Managing Director, Procurement Marketplaces & Partnerships

Company: EAB
Location: Richmond
Posted on: February 14, 2026

Job Description:

Job Description Job Description About EAB At EAB, our mission is to make education smarter and our communities stronger. We work with more than 2,800 institutions to drive transformative change through data-driven insights and best-in-class capabilities. From kindergarten to college to career, EAB partners with leaders and practitioners to accelerate progress and drive results across enrollment, student success, institutional strategy, data analytics, and advancement. We work with each partner differently, tailoring our portfolio of research, technology, and marketing and enrollment solutions to meet the unique needs of every leadership team, as well as the students and employees they serve. At EAB, we serve not only our partner institutions but each other—that's why we are always working to make sure our employees love their jobs and are invested in their communities. See how we've been recognized for this dedication to our employees by checking out our recent awards. For more information, visit our Careers page. The Role in Brief: Managing Director, Procurement Marketplaces & Partnerships EAB is launching a new, differentiated Strategic Procurement Services business for higher education, built in partnership with an established operating partner. The model combines EAB’s deep relationships with cabinet-level leaders, advanced analytics, and change management capabilities with a partner that delivers core procurement know-how and capabilities in the areas of sourcing and contracting. We are seeking an entrepreneurial general manager to lead this effort from concept refinement through pilot execution and into scale. This role owns the end-to-end success of the business, including strategy, go-to-market positioning, supplier and category strategy, partner governance, and cross-functional coordination across EAB. This hire may ideally be based in our Washington, D.C. headquarters and is also open to hires based in our Richmond, VA office. This position will require occasional travel to customers and our operating partner. This position is also listed as Managing Director, Strategic Procurement Services and General Manager, Higher Education Procurement & Strategy Sourcing for posting purposes; the official title of this hire is expected to be Managing Director, Strategic Procurement Services to align with EAB business norms. Primary Responsibilities: Build and Launch the Business (Concept to Pilot) Refine the concept and partnership model based on market feedback, early learnings, and stakeholder input. Translate the vision into a practical, testable operating model ready for pilot launch. Define success metrics for the pilot across supplier participation, institutional adoption, ROI, and operational stability. Monitor pilot execution and report clearly on outcomes, risks, and recommendations. Partner Leadership & Governance Serve as EAB’s senior relationship owner for the operating partner. Hold the partner accountable for delivery of their core components. Continuously assess and refine the division of responsibilities as the business evolves. Establish and manage governance structures, including: o clear role definitions and decision rights, o operating cadences and escalation paths, o performance expectations and reporting. Supplier Strategy & Category Expansion Own the supplier and category strategy for the business, even where execution is partner-led. Shape contract economics and pricing structures to balance institutional value, supplier incentives, and sustainable margins. Act as the senior executive “face” to supplier leadership, reinforcing a partner-oriented and win-win ethos. Go-to-Market Leadership & Executive Selling Work with commercial teams to develop the GTM strategy and positioning, helping to create and deliver executive-level pitch materials. Participate directly in sales conversations with CFOs, CPOs, and cabinet-level leaders, serving as the “face” of the business. Support development of diagnostics, business cases, and change management narratives to motivate institutional commitment. Cross-Functional Leadership within EAB Lead through influence in a matrixed environment. Create operational visibility and stability across internal and external stakeholders involved in the pilot and beyond. Continuous Improvement & Differentiation Use performance data, supplier feedback, and member outcomes to refine: o category prioritization, o contract structures, o partner operating model, and o ongoing member benefits. Basic Qualifications: 10–12 years of professional experience, including ownership of a business, product line, or service with direct accountability for revenue, costs, and margin (P&L or equivalent). Senior strategic or leadership role within a GPO, procurement services firm, strategic sourcing organization, or closely adjacent business. Executive-level, client-facing GTM experience, including conversations with CFOs, CPOs, or equivalent buyers. Demonstrated success leading complex, cross-functional initiatives. Ability to translate a high-level idea into a practical, scalable operating model. Ability to create clarity and momentum across sales, analytics, delivery, and legal functions sometimes without direct authority. Ability to track execution, manage pilots, and drive toward measurable outcomes. Appreciation for the institutional adoption challenges that determine whether contracts deliver real value. Ideal Qualifications: Prior ownership of a strategic build or operating partner relationship. Direct involvement in launching or scaling a new procurement-related offering, business line, or pilot program. Direct experience with higher education procurement or serving higher education institutions. Familiarity with higher-ed-specific procurement constraints and cooperative contracting. Prior experience with higher education consortia or major higher education-focused GPOs. Strong understanding of contracting models, supplier management, and public-sector procurement requirements. Ability to position complex, novel offerings with senior institutional leaders. Proven ability to steward and govern an external partner delivering core components of the value proposition. Commitment to embracing a continual learning environment and contributing to a dynamic and welcoming culture of fairness, authenticity, and belonging in support of EAB’s mission, values, and aspiration. If you’ve reached this section of the job description and are unsure of whether to apply, please do! At EAB, we welcome new perspectives and learn from each other’s unique experiences. We would encourage you to submit an application if this is a role you would be passionate about doing every day. Compensation: The anticipated starting salary (base) range for this role is $160,000 - $200,000 per year. Actual salary varies due to factors that may include but not be limited to relevant experience, skills, and location. At EAB, it is not typical for an individual to be hired at or near the top of the starting salary range for their role. This hire will additionally be eligible for discretionary bonus or incentive compensation. Variable compensation may depend on various factors, such as individual and organizational performance. Benefits: Consistent with our belief that our employees are our most valuable resource, EAB offers a competitive and inclusive benefits package. Our benefits currently include: Medical, dental, and vision insurance plans; dependents and domestic partners eligible 20 days of PTO annually, in addition to paid firm and floating holidays Daytime leave policy for community service and flextime for fitness activities (up to 10 hours per month each) 401(k) retirement savings plan with annual discretionary company matching contribution Health savings account, healthcare and dependent care flexible spending account, and pre-tax commuter plans Employee assistance program with counseling services and resources available to all employees and immediate family Wellness programs including gym discounts, incentives to promote healthy living, and family access to the leading app for sleep, meditation, and relaxation Fertility treatment coverage and adoption or surrogacy assistance Paid parental leave with phase back to work program for birthing and non-birthing parents Access to milk shipping service to support nursing employees during business travel Discounted pet health insurance coverage for dog and cat family members Company-provided life, AD&D, and disability insurance Financial wellness resources and membership in a robust employee discount program Access to employee resource groups, merit-based advancement, and dynamic professional growth opportunities Benefits kick in day one; learn more at eab.com/careers/benefits. This opening is not eligible for visa sponsorship at this time; EAB will thus consider candidates who possess U.S. work authorization that does not require employment-based visa sponsorship now or in the future. At EAB, we believe that to fulfill our mission to “make education smarter and our communities stronger” we need team members who bring a diversity of perspectives to the table and are committed to fostering a workplace where each team member is valued, respected and heard. To that end, EAB is an Equal Opportunity Employer, and we make employment decisions on the basis of qualifications, merit and business need. We don’t discriminate on the basis of race, religion, color, sex, gender identity or expression, sexual orientation, age, non-disqualifying physical or mental disability, national origin, veteran status or any other basis covered by appropriate law. LI-CP1

Keywords: EAB, Hampton , Managing Director, Procurement Marketplaces & Partnerships, Human Resources , Richmond, Virginia