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Job description
Main Responsibilities
The role of the Associate Director – Executive Education (Sales) is to drive business development and revenue generation for IESE’s Executive Education activities in New York, with a primary focus on custom programs and complementary open enrolment programs.
The Associate Director is responsible for:
Building and developing relationships with senior corporate stakeholders
Identifying leadership development and organizational transformation needs
Generating qualified opportunities for executive education engagements
Advancing opportunities through the commercial pipeline toward revenue
This role does not own program design or delivery. For custom programs, once an opportunity reaches the proposal stage, the Associate Director works in close coordination with internal Associate Directors (Account Directors), who lead:
Proposal development
Program design and content creation
Program delivery and client management
The role also contributes to revenue generation in open enrolment programs by identifying and recruiting individual participants from client organizations.
Tasks
1. Business Development & Pipeline Generation
Proactively identify, target, and engage organizations and senior executives (C-suite, HR, L&D, business leaders) to present IESE’s executive education offerings. Develop and execute a structured target account plan aligned with IESE’s strategic priorities, faculty expertise, and market focus. Build a strong and sustainable pipeline of opportunities.
2. Opportunity Qualification & Advancement
Identify client needs related to leadership development and organizational transformation. Qualify opportunities by validating stakeholders, business needs, scope, and timeline. Advance opportunities through early-stage discussions toward proposal readiness, ensuring a high-quality pipeline.
3. Sales Conversion & Revenue Contribution
Drive the progression of opportunities toward conversion in collaboration with internal teams. Contribute to achieving annual revenue targets through both:
Custom executive education programs
Open enrolment and short programs
Support the closing process while ensuring alignment with IESE’s positioning and value proposition.
4. Cross-Selling Open Enrolment Programs
Identify opportunities to enrol individual executives from client organizations into IESE’s open enrolment and short programs. Promote these programs as part of broader corporate engagement and ensure their contribution to overall revenue objectives.
5. Collaboration & Handover to Account Directors
Ensure seamless coordination with internal Associate Directors responsible for program design and delivery. Transfer qualified opportunities at the appropriate stage (proposal or co-design phase) and remain engaged as needed to support successful conversion. Maintain a consistent and high-quality client experience throughout the transition.
6. CRM Management & Sales Discipline
Maintain accurate and up-to-date records of all activities, opportunities, and pipeline progression in CRM systems. Ensure compliance with internal governance, including validation of leads, tracking of proposal stages, and adherence to quality standards in pipeline management.
7. Additional Duties
Carry out other responsibilities related to business development and market expansion as assigned by the organization or supervisor.
Requirements
The candidate will be based at the New York campus and work primarily onsite. The ideal profile is a high-performing business development professional with a strong track record in B2B sales, relationship-driven environments, and complex solution selling.
Experience in executive education, consulting, or professional services is valuable, but the primary requirement is the ability to originate opportunities, build pipeline, and convert revenue in a consultative sales context.
Education and Experience
Master’s degree in business or a related field from a top-tier institution preferred
Minimum of 5–8 years of experience in business development, sales, or client-facing roles
Demonstrated success in generating pipeline and closing high-value deals
Experience in consultative sales environments (e.g., professional services, executive education, consulting, B2B solutions) strongly preferred
Proven ability to engage and influence senior executives (C-suite, HR, L&D, business leaders)
Experience working in international or multicultural environments is a plus
Familiarity with executive education or leadership development is beneficial but not required
Key Competencies
Commercial drive : Strong sales orientation with ownership of pipeline, targets, and results
Relationship building : Ability to establish credibility and trust with senior corporate stakeholders
Consultative selling : Skilled at identifying client needs and translating them into business opportunities
Results orientation : Highly motivated to achieve measurable outcomes, particularly in revenue generation
Influence & communication : Excellent interpersonal and communication skills with the ability to operate effectively at senior levels
Execution discipline : Structured, rigorous approach to pipeline management and CRM usage
Collaboration : Ability to work seamlessly with internal teams (e.g., account directors, faculty) to advance and convert opportunities
Resilience & persistence : Comfortable operating in long sales cycles with multiple stakeholders
Global mindset : Ability to engage across cultures and industries
Initiative : Proactive, self-driven, and action-oriented with a strong sense of ownership
Work Environment
As part of the Executive Education team, you will work in a motivated and highly international group of dedicated, experienced and talented professionals.
Domestic and international travel required.
Flexible schedule with periods of intense activity and travel, balanced by quieter times.
Willingness to work on local holidays as needed for international program implementation.
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Worksite address
new york, NY, 10261, US
Who can apply
Review the original listing for work authorization, qualifications and employer requirements.