Sales Managing Director, Higher Education Revenue

Sales Managing Director, Higher Education Revenue (National Team) 
  
The Managing Director is primarily responsible for bookings growth, through new business and by generating strong renewal rates and expanding relationships with existing clients.  This role will have management responsibility over Account Executives who own and maintain a territory of institutional accounts, and our goal is to deepen those relationships through our research, grants, and related services.   

As a Managing Director, you will also serve on the Higher Education leadership team collaborating with the heads of content, product, and marketing to deliver effective go-to market plans, growth strategies, and reinforce a culture of success across the organization.  This position will report to the Chief Growth Officer.   

Responsibilities  

• Revenue & Pipeline Management   

• Hold Account Executives accountable to monthly/quarterly goals and forecasts   

• Provide creative ideas to increase conversion rate and exceed NBB goals   

• Ensure strong renewal process that leads to high RBB returns  

• Maintain consistent volume and outreach to create ABB opportunities  

• Providing regular call support, commercial strategy, and contracting negotiation  

• Outreach Strategy   

• Guide associates in their scheduling approach to prospective clients 

• Lead territory management planning to identify high-potential opportunities 

• Leverage strong marketing channels to generate additional business interest    

• Content Knowledge  

• Understands key research methodologies – survey, data, secondary 

• Support team in developing client voice around how to use research and insights   

• Collaborate with Content leaders to ensure client service standards 

• Practice Guidance   

• Liaise with Content, Product, and Marketing leaders to shape practice strategy   

• Influence pricing strategies and develop effective proposals to increase success 

• Provide perspective on new product development and market opportunities   

• Stay apprise of market dynamics and the competitive landscape   

• Coaching & Support   

• Identify opportunities for improvement and manage development plans 

• Ability to coach and improve commercial execution  

Qualifications  

• Deep understanding of the Higher Education market, including potential buyers  

• Exceptional communication (oral, written) and persuasion skills   

• High-energy, self-motivated, agile leader with the ability to think spontaneously   

• Ability to drive urgency and decisions with both internal and external stakeholders  

• Experience managing a high-growth team to meet quarterly and annual targets  

• Experience in research, consulting, or technology sales or sales management position   

• Demonstrated track record of coaching and mentoring team members  

• Believe in the power of data and research to make informed decisions   

• Willingness to travel 10-20% (may vary based on time of year)   

Requirements  

• A Bachelor's degree demonstrating high achievement from an accredited academic institution  

• 6+ years in a consultative sales role with a proven track record of success by consistently exceeding key performance metrics  

• Managing a portfolio of products and services within a Higher Education environment  

Location:

Office is located in Arlington, VA

Hybrid or Remote option available

#LI-Remote #Remote 

Benefits:

• Competitive base salary and uncapped commission earning potential

• Award-winning training program on markets, research methodologies and sales skills

• Starting at 18+ days Paid Time Off

• 15 observed holidays, including Juneteenth, Indigenous People Day and personal floating days

• 401(K) employer matching programs

• Comprehensive health and dental benefits package

• Health and wellness packages with discounts to local gym

• Community service opportunities

• Unlimited snacks and beverages in office

Compensation:  

Hanover Research strives to create compensation and benefits programs that are competitive, equitable and fair. The On Target Earning (OTE) range for this role is $260,000 - $310,000 per year, which is comprised of a base salary range from $150,000 - $180,000 and a variable uncapped commission structure ranging from $110,000 - $130,000 (subject to modification as 2026 planning is ongoing) when goal is 100% obtained for this role. Please note that the base salary offered is contingent on the candidate's job-related knowledge, skills, and experience.  Our base pay range is determined by the role and the market.  

Hanover believes in supporting our team's overall well-being now and in the future. We provide retirement benefits and 401K matching to help you plan ahead, wellness benefits to keep you healthy, medical coverage to lift you up if you or your dependents get sick, and paid time away to rejuvenate. You can learn more about our benefits on our Hanover Research Careers page or please talk to your Recruiter to learn more.  

How to Apply: 

If you are interested in the prospect of working for a dynamic, fast-growing company, we encourage you to submit your resume and any other supporting materials.   

Hanover strives to be accessible to all users and job seekers. If you are a qualified individual with a disability and need assistance in accessing our website or completing a job application, please contact Hanover Research at or via email  All information you provide will be kept confidential and will be used only to the extent required to provide needed reasonable accommodation.    

About Hanover Research:  
Founded in 2003, Hanover Research is a global research and analytics firm that delivers market intelligence through a unique, fixed-fee model to more than 1,000 clients. Headquartered in Arlington, Virginia, Hanover employs high-caliber market researchers, analysts, and account executives to provide a service that is revolutionary in its combination of flexibility and affordability. Hanover was named a Top 50 Market Research Firm by the American Marketing Association from 2015 to 2021. To learn more about Hanover Research, visit   

Hanover Values: 

• Business Building – We build our business quickly and intelligently and we help our clients do the same  

• Thought Leadership and Innovation – We strive constantly to deliver better information in a better way  

• Service – To our clients and our community, service is our guiding principle  

• Leadership and Mentorship – Our talent is our greatest asset, and we hope to help our people be their best  

• Firm Citizenship – We are optimists who believe there are endless possibilities for our company and ourselves  

Hanover Research provides equal employment opportunities to all employees and applicants for employment without regard to their race, color, creed, religion, national origin, gender, sexual orientation, gender identity or expression, disability, veteran status, age, marital status, familial status, genetic information, or status with regard to public assistance, or membership or activity in a local human rights commission, any other characteristic protected by applicable federal, state, or local law. You can learn more on our Equal Employment Page.