Manager, University and Corporate Relations

The Chronicle of Higher Education•Washington, DC

7d•$82,000 - $86,000

About The Position

The Chronicle of Higher Education is seeking an ambitious, consultative sales professional for its Advertising and Marketing Solutions team. This primarily inside-sales role is responsible for cultivating and closing opportunities for advertising and marketing solutions, including digital advertising, content marketing, custom research, and live event products for corporate and university partners. The Manager will develop new business from an assigned territory of prospects, expand existing accounts, and contribute to revenue growth that supports The Chronicle’s journalism and insights for the higher-education market. The position owns the sales cycle from initial outreach through close and is accountable for monthly, quarterly, and annual revenue and activity goals. The Manager researches prospect businesses and goals, conducts consultative discovery, develops tailored proposals, and works with internal teams to scope programs, onboard clients, support customer success, and drive renewals. The role also uses CRM, AI, and other digital tools to manage territory activity, personalize outreach, forecast pipeline, and report results.

Requirements

Bachelor’s degree.
Five years of relevant B2B sales experience.
Comfort with data and digital tools, including CRM systems, AI, Microsoft Office Suite, and campaign metrics such as engagement, lead quality, and ROI.
Strong verbal and written communication skills, including persuasive outreach, and excellent interpersonal skills.
Strong work ethic, resilience, self-motivation, and a professional demeanor.
Attention to detail and strong organizational and time-management skills.
Curiosity, strategic thinking, and learning agility to understand prospect businesses and the higher-education market.
Ability to excel in an entrepreneurial sales environment, pursue new business, and conduct cold outreach.
Track record or clear potential to exceed sales goals, with consultative selling and relationship-building skills.
Articulate and professional presentation style.
Ability to work extended hours when required or requested by management.
Ability to travel on overnight and extended trips domestically and internationally, using commercial airlines, rental vehicles, and public transportation, and to lodge in public facilities in foreign locations.

Nice To Haves

Media sales experience.
Experience selling to B2B marketers.

Responsibilities

Monitor the competitive landscape and communicate The Chronicle’s advertising value proposition to clients and prospects.
Use CRM data and reports to create a territory plan, prioritize target accounts, and conduct tailored prospecting campaigns by phone, email, and social media.
Research prospect businesses, products, and goals to tailor outreach and build relationships with corporate and university marketers.
Expand accounts through cross-selling and identifying new opportunities, growing initial purchases into larger programs.
Develop knowledge of relevant use cases and trends in higher education.
Sell The Chronicle’s advertising, newsletter and email sponsorships, webinars, lead-generation services, content marketing, custom research, and live-event sponsorships.
Own the full sales cycle, from first outreach through close, and meet or exceed monthly, quarterly, and annual revenue and activity goals.
Lead consultative discovery conversations and present tailored proposals, primarily in virtual meetings.
Develop expertise in The Chronicle’s audience, products, pricing, and internal processes.
Collaborate with internal teams to scope custom programs, set client expectations, onboard clients, support customer success, and drive renewals.
Maintain accurate CRM records, forecast the pipeline, and produce weekly reports on territory activity.
Use AI and digital tools to research prospects, personalize outreach, and work efficiently.