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Arlington, Virginia, United States
Remote only
Senior Director, Sales Enablement
Internal: Senior Director, SAT Suite Sales Enablement
College Board – CRA
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 Market Development and Engagement (MDE) team leads sales enablement and the SAT Suite’s strategy for state and district growth and market positioning. Working closely with the State and District Partnerships (SDP) team, EaR, and other CRA teams, MDE drives new business go-to-market strategy, supports high-stakes state pursuits, and ensures the SAT Suite is effectively positioned in an increasingly competitive assessment landscape.
About the Opportunity
The Senior Director, SAT Suite Sales Enablement owns the strategy, output, and outcomes for how effectively SAT Suite products, updates, and value propositions are positioned and executed in the field to drive new business and state and district growth.
This leader is accountable for ensuring that go-to-market strategy translates into clear, differentiated messaging, strong sales team readiness, and high-quality execution across state and district sales efforts. This includes not only developing sales materials and positioning, but actively enabling and coaching sales teams to deliver effective, consistent, and compelling customer engagements.
This role goes beyond content development. The Senior Director is responsible for driving the SAT Suite sales enablement strategy and requires hands-on partnership with sales teams, including leading trainings, supporting high-stakes engagements, and working directly with teams to improve how the SAT Suite is positioned in competitive environments. Reporting to the Executive Director, Market Development and Engagement, this individual is a key driver of SAT Suite growth, partnering closely with field teams, Product, and CRA leadership to ensure go-to-market strategy translates into successful outcomes in the field.
Success in this role is defined not by the volume of materials produced, but by measurable improvements in sales execution, win rates, and the quality of customer conversations.
In this role, you will:
Own Sales Enablement Strategy and Outcomes (35%)
Own the end-to-end sales enablement strategy for SAT Suite go-to-market efforts, ensuring sales teams are equipped to drive awareness, consideration, and purchase decision-making
Translate product updates, program strategy, and competitive positioning into clear, differentiated messaging that improves sales effectiveness and win rates
Drive alignment across CRA, Product, and field teams as a key leader in the cross-divisional CRA go-to-market process, including ownership of sales cycle collateral development and updates, as well as the SDP briefing process, to ensure consistent and compelling SAT Suite positioning
Be accountable for field and sales readiness at key moments, including major launches, state pursuits, and district growth initiatives
Partner with the Director, Program Success Enablement, on complementary strategies to ensure go-to-market launch plan alignment across existing state and district customers (Success Enablement) and prospective or new customers (Sales Enablement)
Drive Sales Team Readiness, Training, and Execution (30%)
Lead end-to-end enablement of SDP and inside sales teams, ensuring they can confidently and effectively position the SAT Suite in customer conversations
Design and deliver SAT Suite training experiences, including ownership of SDP briefings, live sessions, small group workshops, and one-on-one coaching with sales teams
Partner directly with sales teams to refine messaging, strengthen delivery, and improve effectiveness in real customer engagements
Travel to support regional sales teams, major sales opportunities, and high-stakes sales engagements as needed
Identify and close gaps in execution using sales team feedback, performance signals, and win/loss insights
Ensure enablement efforts result in measurable improvements in sales confidence, consistency, and effectiveness
Lead Collateral, Playbooks, and Pursuit Support (20%)
Own the development and maintenance of core sales assets, including pitch decks, playbooks, competitive positioning guides, and leave-behind materials
Translate complex strategy into clear, practical tools that sales teams can use effectively in live customer conversations
Support development of state and district pursuit materials, including positioning, win themes, and RFP narratives
Ensure all materials are current, consistent, and tightly aligned to go-to-market strategy and sales execution needs
Drive High-Stakes Engagements and Improve Sales Performance (15%)
Partner with sales teams and MDE leadership to directly support high-stakes state and district engagements, including presentations, strategy sessions, and key customer interactions
Support SAT Suite representation at conferences and external events, serving as a credible resource and strengthening market presence and influence
Build bench strength across CRA by enabling more team members to effectively represent the SAT Suite externally, reducing reliance on a small number of senior leaders
Use win/loss insights, field feedback, and performance signals to identify gaps in positioning and execution
Continuously refine messaging, collateral, and enablement strategies to improve win rates, sales cycle effectiveness, and the quality of customer conversations
About You
5-8+ years of experience in sales enablement, go-to-market strategy or business development. Must have experience supporting or enabling sales teams to drive sales. 10+ years of experience in sales enablement, go-to-market strategy, and/or K-12 business development a plus.
Experience in K-12 education, ed tech and/or product sales enablement a plus. Familiarity with assessment, edtech, or large-scale education programs.
Strong ability to translate complex product or program strategy into clear, actionable messaging
Experience developing sales collateral, playbooks, and/or go-to-market materials
Strong written and verbal communication skills, including executive-level presentation development
Ability to work cross-functionally and drive alignment across multiple stakeholders
Strong analytical and strategic thinking skills, including the ability to use data and feedback to improve performance
Willingness to travel approximately 20-30% to support sales teams, trainings, conferences, and high-stakes customer engagements
Direct experience supporting state-level procurement, RFP environments, or large-scale district sales a plus
Experience in competitive positioning, win strategy development, and sales coaching a plus
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, 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 $104,000 –$160,000.
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.
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