Managing Director, Higher Education Revenue

Managing Director, Higher Education Revenue (National Team)

The Managing Director is primarily responsible for bookings growth, through new business and by generating strong renewal rates and expanding relationships with existing clients. This role will have management responsibility over Account Executives who own and maintain a territory of institutional accounts, and our goal is to deepen those relationships through our research, grants, and related services.

As a Managing Director, you will also serve on the Higher Education leadership team collaborating with the heads of content, product, and marketing to deliver effective go-to market plans, growth strategies, and reinforce a culture of success across the organization. This position will report to the Chief Growth Officer.

Responsibilities

Revenue & Pipeline Management

Hold Account Executives accountable to monthly / quarterly goals and forecasts

Provide creative ideas to increase conversion rate and exceed NBB goals

Ensure strong renewal process that leads to high RBB returns

Maintain consistent volume and outreach to create ABB opportunities

Providing regular call support, commercial strategy, and contracting negotiation

Outreach Strategy

Guide associates in their scheduling approach to prospective clients

Lead territory management planning to identify high-potential opportunities

Leverage strong marketing channels to generate additional business interest

Content Knowledge

Understands key research methodologies - survey, data, secondary

Support team in developing client voice around how to use research and insights

Collaborate with Content leaders to ensure client service standards

Practice Guidance

Liaise with Content, Product, and Marketing leaders to shape practice strategy

Influence pricing strategies and develop effective proposals to increase success

Provide perspective on new product development and market opportunities

Stay apprise of market dynamics and the competitive landscape

Coaching & Support

Identify opportunities for improvementand manage development plans

Ability to coach and improve commercial execution

Qualifications

Deep understanding of the Higher Education market, including potential buyers

Exceptional communication (oral, written) and persuasion skills

High-energy, self-motivated, agile leader with the ability to think spontaneously

Ability to drive urgency and decisions with both internal and external stakeholders

Experience managing a high-growth team to meet quarterly and annual targets

Experience in research, consulting, or technology sales or sales management position

Demonstrated track record of coaching and mentoring team members

Believe in the power of data and research to make informed decisions

Willingness to travel 10-20%(may vary based on time of year)

Requirements

A Bachelor's degree demonstrating high achievement from an accredited academic institution

6+ years in a consultative sales role with a proven track record of success by consistently exceeding key performance metrics

Managing a portfolio of products and services within a Higher Education environment

Location :

Office is located in Arlington, VA

Hybrid or Remote option available

Benefits :

Competitive base salary and uncapped commission earning potential

Award-winning training program on markets, research methodologies and sales skills

Starting at 18+ days Paid Time Off

15 observed holidays, including Juneteenth, Indigenous People Day and personal floating days

401(K) employer matching programs

Comprehensive health and dental benefits package

Health and wellness packages with discounts to local gym

Community service opportunities

Unlimited snacks and beverages in office

Compensation :

Hanover Research strives to create compensation and benefits programs that are competitive, equitable and fair. The On Target Earning (OTE) range for this role is $260,000 - $310,000 per year, which is comprised of a base salary range from $150,000 - $180,000 and a variable uncapped commission structure ranging from $110,000 - $130,000 (subject to modification as 2026 planning is ongoing) when goal is 100% obtained for this role.Please note that the base salary offered is contingent on the candidate's job-related knowledge, skills, and experience. Our base pay range is determined by the role and the market.

Hanover believes in supporting our team's overall well-being now and in the future. We provide retirement benefits and 401K matching to help youplan ahead, wellness benefits to keep you healthy, medical coverage to lift you up if you or your dependents get sick, and paid time away to rejuvenate. You can learn more about our benefits on our Hanover Research Careers page or please talk to your Recruiter to learn more.

How to Apply :

If you are interested in the prospect of working for a dynamic, fast-growing company, we encourage you to submit your resume and any other supporting materials.

Hanover strives to be accessible to all users and job seekers. If you are a qualified individual with a disability and need assistance in accessing our website or completing a job application, please contact Hanover Research at 202-559-0050 or via email recruiting@hanoverresearch.com All information you provide will be kept confidential and will be used only to the extent required to provide needed reasonable accommodation.

About Hanover Research :

Founded in 2003, Hanover Research is a global research and analytics firm that delivers market intelligence through a unique, fixed-fee model to more than 1,000 clients. Headquartered in Arlington, Virginia, Hanover employs high-caliber market researchers, analysts, and account executives to provide a service that is revolutionary in its combination of flexibility and affordability. Hanover was named a Top 50 Market Research Firm by the American Marketing Association from 2015 to 2021.To learn more about Hanover Research, visit www.hanoverresearch.com

Hanover Values :

Business Building - We build our business quickly and intelligently and we help our clients do thesame

Thought Leadership and Innovation - We strive constantly to deliver better information in a betterway

Service - To our clients and our community, service is our guidingprinciple

Leadership and Mentorship - Our talent is our greatest asset, and we hope to help our people be theirbest

Firm Citizenship - We are optimists who believe there are endless possibilities for our company andourselves

Hanover Research provides equal employment opportunities to all employees and applicants for employment without regard to their race, color, creed, religion, national origin, gender, sexual orientation, gender identity or expression, disability, veteran status, age, marital status, familial status, genetic information, or status with regard to public assistance, or membership or activity in a local human rights commission, any other characteristic protected by applicable federal, state, or local law. You can learn more on our Equal Employment Page.