Director, Sales - Strategic Accounts (USA Remote)

About the job

• We’re seeking a strategic, results-driven Regional Sales Director to lead a high-performing team of Account Executives (AEs) and Customer Success Managers (CSMs) responsible for driving new business growth, expanding existing relationships, and ensuring customer success and retention.
• This player-coach role combines strategic leadership with operational execution. You’ll own the region’s ARR target, set the vision for growth, and ensure seamless collaboration between Sales, Customer Success, Marketing, and Product.
• The ideal candidate is a data-driven and empathetic leader who inspires excellence, develops talent, and delivers measurable impact across the full customer lifecycle.
• Key Responsibilities
• Strategic Leadership & Growth
• Define and execute the regional go-to-market strategy across new business, renewals, and expansions.
• Own the region’s full ARR target, including pipeline generation, win rates, renewals, and customer growth.
• Partner with GTM and Sales leadership to set annual plans, quotas, and coverage models aligned with company priorities.
• Translate business objectives into actionable territory and segment strategies.
• Team Leadership & Performance
• Lead, coach, and develop AEs and CSMs to consistently exceed revenue, renewal, and adoption goals.
• Foster a culture of accountability, collaboration, and continuous improvement.
• Conduct regular pipeline and forecast reviews to ensure accuracy and focus on high-impact opportunities.
• Coach team members on discovery, consultative selling, and executive engagement.
• Identify and mentor future leaders to strengthen team depth and succession planning.
• Revenue Growth & Retention
• Drive strategies for new business acquisition and customer expansion in partnership with Marketing, Product, and Enablement.
• Ensure balanced coverage across territories to maximize market penetration and customer value.
• Customer Success & Advocacy
• Ensure high customer satisfaction, adoption, and measurable outcomes across all accounts.
• Support CSMs in developing success plans, executive business reviews, and expansion strategies.
• Cultivate customer advocates to strengthen brand reputation and influence in the market.
• Operational Excellence
• Maintain high standards of forecast accuracy, data integrity, and CRM discipline (Salesforce, Gainsight, etc.).
• Monitor key performance metrics—pipeline coverage, renewal risk, and expansion velocity—and proactively address gaps.
• Leverage analytics and market intelligence to inform territory planning and resource allocation.
• Partner cross-functionally to ensure a seamless customer experience from onboarding through renewal.
• Market & Strategy
• Stay current on market trends, competitive dynamics, and institutional challenges in the education technology sector.
• Provide feedback to Product and Marketing based on customer insights and emerging opportunities.
• Represent the company at industry conferences and events as a thought leader and advocate for innovation in education.

• 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.
• Success Metrics
• Achievement of regional new business, expansion, and renewal targets.
• Growth in market share and customer advocacy within the assigned segment.
• Improved win rates, pipeline velocity, and forecast accuracy.
• High team engagement and retention of top performers.
• Consistent operational excellence and data discipline.

When you join Turnitin, you'll be welcomed into a company that is a recognized innovator in global education. For over 25 years, Turnitin has partnered with educators and institutions to develop learning integrity solutions that recognize the enduring value of critical thinking in a rapidly changing world. Over 16,000 academic institutions, publishers, and corporations use our services in more than 185 countries around the world: Turnitin Feedback Studio, Clarity, Originality, Gradescope, ExamSoft, Similarity, and iThenticate. Protecting the value of an authentic education is at the heart of who we are.
Experience a remote-first culture that empowers you to work with purpose and accountability in a way that best suits you, supported by a comprehensive package that prioritizes your overall well-being. Our diverse community of colleagues are all unified by a shared desire to make a difference in education.
Turnitin is a global organization with team members in over 35 countries including the United States, Mexico, United Kingdom, Australia, Japan, India, and the Philippines.