Senior Director Institutional Solutions – EMEA

Are you passionate about building strategic partnerships that create meaningful impact across the investment profession? Do you thrive in a commercial leadership role where you can drive growth, influence industry leaders, and shape the future of institutional engagement? Are you ready to lead a high-performing team while advancing the mission of one of the world's most respected professional organizations?

CFA Institute is the global association of investment professionals that sets the standard for professional excellence and credentials. We champion ethical behavior in investment markets and serve as a trusted source of knowledge for the global financial community.

We are seeking a Senior Director of Institutional Solutions – EMEA to lead our Institutional Solutions strategy across the Europe, Middle East, and Africa region. This is a key leadership role responsible for shaping and executing CFA Institute's Institutional Solutions strategy across EMEA, driving commercial performance, expanding institutional engagement, and developing strategic partnerships that support both client success and CFA Institute's long-term growth objectives.

Reporting to the Managing Director, Institutional Solutions, you will own regional business performance with accountability for revenue growth, pipeline development, client penetration, conversion, retention, and account expansion. You will work closely with colleagues across Education, Product, Research, Marketing, Society Relations, and Member Engagement, while building relationships with senior leaders across the investment profession to expand CFA Institute's influence and impact within the market.

What You'll Do

Strategy Development & Execution

• Develop and execute the EMEA-specific institutional and go-to-market strategy aligned with global goals to drive sustained revenue growth, pipeline conversion, and client adoption of CFA Institute offerings.
• Serve as a key contributor to CFA Institute's global institutional engagement strategy by representing the regional voice and EMEA employer and market insights.
• Identify market opportunities and emerging trends that support long-term growth and institutional engagement.

Commercial Execution & Account Expansion

• Identify and prioritize commercially viable institutional accounts, focusing on those with clear revenue potential, scalable opportunity, and long-term value.
• Lead structured, outcome-driven client engagements focused on sales progression, contract conversion, and expansion opportunities.
• Coach the team to develop robust account strategies that penetrate new employers and systematically grow revenue across existing and new accounts.
• Serve as a trusted advisor, delivering consultative institutional solutions tailored to client business outcomes.
• Drive accountability for pipeline health, forecasting accuracy, client retention, and account growth.

Cross-Functional & Global Collaboration

• Collaborate across Education, Product, Research, Society Relations, Marketing, and other functions to translate institutional demand into commercially viable offerings, enable sales execution, and accelerate revenue delivery.
• Support global business planning, forecasting, and cross-regional collaboration through effective use of Salesforce and other business tools.
• Share client and market insights to help inform future product and solution development.

Leadership & Management

• Act as the regional commercial owner for all Institutional Solutions business development activity across EMEA.
• Scale proven commercial models, sales approaches, and account strategies to maximize regional revenue contribution.
• Provide leadership to EMEA-based teams and cross-functional project groups, driving accountability for commercial outcomes, execution discipline, and performance results.
• Lead, develop, and manage a high-performing sales team, setting clear targets, driving accountability, and building capability to deliver sustained commercial growth.

What We're Looking For

• Bachelor's degree required; Master's degree preferred.
• Extensive experience in investment management, financial services, institutional sales, enterprise business development, or a related field.
• Demonstrated success driving enterprise-level revenue growth, structuring complex institutional deals, and leading commercial sales initiatives.
• Proven experience leading commercial teams and delivering measurable business results.
• Strong financial market knowledge and awareness of current industry trends, including ESG, digital assets, AI/fintech, and regulatory developments.
• Existing network within the investment management industry preferred.
• Proven ability to originate, convert, and expand senior-level institutional accounts.
• Experience developing business relationships and commercial opportunities across multiple EMEA markets, including exposure to the Middle East.
• Strong consultative selling, stakeholder engagement, and relationship management skills.
• Experience with pipeline management, portfolio management, forecasting, and business planning.
• Proficiency with Salesforce or comparable CRM platforms.
• Excellent written, verbal, and presentation skills; fluency in English required. Additional regional languages are an advantage.
• Ability to operate effectively within a matrixed, global environment.

