Senior Director Of Institutional Solutions

Description:

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.