Director, Sales

• Minimum 7 years of experience in consultative enterprise sales, strategic partnerships, business development, fundraising, workforce development, or a closely related field. • Demonstrated success selling to or partnering with organizations. • Social purpose industry experience strongly preferred; direct experience with employers is highly desirable. • Proven ability to build and manage a complex enterprise pipeline. • Demonstrated success working across multiple stakeholders and organizational functions. • Experience working in an evolving or high-growth environment.

Director, Sales Penn Foster Group is a portfolio of online education and training solutions focused on creating accessible pathways into in-demand careers. We help learners build real-world skills and knowledge that support long-term success in the workplace. We are seeking a Director, Sales to build and scale Penn Foster's B2B sales portfolio, focused exclusively on employers, social purpose organizations and workforce-development partners. This is a true builder role—not an optimization role. You will architect and lead the sales engine from the ground up, establishing the strategy, structure, relationships, and operating rigor required to scale B2B revenue and learner completions over the next five years. The ideal candidate will have 7+ years of consultative enterprise sales, strategic partnerships, business development, or workforce-development experience and will report directly to the Vice President of Sales. Essential Job Functions Own the Full Sales Cycle • Identify, prospect, and engage new enterprise accounts and social purpose orgs. • Develop and execute outbound strategies across priority segments. • Lead complex, multi-stakeholder sales cycles from first touch through close and expansion. • Build and manage a high-quality enterprise pipeline. • Develop strategic account plans for employers and other priority organizations. Sell Consultatively to Employers & Social Purpose Organizations • Lead with “Why Change, Why Now”—helping organizations understand their workforce challenges before positioning solutions. • Diagnose needs across talent acquisition, workforce shortages, internal mobility, upskilling, retention, mission-based purpose and career advancement. • Understand the operational and financial realities of employers and social purpose organizations, connecting workforce challenges to measurable outcomes. • Partner with the Director of Strategy and Solutions to create tailored workforce-development solutions aligned to outcomes. • Navigate and influence multiple stakeholders, including executives and leaders across HR, Talent Acquisition, Learning & Development, Workforce Development, Operations, and Community/Partnership functions. Build the GTM Engine • Help define Penn Foster's ideal customer profile, priority segments, target accounts, and buying personas. • Develop market intelligence on workforce trends, talent shortages, training capacity, and employer priorities. • Test and iterate on messaging, value propositions, sales plays, and partnership models. • Identify emerging workforce needs that can inform Penn Foster's solutions and go-to-market strategy. Drive Results With Discipline • Maintain accurate pipeline, forecasting, account plans, and opportunity management. • Operate within defined sales stages and methodology (CVI, for example). • Consistently meet or exceed revenue targets. • Build repeatable sales processes that can scale across segments. • Develop land-and-expand strategies within strategic accounts. Priority Workforce Challenges The Director will develop partnerships around high-priority workforce challenges, including: • Shortages of skilled professionals. • Difficulty recruiting qualified candidates into high-demand roles. • Limited capacity in traditional education and training programs. • Long time-to-fill for critical frontline positions. • Employee turnover and retention challenges. • Barriers to internal mobility and career advancement. • Need for flexible education that employees can complete while working. • Geographic gaps in access to training. • Demand for apprenticeship, pre-apprenticeship, work-based learning, and earn-while-you-learn models. Knowledge, Skills & Abilities Mission Alignment • Passionate about expanding access to high-quality, flexible, career-aligned education. • Excited to work at the intersection of workforce development and economic mobility. Builder Mentality • Experience operating in early, evolving, or entrepreneurial GTM environments. • Comfortable with ambiguity and creating structure where it does not yet exist. Consultative Enterprise Sales Experience • Proven track record of success in enterprise, consultative sales. • Experience selling complex workforce, education, technology, services, or partnership solutions to organizations. • Strong ability to lead with the customer's workforce problem rather than a product pitch. • Experience with sales process frameworks such as CVI, MEDDPICC or similar consultative/value-based sales methodologies. Business Acumen • Strong understanding of employer economics, workforce challenges, and organizational structures. • Familiarity with the operational elements of social purpose organizations, including mission, funding and audiences served. • Ability to connect workforce-development initiatives to measurable outcomes such as hiring, retention, internal mobility, productivity, time-to-fill, and cost avoidance. Strategic Thinking • Strong business acumen and problem-solving skills. • Ability to define target customers, market segments, buying personas, sales plays, and messaging as the business evolves. • Ability to identify patterns across customer conversations and turn market feedback into strategic recommendations. Clear & Compelling Communicator • Excellent verbal and written communication skills. • Ability to communicate credibly with leaders at every level—from frontline leaders and individual contributors to C-suite executives and board-level stakeholders. • Strong executive presentation, discovery, negotiation, and storytelling skills. Requirements • Minimum 7 years of experience in consultative enterprise sales, strategic partnerships, business development, fundraising, workforce development, or a closely related field. • Demonstrated success selling to or partnering with organizations. • Social purpose industry experience strongly preferred; direct experience with employers is highly desirable.