Leadership Attributes

• Entrepreneurial spirit with the ability to drive innovation and execute independently.
• Strategic thinker with the ability to translate vision into action.
• Collaborative mindset, adept at building trust and navigating complex stakeholder environments.
• Strong commercial acumen with a focus on delivering measurable outcomes.
• Global and cultural awareness with a strong understanding of regional market dynamics.
• Agility to adapt to evolving priorities and opportunities.

Why Join Us

• Play a leading role in shaping CFA Institute's Institutional Solutions strategy and growth across EMEA.
• Build relationships with some of the most influential organizations in the global investment profession.
• Join a globally respected organization dedicated to advancing ethics, education, and professional excellence.
• Collaborate with colleagues, members, societies, and industry leaders around the world.
• Lead a high-impact team focused on delivering meaningful outcomes for institutional clients.
• Help organizations navigate evolving workforce, talent, and professional development challenges.
• Influence the future direction of institutional engagement while contributing to CFA Institute's mission and global impact.
• Be part of an organization that combines global influence, financial stability, and a purpose-driven culture.

Additional Information

This role will be based in London or Abu Dhabi and follows a hybrid working model, with a minimum of 2–3 days per week in the office. International travel will be required across the EMEA region and occasionally globally.

At CFA Institute, we are committed to transparency and equity in our hiring process. Additional benefits include eligibility for an annual incentive bonus, a 12% employer contribution to a pension plan, and a comprehensive benefits package. CFA Institute is an equal opportunity employer and welcomes applications from all qualified candidates. We encourage individuals from all backgrounds and experiences to apply and help us build a more inclusive investment profession.

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We offer a comprehensive benefits package to support our employees, including health coverage, generous time off, competitive retirement plans, flexible work options, and wellbeing and development programs. You can learn more on our careers site: Working at CFA Institute | Comprehensive Benefits

About CFA Institute

CFA Institute is the global leader in investment excellence and ethics. With nearly 200,000 charterholders across 160 markets, we promote professional growth, uphold ethical standards, and help advance better financial markets. Join a global organization committed to putting investors first.

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Important Message

Your application must clearly demonstrate how you meet the requirements as CFA Institute cannot make assumptions about your education, experience, or location. We thank all those who apply. We are an Equal Opportunity Employer. CFA Institute prohibits both discrimination and harassment with regard to all identifying characteristics: any individual employee, group of employees, or prospective employee on the basis of race, color, national origin, citizenship or immigration status, religion, creed or belief, age, marital or partnership status, marital or family status, care giver status, pregnancy and maternity, sexual and other reproductive health decisions, physical abilities/qualities, disability, sexual orientation, gender, gender identity or expression, predisposing genetic characteristic, military or veteran status, status as a victim or witness of domestic violence or sex offense or stalking, unemployment status, infectious disease carrier status, migrant worker status, educational background, socio-economic status, geographic location and culture or any other basis protected by applicable law. This policy impacts all aspects of employment, including but not limited to, recruitment, hiring, compensation, training, development, promotion, demotion, layoff, recall, furlough, transfer, leave of absence, and dismissal. This is a global policy that applies to all CFA Institute employees, regardless of location.

If, due to a disability or current medical condition, you need an accommodation or assistance to complete a job application, you can request one at any stage of the recruitment process. Please send an email to TAHelpdesk@cfainstitute.org noting the accommodations or assistance you are requesting. Please do not include any medical or health information in this email. We will review your request and contact you to discuss the possible options and arrangements. We will try our best to provide you with an accommodation or assistance that meets your needs and respects your preferences.

Join a talented and diverse team supporting our mission to lead the global investment profession. When you work at CFA Institute, you become part of something bigger. We are a globally recognized organization committed to promoting the highest standards of ethics and professional excellence in the investment industry. The skills and experience you develop throughout your career directly support that mission. By investing in our people, we enable both our employees and our organization to succeed.

We offer a comprehensive benefits package to support our employees, including health coverage, generous time off, competitive retirement plans, flexible work options, and wellbeing and development programs. You can learn more on our careers site: Working at CFA Institute | Comprehensive Benefits