pricing models, and go-to-market strategies.
• Conduct market analysis to inform program positioning, demand forecasting, and acquisition strategy.
• Continuously test, measure, and optimize campaigns, funnel performance, and enrollment outcomes.
• Use data and analytics to guide investment decisions and improve cost-per-lead and cost-per-enrollment metrics.
• Own and manage the Executive Education acquisition budget with a focus on revenue efficiency and ROI.
• Allocate resources dynamically based on pipeline performance and enrollment demand.
• Manage external vendors, agencies, and platforms supporting lead generation and sales enablement.
• Contribute to annual revenue planning and enrollment projections.
• Collaborate with Executive Education leadership, faculty, program managers, and institutional partners to align offerings with market demand.
• May supervise staff or student workers who support pipeline operations and acquisition efforts.
• Present pipeline performance, revenue outcomes, and growth strategies to senior leadership and stakeholders.
• Performs other duties as assigned.

Benefits

• Flexible work options
• Alternative work schedules can include four, 10-hour workdays in a workweek; a nine-day, 80-hour schedule over two workweeks for exempt employees only; and staggered start and stop times.
• Hybrid work is an arrangement where employees spend a minimum of 60% of their regular workweek at their primary ASU work location.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Number of Employees: 1,001-5,000 employees