Senior Director, Research Account Management

About EAB At EAB, our mission is to make education smarter and our communities stronger. We work with more than 2,800 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 enrollment, student success, institutional strategy, data analytics, and advancement. 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, Research Account Management (Team Lead) The Senior Director, Research Account Management, will lead a team of Account Managers responsible for driving retention, and growth across a $60M+ renewal pool for EAB’s Research programs. This leader will oversee renewal and expansion strategy, coach the team on complex partner engagement and negotiations, and directly support the most strategic, complex, or at-risk partnerships. The role requires strong commercial judgment, executive presence, people leadership, and cross-functional collaboration with Sales, Product, Research, and Success teams to strengthen partner relationships, translate data and market feedback into business strategy, and improve renewal and share-of-wallet outcomes. This role reports to the Vice President, Research Account Management and Partner Success. This position may be based in Washington, DC; exceptional candidates based remotely within the continental United States are also encouraged to apply. This position is also posted at the Managing Director level; applicants are being considered at both levels for the single opportunity. Primary

Responsibilities:
Revenue & Pipeline Management Responsible for a business line/team renewal pool of $60M+ on an annual basis, including understanding partner decision processes, budgeting cycles, renewal timing, contracting dynamics, oversight for renewal KPIs, revenue projections, pacing, and goal attainment. Maintain a current view of top renewal risks and opportunities across the team portfolio, including top contracts, partner dynamics, decision risks, weak spots, growth opportunities, and where leadership attention is needed. Use Salesforce and other data sources to run monthly and quarterly pacing, risk/opportunity reviews, revenue projections, and goal tracking; translate reporting into prioritized action for the team. Generate ideas and lead save, renewal, and growth plays that improve renewal rate performance beyond current goals. Manage team against Salesforce and other data tracking and reporting expectations, ensuring high-quality and timely compliance. Skilled Negotiation Lead complex and sensitive negotiations, challenging renewal discussions, and creative contracting; coach and upskill the team in this area. Support Account Managers in developing value-based renewal narratives, escalation strategies, and save plans that go beyond discounting when partners question value or face budget pressure. Partner Knowledge, Portfolio Command & Engagement Conduct consultative one-on-one presentations to educate partners on EAB services, acting as an escalation point for the team as needed. Manage team against developing a deep knowledge of partner priorities at the institutional level as well as by partnership program, and mapping to effective commercial value narratives. Understand partner internal politics and key influencers; coach Account Managers on how to navigate complex partner dynamics. Data-Driven Prioritization & Operating Cadence Build and maintain repeatable operating rhythms for the team, such as renewal reviews, large-contract reviews, account-planning sessions, top-risk/top-opportunity trackers, and 30/60/90 follow-up plans. Use partner and portfolio signals
- including utilization, impact evidence, diagnostic calls, APRs or success plans, executive/persona engagement, and decision risk
- to determine where the team should spend time and where leadership should intervene. Develop or refine best practices, scripting, collateral, templates, and accountability flows that improve consistency, follow-through, and service quality across the team. Communicate business priorities, tradeoffs, and next steps clearly through crisp team updates, leadership pre-wires, and action-oriented meetings. Market Intelligence Monitor and communicate partner and market interests and trends across programs to Sales, Product, Research, Success delivery teams, and Co