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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 operational execution, where you will own the region's ARR target, set the vision for growth, and ensure seamless collaboration across Sales, Customer Success, Marketing, and Product.
Key responsibilities include defining and executing the regional go-to-market strategy across new business, renewals, and expansions; owning the full ARR target including pipeline generation, win rates, renewals, and customer growth; and partnering with GTM leadership to set annual plans, quotas, and coverage models. You will lead, coach, and develop AEs and CSMs to exceed revenue, renewal, and adoption goals while fostering a culture of accountability and continuous improvement. The role requires conducting regular pipeline and forecast reviews, coaching team members on consultative selling and executive engagement, and identifying 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. Customer success is central to the role: you will ensure high satisfaction and adoption across all accounts, support CSMs in developing success plans and executive business reviews, and cultivate customer advocates. Operationally, you will maintain high standards of forecast accuracy, data integrity, and CRM discipline using Salesforce and Gainsight, monitor key performance metrics, and leverage analytics to inform territory planning. You will also stay current on market trends and competitive dynamics in the education technology sector, provide feedback to Product and Marketing based on customer insights, and represent the company at industry conferences as a thought leader.
Turnitin is a recognized innovator in global education with over 25 years of experience. The company serves over 16,000 academic institutions, publishers, and corporations across more than 185 countries with solutions including Turnitin Feedback Studio, Clarity, Originality, Gradescope, ExamSoft, Similarity, and iThenticate. The organization operates a remote-first culture with team members in over 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 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
