Director of Sales - Higher Education

About the role

The Sales Director will lead and grow a regional team focused on institutional sales within higher education. This role is a true player/coach position, responsible for both driving individual territory revenue and leading a team of sales representatives.

Responsibilities

• Drive new acquisition and expansion within existing university partners
• Build a predictable, scalable pipeline aligned to academic buying cycles
• Lead, coach, and develop a team of Account Executives and SDRs
• Establish clear performance expectations, KPIs, and accountability measures
• Conduct regular 1:1s, pipeline reviews, and field coaching sessions
• Foster a high-performance, results-oriented sales culture
• Recruit and retain high-performing sales talent aligned to UWorld's mission and standards
• Identify and close new university accounts and departments
• Expand existing relationships through cross-sell and upsell opportunities
• Develop territory strategy to maximize coverage and growth
• Provide market feedback to leadership on product positioning and competitive landscape
• Accurately forecast revenue and manage pipeline health
• Leverage Salesforce CRM and Gong for pipeline management, forecasting, and call coaching
• Analyze sales metrics to drive continuous improvement
• Collaborate cross-functionally with marketing, product, and customer success teams

Requirements

• 8-12+ years of B2B sales experience, with 5+ years leading sales teams
• Proven success selling into higher education
• Experience selling educational content (including test prep and curriculum), SaaS, or outcomes-driven learning solutions
• Strong track record of hitting and exceeding team revenue goals
• Deep experience managing complex, multi-stakeholder sales cycles
• Demonstrated ability to coach reps in consultative, value-based selling
• Highly analytical with strong forecasting and pipeline management discipline
• A sense or urgency and a hunter mentality

Qualifications

• You understand how faculty think—and can translate product value into student outcomes
• You're comfortable engaging with educators and academic leadership as peers
• You can balance mission-driven selling (improving student success) with strong commercial execution
• You've built or scaled a team in a growing, performance-oriented environment

Skills

• Strategic thinking and execution
• Excellent communication and relationship-building skills
• Ability to manage multiple priorities and deadlines
• Strong analytical and data-driven decision-making abilities

Benefits

• Competitive Pay
• Paid Time Off
• Benefits Package (including medical, vision, dental, life, and disability insurance)
• 401(k) with 5% Employer Matching
• On-Site and Virtual Group Fitness Classes
• Supportive Work Environment