Associate Director

To build and scale Executive Education and Digital Learning – ISB Online Enterprise Vertical by expanding the enterprise client base, driving sustainable revenue growth, and institutionalizing a repeatable go-to-market model that integrates digital, blended, and customized executive education solutions.

This is a strategic revenue leadership role with direct accountability for growth, market expansion, and cross-functional orchestration.

• Scale the portfolio from 10+ to 50+ active enterprise clients
• Deliver annual revenue bookings and revenue recognition targets
• Achieve 60% revenue from net new client acquisition and 40% from account expansion
• Architect and operationalize ISB Online GTM model
• Establish predictable pipeline coverage (3–4x revenue target)

Key Responsibilities

1. Revenue & Portfolio Expansion

• Acquire and close new enterprise partnerships
• Drive multi-year institutional relationships
• Increase average deal size and lifetime value
• Develop structured account expansion roadmaps

2. Hybrid GTM Architecture

• Co-create Blended offerings with Product
• Align Marketing for targeted enterprise demand generation (ABM-led approach)
• Partner with Delivery to ensure execution excellence and retention
• Institutionalize pricing, contracting, and solution frameworks

3. Cross-Functional Leadership

• Lead without formal authority across Product, Marketing, Delivery, and Finance
• Translate market demand into product roadmap inputs
• Build internal governance rhythms for enterprise growth

4. Revenue Predictability & Governance

• Drive forecasting discipline and revenue recognition visibility
• Monitor pipeline health, conversion ratios, and margin quality
• Build scalable sales processes and performance dashboards

Success Metrics

• 15+ new active enterprise accounts
• Revenue mix: 60% new account acquisition / 40% new revenue in existing accounts
• Year-on-year growth in average deal size
• Enterprise retention and expansion rate
• Established ISB Online Enterprise playbook

Skills & Knowledge Required

• 10–15+ years in Enterprise Sales leadership (SaaS / PaaS / EdTech / HRTech / Digital Solutions)
• Proven track record closing complex, multi-stakeholder enterprise deals
• Experience engaging CXO / CHRO-level decision-makers
• Strong commercial acumen and long-cycle deal management capability
• Demonstrated ability to build and scale new verticals or GTM models