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.