Director, Financial Aid Software Sales & Engagement

Director, Financial Aid Software Sales & Engagement

College Board - Higher Ed Membership and Access (HMA)

Location:

• This is a remote role. Candidates who live near CB offices have the option of being fully remote or hybrid (Tuesday and Wednesday in office). All CB employees are required to occasionally travel to meet in person for business purposes.

Role Type:

• This is a full-time position

About the Team

The Financial Aid Engagement team is a collaborative group of six professionals within Financial Aid Programs and Services, a 27-person organization dedicated to helping colleges and universities improve access, affordability, and equity through innovative financial aid solutions. Built by financial aid professionals for financial aid professionals, our portfolio of products and services helps institutions administer financial aid more effectively while supporting students throughout the financial aid process.

The Engagement team brings together expertise in financial aid, consultative sales, marketing, communications, project management, and customer engagement. We work collaboratively across the organization, empowering each team member to lead strategic initiatives that strengthen institutional partnerships and expand adoption of College Board's financial aid solutions.

About the Opportunity 

The Director, Financial Aid Software Sales & Engagement is responsible for developing and executing consultative sales strategies that expand adoption of College Board's portfolio of financial aid solutions, including PowerFAIDS, Net Price Calculator, MyinTuition, and future products that support institutional financial aid administration and student access.

This role serves as a trusted advisor to higher education leaders by understanding institutional goals and recommending solutions that improve financial aid operations, affordability, and student outcomes. Success requires building strong relationships across financial aid, enrollment management, finance, and technology organizations while managing opportunities throughout the full sales lifecycle.

Working collaboratively across Financial Aid Programs & Services, the Director contributes to customer retention by proactively engaging institutions, identifying cancellation risks, informing renewal strategies, and uncovering opportunities to expand adoption of College Board's financial aid solutions.

This position reports to the Executive Director, Financial Aid Engagement and Services. Travel is anticipated approximately 4–6 times annually for customer meetings, conferences, and College Board events.

In this role, you will: 

Consultative Sales & Account Management (70%)

• Develop and execute territory and account strategies that drive new business and expand adoption of College Board's financial aid solutions portfolio.

• Build trusted relationships with institutional leaders across financial aid, enrollment management, finance, technology, and executive leadership.

• Lead consultative sales engagements from prospecting through contract execution, including discovery, solution demonstrations, proposal development, negotiation, and close.

• Conduct virtual and in-person product demonstrations and consultations tailored to institutional goals and operational needs.

• Identify opportunities to expand existing customer relationships through cross-selling, portfolio expansion, and strategic partnerships.

• Represent College Board at conferences, professional association meetings, and customer events to strengthen relationships, generate leads, and increase market awareness.

• Collaborate with Marketing, Product, and Financial Aid Programs & Services colleagues to develop and execute targeted outreach campaigns that generate qualified opportunities and support portfolio growth.

• Develop territory plans, prioritize opportunities, and maintain sales forecasts to achieve annual revenue objectives.

Pipeline Management, Retention & Market Intelligence (30%)

• Maintain an accurate and healthy sales pipeline through disciplined opportunity management, forecasting, and Salesforce data integrity.

• Partner with colleagues across Financial Aid Programs & Services to execute outreach strategies that strengthen customer engagement and contribute to institutional retention goals.

• Identify institutions at risk of cancellation or reduced engagement by analyzing customer interactions, contract status, and market trends, recommending proactive engagement strategies to mitigate risk.

• Support renewal planning through customer consultations, relationship management, and cross-functional collaboration that strengthens customer retention while identifying opportunities for portfolio expansion.

• Analyze customer feedback, competitive activity, and market trends to inform sales strategies, campaign development, and product positioning.

• Maintain expertise in College Board's financial aid solutions and the evolving higher education financial aid technology landscape, serving as a trusted resource for customers and internal stakeholders.

​About You

• 5+ years of experience in higher education, financial aid, enrollment management, education technology, SaaS, or consultative software sales.

• Demonstrated success developing sales strategies and consistently achieving revenue or business development goals.

• Experience building trusted relationships with senior institutional leaders and managing complex sales cycles involving multiple stakeholders.

• Knowledge of higher education financial aid administration, enrollment management, student success, or related institutional operations.

• Experience presenting software or technology solutions to executive and technical stakeholders preferred.

• Ability to quickly understand customer needs and translate them into consultative solution recommendations.

• Experience using CRM platforms (preferably Salesforce) to manage pipelines, forecasts, and customer engagement activities.

• Strong analytical and problem-solving skills with the ability to use data to inform decisions and prioritize opportunities.

• Excellent written, verbal, and presentation skills, including facilitating virtual and in-person meetings with executive audiences.

• Ability to manage multiple priorities independently while collaborating effectively across cross-functional teams.

• Bachelor's degree required.

All roles at College Board require:

• A passion for expanding educational and career opportunities and mission-driven work

• Curiosity and enthusiasm for emerging technologies, with a willingness to experiment with and adopt new AI-driven solutions and comfort with learning and applying new digital tools independently and proactively. 

• Clear and concise communication skills, written and verbal

• A learner's mindset and a commitment to growth: welcoming diverse perspectives, giving and receiving timely, respectful feedback, and continuously improving through iterative learning and user input.

• A drive for impact and excellence: solving complex problems, making data-informed decisions, prioritizing what matters most, and continuously improving through learning, user input, and external benchmarking.

• A collaborative and empathetic approach: working across differences, fostering trust, and contributing to a culture of shared success

• Authorization to work in the United States

About Our Process  

• Application review will begin immediately and will continue until the position is filled. This role is expected to accept applications for a minimum of 5 business days.

• While the hiring process may vary, it generally includes: resume and application submission, recruiter phone/video screen, hiring manager interview, performance exercise such as live coding, a panel interview, a conversation with leadership and reference checks.

What We Offer

At College Board, we offer more than a paycheck: we provide a meaningful career, a supportive team, and a comprehensive package designed to help you thrive. We’re a self-sustaining nonprofit that believes in fair and competitive compensation grounded in your qualifications, experience, impact, and the market.

A Thoughtful Approach to Compensation

• The hiring range for this role is $80,000–$130,000.

• Your exact salary will depend on your location, experience, and how your background compares to others in similar roles at the College Board.

• We aim to make our best offer upfront, rooted in fairness, transparency, and market data.

• We adjust salaries by location to ensure fairness, no matter where you live.

You’ll have open, transparent conversations about compensation, benefits, and what it’s like to work at College Board throughout your hiring process. Check out our careers page for more.