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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 retention across the education technology sector.
You will own the region's Annual Recurring Revenue (ARR) target and set the vision for growth while ensuring seamless collaboration between Sales, Customer Success, Marketing, and Product teams. Key responsibilities include defining and executing regional go-to-market strategy across new business, renewals, and expansions; leading and developing AEs and CSMs to exceed revenue and adoption goals; driving new business acquisition and customer expansion in partnership with cross-functional teams; ensuring high customer satisfaction and cultivating customer advocates; maintaining forecast accuracy and CRM discipline in Salesforce and Gainsight; and staying current on market trends and competitive dynamics in education technology.
You will conduct regular pipeline and forecast reviews, coach team members on consultative selling and executive engagement, identify and mentor future leaders for succession planning, support CSMs in developing success plans and executive business reviews, monitor key performance metrics including pipeline coverage and renewal risk, and represent the company at industry conferences as a thought leader.
The ideal candidate is data-driven and empathetic, inspiring excellence while delivering measurable impact across the full customer lifecycle. You'll leverage analytics and market intelligence to inform territory planning and resource allocation, and provide feedback to Product and Marketing based on customer insights.
REQUIREMENTS:
- 10+ years of experience in EdTech SaaS or enterprise software sales
- At least 3–5 years in a senior leadership role managing teams
- 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
