Your Role:
As the Vice President of Institutional Relations, you’ll be a senior commercial leader responsible for driving revenue growth, enrollment and market expansion across a defined territory by managing a team of salespeople RD (Regional Directors). In this role, you’ll set strategy, builds high-impact institutional partnerships, and leads a consultative, relationship-driven go-to-market approach that positions CEA CAPA as a preferred provider.
What You’ll Do:
Territory & Growth Planning
- Lead, coach, and develop a team of reps RD (Relationship Directors) to drive consistent quota, revenue, retention and enrollment targets.
- Own and execute a growth plan with CRO.
- Translate targets into territory quotas with weekly pipeline reviews, win rates, to drive revenue generation.
- Set clear quotas (new + expansion) to drive account growth, program/expansion growth and retention (NRR, upsell) Maintain regular engagement with key stakeholders at University Partners
- Lead territory and account planning.
- Standardize account plans (org map, pain, opportunity, next steps) Run territory reviews and monthly account deep dives.
- Drive pipeline creation discipline across prospecting and partner collaboration.
- Drive pipeline through whitespace and prioritization.
- Identify high-potential and underpenetrated Partners and enforce pipeline creation targets, KPI’s and prospecting discipline. Collaborating with the team. identify high‑potential opportunities aligned with program offerings. Recommend appropriate programs b. d on academic, growth, and institutional needs.
Awareness & Relationship Development
- Drive the team to build visibility and trust with universities stakeholders specifically with Admissions Enrollment Management, Study Abroad Office or other executives as identified. Represent CEA CAPA at conferences, campus events, college fairs, and campus sales calls.
- Partner with the broader Institutional Relationship sales team, Partner Services team, and Strategic Academic Liaison team to drive University Partner growth in a coordinated
Strategy & Continuous Improvement
- Partner cross-functionally with Marketing, SDRs, Customer Success, Academics, and Program teams to align on pipeline, conversion, and partner outcomes.
- Share market insights, competitive intelligence, and frontline messaging feedback to refine positioning and go-to-market execution.
- Identify and implement process improvements and best practices to increase team productivity, win rates, and deal velocity.
- Drive adoption of sales tools, playbooks, and methodologies to improve consistency and performance.
- Support development of partner growth strategies that strengthen long-term relationships and expand opportunities with university partners.
- Contribute to initiatives that enhance sales effectiveness, partner experience, and overall revenue outcome.
Salary: $100,000-$120,000, with eligibility for additional variable compensation
What Makes a Great Candidate:
- Bachelor’s degree required, master’s degree a plus.
- 5+ years of progressive sales leadership experience, with higher education exposure preferred
- 3+ years in a consultative, relationship-driven sales or business development role, with a track record of influencing decision-makers
- Proven experience in a complex relationship oriented/multi‑stakeholder sales cycle.
- Preference given to higher education or in a similar complex sales motion.
- Strong relationship‑building skills with the ability to influence, advise, and drive decisions.
- Excellent consultative communication and presentation skills, including comfort engaging with diverse sets of buyers such as executives, students, families, and institutional stakeholders.
- Demonstrated ability to manage a broad set of accounts to prioritize high‑impact opportunities and consistently work toward targets.
- Experience using Salesforce CRM to manage pipeline, track activity, and monitor performance and ensure timely follow up and conversion.
- Willingness and ability to travel 50–75% within an assigned portfolio of university partners.
- Self‑directed and results‑oriented leader, with confidence operating in a remote environment while collaborating effectively across teams to achieve goal‑based outcomes.
We believe great talent comes in many forms and that there is no one size fits all in hiring. If you feel you may be a great fit for this role but do not check all of the boxes, we encourage you to apply and show us why you're the right candidate for this position.
Why This Role Matters
The VP Role is a key ambassador for CEA CAPA, often introducing students and families to global study abroad opportunities for the first time. Success in this role builds trust, drives enrollment growth, strengthens institutional partnerships, and enhances CEA CAPA’s reputation.
This is a highly visible, field-based role for professionals who excel at relationship-building and enjoy helping students take the next step in their college journey globally.
Who We Are:
CEA CAPA is a premier provider of transformative international education experiences, committed to empowering students to become thoughtful and thriving leaders through living and learning abroad. With a presence in 62 cities across 22 countries in Europe, Latin America, Asia, and Australia, we offer comprehensive study abroad and career readiness programs that integrate academic excellence and cultural immersion. Our global footprint includes 11 international study centers, and we proudly support over 10,000 students annually in partnership with more than 375 U.S. universities and over 50 international institutions. CEA CAPA is in a dynamic phase of growth and is powered by a global team of nearly 700 professionals who are deeply mission-driven and committed to creating inclusive, supportive and enriching environments that help students grow academically, personally and professionally.
Why You’ll Love CEA CAPA:
- Wellness & Snacks (In-Office): Fresh Fruit Wednesdays, coffee bar, wellness room, and ergonomic workspaces.
- Time Off & Giving Back: 12 paid holidays, generous PTO, and up to 8 hours paid volunteer time—because balance matters.
- Support for Your Whole Life: Comprehensive health, dental, and vision coverage, benefits for domestic partners, paid parental leave, and compassionate time off for life events—because caring for your loved ones matters.
- Fun & Community: We encourage team connection and celebration, from office events to informal get-togethers and virtual hangouts—exact activities vary by team.
Our commitment to creating a sense of belonging means we welcome individuals of all abilities, ages, citizenships, educations, ethnicities, family statuses, gender identities, genders, genetic information, languages, marital status, military experiences, political views, pregnancy, races, religions, sexes, sexual orientations, socioeconomic statuses, and work experiences and therefore we encourage applicants from diverse lived experiences to apply.
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