VP of Institutional Relations

CULTURAL EXPERIENCES ABROAD LLC • US,

1d • $100,000 - $120,000 • Remote

About The Position

As the Vice President of Institutional Relations, you’ll be a senior commercial leader responsible for driving revenue growth, enrollment and market expansion across a defined territory by managing a team of salespeople RD (Regional Directors). In this role, you’ll set strategy, builds high-impact institutional partnerships, and leads a consultative, relationship-driven go-to-market approach that positions CEA CAPA as a preferred provider. The VP Role is a key ambassador for CEA CAPA, often introducing students and families to global study abroad opportunities for the first time. Success in this role builds trust, drives enrollment growth, strengthens institutional partnerships, and enhances CEA CAPA’s reputation. This is a highly visible, field-based role for professionals who excel at relationship-building and enjoy helping students take the next step in their college journey globally.

Requirements

• Bachelor’s degree required
• 5+ years of progressive sales leadership experience
• 3+ years in a consultative, relationship-driven sales or business development role, with a track record of influencing decision-makers
• Proven experience in a complex relationship oriented/multi‑stakeholder sales cycle.
• Strong relationship‑building skills with the ability to influence, advise, and drive decisions.
• Excellent consultative communication and presentation skills, including comfort engaging with diverse sets of buyers such as executives, students, families, and institutional stakeholders.
• Demonstrated ability to manage a broad set of accounts to prioritize high‑impact opportunities and consistently work toward targets.
• Experience using Salesforce CRM to manage pipeline, track activity, and monitor performance and ensure timely follow up and conversion.
• Willingness and ability to travel 50–75% within an assigned portfolio of university partners.
• Self‑directed and results‑oriented leader, with confidence operating in a remote environment while collaborating effectively across teams to achieve goal‑based outcomes.

Nice To Haves

• master’s degree a plus
• higher education exposure preferred
• Preference given to higher education or in a similar complex sales motion.

Responsibilities

• Lead, coach, and develop a team of reps RD (Relationship Directors) to drive consistent quota, revenue, retention and enrollment targets.
• Own and execute a growth plan with CRO.
• Translate targets into territory quotas with weekly pipeline reviews, win rates, to drive revenue generation.
• Set clear quotas (new + expansion) to drive account growth, program/expansion growth and retention (NRR, upsell)
• Maintain regular engagement with key stakeholders at University Partners
• Lead territory and account planning.
• Standardize account plans (org map, pain, opportunity, next steps)
• Run territory reviews and monthly account deep dives.
• Drive pipeline creation discipline across prospecting and partner collaboration.
• Drive pipeline through whitespace and prioritization.
• Identify high-potential and underpenetrated Partners and enforce pipeline creation targets, KPI’s and prospecting discipline.
• Collaborating with the team, identify high‑potential opportunities aligned with program offerings.
• Recommend appropriate programs based on academic, growth, and institutional needs.
• Drive the team to build visibility and trust with universities stakeholders specifically with Admissions Enrollment Management, Study Abroad Office or other executives as identified.
• Represent CEA CAPA at conferences, campus events, college fairs, and campus sales calls.
• Partner with the broader Institutional Relationship sales team, Partner Services team, and Strategic Academic Liaison team to drive University Partner growth in a coordinated manner.
• Partner cross-functionally with Marketing, SDRs, Customer Success, Academics, and Program teams to align on pipeline, conversion, and partner outcomes.
• Share market insights, competitive intelligence, and frontline messaging feedback to refine positioning and go-to-market execution.
• Identify and implement process improvements and best practices to increase team productivity, win rates, and deal velocity.
• Drive adoption of sales tools, playbooks, and methodologies to improve consistency and performance.
• Support development of partner growth strategies that strengthen long-term relationships and expand opportunities with university partners.
• Contribute to initiatives that enhance sales effectiveness, partner experience, and overall revenue outcome.

Benefits

• Wellness & Snacks (In-Office): Fresh Fruit Wednesdays, coffee bar, wellness room, and ergonomic workspaces.
• Time Off & Giving Back: 12 paid holidays, generous PTO, and up to 8 hours paid volunteer time
• Support for Your Whole Life: Comprehensive health, dental, and vision coverage, benefits for domestic partners, paid parental leave, and compassionate time off for life events
• Fun & Community: We encourage team connection and celebration, from office events to informal get-togethers and virtual hangouts

What This Job Offers

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