SALES FINANCE DIRECTOR - HIGHER EDUCATION

Job Summary

The Sales Finance Director – Higher Education leads the financial strategy and execution of new business development efforts within the Compass Higher Education sector. This role is responsible for shaping the financial and commercial approach to high-value, complex client opportunities, ensuring proposals are competitive, strategically structured, and aligned with long-term financial objectives.

Acting as a strategic partner to sales and operations leadership, the Director oversees pricing strategy, contract structuring, investment evaluation, and financial risk assessment across the bid pipeline. This role provides executive-level guidance on deal economics, ensuring that financial models, assumptions, and proposals support both growth and sustainable profitability.

The Director also leads and develops a team of Sales Finance professionals, establishing best practices in financial modeling, benchmarking, and proposal development while driving consistency and rigor across the new business process.

This position is hybrid in Charlotte, NC and supports the Compass Higher Education Sector.

Key Responsibilities:

Strategic Deal Leadership

· Lead deal-level financial strategy for high-value and complex Higher Education opportunities, shaping pricing, investment structures, contract terms, and financial positioning.

· Partner with sales and sector leadership to define bid strategy, balancing competitiveness, profitability, and risk across the opportunity pipeline.

· Establish and approve pricing strategies, guarantee structures, capital investment recommendations, and financial frameworks for client proposals.

· Evaluate deal economics, margins, cash flow, and return profiles, ensuring opportunities meet internal performance thresholds and strategic objectives.

· Provide executive oversight of labor models, operating assumptions, enrollment projections, participation rates, and meal plan economics to ensure alignment with operational realities and financial targets.

· Lead financial risk assessment and mitigation strategies, including scenario modeling and sensitivity analysis for key deal variables.

Business Development & Proposal Support

· Oversee development and validation of financial models and proformas, ensuring accuracy, consistency, and alignment with strategic objectives.

· Review and interpret RFP requirements, contract terms, client financials, and campus operating environments to identify risks, opportunities, and structural considerations.

· Support contract negotiations by providing financial guidance on pricing, guarantees, investments, and commercial terms.

· Present financial strategies, deal structures, investment recommendations, and key risks to senior leadership during proposal reviews and approval processes.

· Evaluate auxiliary revenue opportunities, capital projects, and long-term investment strategies associated with client partnerships.

Team Leadership & Development

· Lead, mentor, and develop a team of Sales Finance Managers and Analysts, fostering strong financial acumen, business partnership, and consistent modeling practices.

· Promote a culture of accountability, collaboration, innovation, and continuous improvement.

Process Improvement & Strategic Partnership

· Drive standardization and continuous improvement of financial modeling tools, benchmarking methodologies, and proposal processes.

· Collaborate with operations, culinary, marketing, finance, and sector leadership to align financial strategy with service delivery and client expectations.

· Provide ongoing insight into market trends, enrollment dynamics, competitive positioning, and benchmarking data to inform growth strategy.

· Serve as a key financial advisor to leadership, influencing strategic decisions across the new business pipeline.

· Partner with executive leadership to support capital allocation decisions, investment prioritization, and long-term growth initiatives.

Preferred Qualifications:

· Bachelor’s degree in Finance, Accounting, Business, or related field required

· 7–10+ years of progressive finance experience, with exposure to pricing, deal modeling, or new business development

· Experience in Higher Education, foodservice, hospitality, outsourcing, or support services industries strongly preferred.

· Proven ability to influence senior leadership and cross-functional stakeholders

· Experience managing and developing high-performing finance teams

· Advanced proficiency in Excel and financial modeling

· Excellent communication and presentation skills, with ability to convey complex financial concepts clearly

· Willingness to travel up to 15-20% of the time.