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Salary: USD 125,550 - 209,250 / annual
Turnitin is seeking a Director of Sales for Strategic Accounts to lead a high-performing regional team of Account Executives and Customer Success Managers. This is a player-coach role combining strategic leadership with hands-on execution, responsible for driving new business growth, expanding existing customer relationships, and ensuring customer success and retention across the region.
You will own the region's full ARR (Annual Recurring Revenue) target, including pipeline generation, win rates, renewals, and customer expansion. Key responsibilities include defining and executing the regional go-to-market strategy across new business, renewals, and expansions; leading and coaching AEs and CSMs to exceed revenue and adoption goals; fostering a culture of accountability and continuous improvement; conducting regular pipeline and forecast reviews; and identifying and mentoring future leaders for succession planning.
You will drive strategies for new business acquisition and customer expansion in partnership with Marketing, Product, and Enablement, ensuring balanced territory coverage to maximize market penetration. You'll support Customer Success Managers in developing success plans, executive business reviews, and expansion strategies while cultivating customer advocates to strengthen brand reputation.
Operationally, you will maintain high standards of forecast accuracy, data integrity, and CRM discipline using Salesforce and Gainsight. You'll monitor key performance metrics—pipeline coverage, renewal risk, and expansion velocity—and proactively address gaps. You'll leverage analytics and market intelligence to inform territory planning and resource allocation, and partner cross-functionally to ensure seamless customer experience from onboarding through renewal.
You will stay current on market trends, competitive dynamics, and institutional challenges in the education technology sector, providing feedback to Product and Marketing based on customer insights. You'll represent the company at industry conferences as a thought leader and advocate for innovation in education.
Turnitin is a 25+ year-old global education technology company serving over 16,000 academic institutions, publishers, and corporations across 185+ countries. The company offers learning integrity solutions including Turnitin Feedback Studio, Clarity, Originality, Gradescope, ExamSoft, Similarity, and iThenticate. The organization operates a remote-first culture with team members in 35+ countries.
**Requirements:**
- 10+ years of experience in EdTech SaaS or enterprise software sales, with at least 3–5 years in a senior leadership role
- Proven track record of leading teams to exceed aggressive ARR and retention targets across complex, multi-stakeholder sales cycles
- Deep understanding of the education market, including institutional decision-making and procurement processes
- Exceptional leadership, strategic thinking, and executive communication skills
- Strong analytical, operational, and forecasting acumen with proficiency in Salesforce, Gainsight, and related GTM tools
- Bachelor's degree required; MBA or equivalent preferred
