Director of Sales

About the role

We're looking for a Director of Enterprise Sales to lead and develop a team responsible for growing Packback's presence across higher education. This role combines strategic leadership with hands-on coaching, helping Account Executives navigate both institutional partnerships and faculty-driven adoption. You'll work closely with Revenue, Marketing, Customer Success, and Product to refine our sales strategy, improve execution, and expand our impact on campuses across the country.

Responsibilities

• Lead, coach, and develop a team of Account Executives focused on acquiring new higher education customers
• Establish clear goals, performance expectations, and development plans that help individuals and the team succeed
• Partner with sellers on complex opportunities, providing coaching throughout the sales process from discovery through close
• Drive accurate forecasting, pipeline management, and sales performance through regular deal and pipeline reviews
• Refined and improve sales processes, playbooks, and best practices as the team scales
• Collaborate closely with Marketing, Customer Success, Product, and Revenue Operations to improve the customer journey and support revenue growth
• Build strong relationships with university leaders, faculty, and other stakeholders to better understand customer needs and market trends
• Use data and performance metrics to identify opportunities, remove obstacles, and continuously improve team effectiveness
• Serve as a leader who fosters collaboration, accountability, and a customer-first mindset across the sales organization

Requirements

• 8+ years of experience in B2B SaaS or EdTech sales, including several years leading and developing quota-carrying sales teams
• Demonstrated success selling complex solutions to higher education institutions or similarly complex organizations
• Experience managing enterprise sales cycles while supporting higher-volume opportunities or multiple sales motions
• Strong coaching skills with a track record of improving individual and team performance
• Experience with sales forecasting, pipeline management, and performance metrics
• Expert negotiator - experience navigating and negotiating MSAs, data-privacy addenda, and multi-year pricing frameworks
• Excellent communication and relationship-building skills, with the ability to influence both internal stakeholders and executive-level customers
• Familiarity with modern sales tools such as Salesforce, HubSpot, Gong, Salesloft, or similar platforms
• Experience with consultative sales methodologies such as Challenger, MEDDIC, or similar frameworks is a plus
• A genuine interest in education and a desire to help institutions improve outcomes for students
• Ability to travel up to 25% for on-site executive meetings and industry events