Sr. Director, Custom Programs, Business Development, Executive Education
About The Position
The Senior Director, Custom Business Development, Wharton Executive Education, is responsible for leading the execution of business development strategy, managing team performance, and overseeing the day-to-day operations of a team of Directors focused on driving revenue growth across in-person and online executive education offerings. Reporting to the Senior Director of Revenue and working closely with the Sr Executive Director, Custom, and the Sr Executive Director, Live Online, this role ensures alignment with portfolio priorities while owning pipeline management, forecasting, and the full business development lifecycle, from lead generation and qualification through deal execution across segments and modalities. Serving as the leader of the Custom business development function, the Sr Director translates enterprise and portfolio-level growth priorities into actionable plans, oversees both inbound and outbound efforts, and drives accountability through performance metrics and consultative sales practices. The role also requires cross-functional collaboration with marketing, program development, and academic stakeholders, while maintaining senior-level client relationships, contributing directly to high-value deals, and supporting contract negotiation and proposal development across the team. The role also plays a key role in ensuring consistent business development approaches across the Custom portfolio and in identifying opportunities for growth across industries, regions, and delivery formats.
Requirements
- Master's degree and 7–10 years of relevant experience, or an equivalent combination of education and experience, required.
- Minimum of 7 years of progressive experience in business development, consultative sales, and account management in an executive education, higher education, professional services, leadership development, or corporate learning organization.
- Demonstrated experience leading and developing high-performing business development or sales teams, including performance management, coaching, and goal setting.
- Experience leading the full business development lifecycle through proactive outbound business development, including strategic prospecting, lead generation, qualification, relationship cultivation, solution development, proposal creation, contract negotiation, and successful deal execution.
- Experience collaborating across cross-functional teams, including marketing, product/program development, operations, and executive leadership.
- Strong analytical, communication, presentation, and negotiation skills with the ability to influence internal and external stakeholders.
- Experience using CRM platforms and pipeline management tools to monitor performance, forecast revenue, and drive business development activities.
Nice To Haves
- Strong preference for 10-15 years of relevant experience.
- Experience selling customized enterprise learning, talent development, or leadership development solutions to Fortune 1000 or global organizations.
- Experience leading geographically dispersed or hybrid business development teams.
- Knowledge of executive education market trends and corporate learning ecosystems.
- Experience developing strategic account growth plans and expanding long-term client partnerships.
- Familiarity with proposal development processes, contracting, pricing strategy, and complex procurement environments.
- Experience working in a matrixed organization with multiple stakeholders and competing priorities.
Responsibilities
- Leading the execution of business development strategy
- Managing team performance
- Overseeing the day-to-day operations of a team of Directors focused on driving revenue growth across in-person and online executive education offerings
- Ensuring alignment with portfolio priorities
- Owning pipeline management, forecasting, and the full business development lifecycle, from lead generation and qualification through deal execution across segments and modalities
- Translating enterprise and portfolio-level growth priorities into actionable plans
- Overseeing both inbound and outbound efforts
- Driving accountability through performance metrics and consultative sales practices
- Cross-functional collaboration with marketing, program development, and academic stakeholders
- Maintaining senior-level client relationships
- Contributing directly to high-value deals
- Supporting contract negotiation and proposal development across the team
- Ensuring consistent business development approaches across the Custom portfolio
- Identifying opportunities for growth across industries, regions, and delivery formats
Benefits
- Excellent healthcare and tuition benefits for employees and their families
- Generous retirement benefits
- A wide variety of professional development opportunities
- Supportive work and family benefits
- A wealth of health and wellness programs and resources
- Comprehensive medical, prescription, behavioral health, dental, vision, and life insurance benefits
- Flexible spending accounts to pay for eligible health care and dependent care expenses with pre-tax dollars
- Tuition assistance for employees, their spouse, and dependent children at Penn and other institutions
- Generous retirement plans (Basic, Matching, and Supplemental) with pre-tax or Roth basis options
- Substantial amount of time away from work
- Long-Term Care Insurance
- Wellness and Work-life Resources
- Professional and Personal Development resources
- Access to a wide range of University resources, cultural and recreational activities
- Discounts on arts and entertainment, transportation, mortgages, goods and services
- Flexible Work Hours
- Penn Home Ownership Services (forgivable loan for eligible employees)
- Adoption Assistance
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What This Job Offers
Job Type
Full-time
Career Level
Director
