Senior director, business management, strategy & revenue operations, institutional solutions

Can you build the commercial operating foundations for a growing B2B business? Do you know what strong Revenue Operations looks like before the systems, processes and rhythms are fully mature? Are you at your best when strategy, execution, governance and stakeholder influence all need to come together? At CFA Institute, we are building the B2B commercial foundations for Institutional Solutions. As Senior Director, Business Management, Strategy & Revenue Operations, Institutional Solutions, you will help shape how we define, manage and scale direct institutional relationships, bringing structure to a growing global commercial motion. This is a build role. You will not simply inherit a fully mature operating model. You will help design the foundations: customer segmentation, opportunity definitions, pipeline discipline, forecasting, revenue management, sales playbooks, governance and the future shape of the RevOps function.

What You’ll Do

• Build the foundational Revenue Operations architecture for CFA Institute’s growing B2B institutional business, including segmentation, opportunity definitions, sales playbook foundations, pipeline discipline and forecasting rhythms
• Translate Institutional Solutions strategy into scalable operating models, governance, performance routines and practical execution plans
• Lead the design and implementation of commercial enablement foundations, including sales compensation and revenue management processes
• Act as a senior internal partner to the Managing Director, representing the division in cross-functional discussions with Finance, Legal, People & Culture and other enabling teams
• Shape the future RevOps team, deciding which capabilities to build first and how to resource the function effectively
• Move the function from early-stage build into steady-state business management across pipeline, goals, forecasting, revenue and performance outcomes

What We’re Looking For

• Proven B2B Revenue Operations experience, ideally in a SaaS, fintech, education, professional learning or similarly complex commercial environment
• Experience building or scaling commercial operating foundations such as customer segmentation, sales playbooks, opportunity qualification, pipeline management, forecasting or sales compensation
• Strong strategy-to-execution capability, with evidence of turning ambiguous business needs into prioritised plans and delivered outcomes
• International or global operating exposure, with awareness of how market, currency, tax or regional complexity can affect commercial operations
• Senior stakeholder credibility and the confidence to influence across Finance, Legal, People & Culture, commercial teams and leadership forums
• People leadership or team-build experience, including the ability to define future capability needs in a growing function
• A self-starter mindset, comfortable owning problems where the foundations are not yet fully built

Why Join Us

• Build the commercial operating foundations for a strategically important new division at CFA Institute
• Take on a rare zero-to-one RevOps build with the backing, access and brand strength of a global professional body
• Work closely with senior leadership on business model, governance, performance and commercial execution decisions
• Shape how CFA Institute develops direct institutional relationships and scales its B2B motion globally
• Join a lean, high-trust environment where your judgement, pace and ownership will directly shape outcomes

At CFA Institute, we are committed to transparency and equity in our hiring process. Compensation for this role will be determined based on experience, education, and other factors relevant to the position. Additional benefits include eligibility for an annual incentive bonus, a 12% employer contribution to a pension plan, and a comprehensive medical benefits package. . #LI-JB1 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