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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 target and define the go-to-market strategy across new business, renewals, and expansions. Key responsibilities include leading and coaching AEs and CSMs to exceed revenue and adoption goals, fostering accountability and continuous improvement, conducting regular pipeline and forecast reviews, and identifying future leaders for succession planning. You'll drive new business acquisition and customer expansion in partnership with Marketing, Product, and Enablement, ensure balanced territory coverage, and cultivate customer advocates.
Operationally, you will maintain high standards of forecast accuracy and CRM discipline (Salesforce, Gainsight), monitor key performance metrics including pipeline coverage and renewal risk, and leverage analytics to inform territory planning. You'll 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.
This role requires deep understanding of the education market, institutional decision-making, and complex procurement processes. You'll partner cross-functionally to ensure seamless customer experience from onboarding through renewal and support CSMs in developing success plans and executive business reviews.
REQUIREMENTS:
- 10+ years of experience in EdTech SaaS or enterprise software sales
- 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
