Senior Director, Revenue Operations and Sales Enablement

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About EAB

At EAB , our mission is to make education smarter and our communities stronger. We work with more than 2,500 institutions to drive transformative change through data-driven insights and best-in-class capabilities. From kindergarten to college to career, EAB partners with leaders and practitioners to accelerate progress and drive results across five major areas: enrollment, student success, institutional strategy, data & analytics, and diversity, equity, and inclusion (DE&I). We work with each partner differently, tailoring our portfolio of research, technology, and marketing and enrollment solutions to meet the unique needs of every leadership team, as well as the students and employees they serve.

At EAB, we serve not only our partner institutions but each other—that’s why we are always working to make sure our employees love their jobs and are invested in their communities. See how we’ve been recognized for this dedication to our employees by checking out our recent awards .

For more information, visit our Careers page.

The Role In Brief

Senior Director, Revenue Operations and Sales Enablement

Commercial Strategy & Operations is seeking a Senior Director with superior financial analytics and leadership skills. The Senior Director will be responsible for revenue operations and performance planning, including goal setting and performance measurement. The Senior Director will create and maintain infrastructure to facilitate rapid reporting, review, and analysis of key metrics driving revenue and service delivery of the firm. The candidate will have an outstanding service ethic and be comfortable tackling specific problems by applying a general strategic framework. This position will also assist in developing and implementing new sales processes, practices, tools and training.

This role may be based in Washington, D.C. or Richmond, VA. EAB embraces a hybrid work environment moving forward and candidates who would be based remotely or in other EAB office locations are also welcomed to apply.

Primary Responsibilities
Creates models to forecast future performance and model the impact of new initiatives on revenue and service delivery
Models, analyzes and determines goals and incentives for revenue generating and service delivery staff and report on actual results
Manages booking and crediting team, makes decisions around complex crediting, and ensures accurate and timely reporting
Manages renewal pool variances, audits, and works with Account Management leadership around pool integrity and path to goal
Work with Sales and Account Management leadership on territory allocation strategy and execution
Serves as liaison with Finance team to ensure accuracy of financial records
Engage and leverage EAB resources, including content and communications, in order to execute on priorities and deliver high value sales enablement programs
Track and measure the results of sales enablement programs and content, and regularly report results to key business stakeholders
Collaborate with key stakeholders to develop strategy and prioritize systems enhancements or design and implement new systems to support business functions of group
Ad hoc Strategy and Operations analysis as needed
Consistently looks for opportunities to innovate across the organization; including, process change and tool creation
Takes part in special projects/ initiatives to maximize revenue
Passion for developing teams and investing in the next generation of leaders by ensuring each member of team is learning and growing

Basic Qualifications
Bachelor’s Degree
8-10+ years of relevant experience in sales, performance management, finance, or accounting
Experience in quantitative and financial analysis with a mastery of Excel
Exceptional attention to detail
Proven team leadership and project management experience
Demonstrated collaboration with all levels of an organization, including senior management
Excellent interpersonal and communication skills including ability to prepare presentations and present ideas to senior leadership
Able to think clearly and reach well founded conclusions and articulate ideas crisply and concisely; capable of making high level decisions with confidence and accomplishing results
Able to work under tight timelines and reprioritize work as needed

Ideal Qualifications
Experience with revenue recognition in a technology and/or consulting environment
Discretion in handling sensitive firm, department and individual performance information
Ability to work independently and autonomously, as well as part of a team
Solutions-focused problem solving
Commitment to valuing diversity, practicing inclusive behaviors, and contributing to an equitable working and continual learning environment in support of EAB’s DE&I Promise

If you’ve reached this section of the job description and are unsure of whether to apply, please do! At EAB, we welcome diversity of background and experience. We would encourage you to submit an application if this is a role you would be passionate about doing every day.


Consistent with our belief that our employees are our most valuable resource, EAB offers a competitive and inclusive benefits package.
Medical, dental, and vision insurance; dependents and domestic partners eligible
401(k) retirement plan with company match
20+ days of PTO annually, in addition to paid firm holidays
Daytime leave policy for community service or fitness activities (up to 10 hours a month each)
Paid parental leave for birthing and non-birthing parents
Phase Back to Work program for employees returning from parental leave
Infertility treatment coverage and adoption or surrogacy assistance
Wellness programs including gym discounts and incentives to promote healthy living
Dynamic growth opportunities with merit-based promotion philosophy
Benefits kick in day one, see the full details here.

At EAB, we believe that to fulfill our mission to “make education smarter and our communities stronger” we need team members who bring a diversity of perspectives to the table and are committed to fostering a workplace where each team member is valued, respected and heard.

To that end, EAB is an Equal Opportunity Employer, and we make employment decisions on the basis of qualifications, merit and business need. We don’t discriminate on the basis of race, religion, color, sex, gender identity or expression, sexual orientation, age, non-disqualifying physical or mental disability, national origin, veteran status or any other basis covered by appropriate law.

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