[Hiring] Director, Sales - Strategic Accounts @Turnitin, LLC

Role Description

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.

Qualifications

• 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.

Benefits

• Remote First Culture
• Health Care Coverage
• Education Reimbursement
• Competitive Paid Time Off
• Self-Care Days
• National Holidays
• 2 Founder Days + Juneteenth Observed
• Paid Volunteer Time Off
• Charitable Contribution Match
• Monthly Wellness or Home Office Reimbursement
• Access to Employee Assistance Program (mental health platform)
• Parental Leave
• Retirement Plan with match/contribution

Additional Information

The expected annual base salary range for this position is: $125,550/year to $209,250/year. This position is commission-based. Actual compensation will be provided in writing at the time of offer, if extended, and is determined by work location and a range of other relevant factors, including but not limited to: experience, skills, degrees, licensures, certifications, and other job-related factors. Internal equity, market and organizational factors are also considered.

Company Description

Turnitin is a recognized innovator in global education, partnering with educators and institutions for over 25 years. Our services are used by over 16,000 academic institutions, publishers, and corporations in more than 185 countries. We prioritize a remote-first culture that empowers you to work with purpose and accountability, supported by a comprehensive package that prioritizes your overall well-being.