Sales Director, Institutional Test Preparation

The Princeton Review is a leading tutoring, test prep, and college admission services company. Every year, it helps millions of college- and graduate school–bound students achieve their education and career goals through online and in-person courses delivered by a network of more than 4,000 teachers and tutors, online resources, and its more than 150 print and digital books published by Penguin Random House. The company’s Tutor.com brand is one of the largest online tutoring services in the U.S., comprising a community of thousands of tutors who have delivered more than 22 million one-to-one tutoring sessions.

About the Role

This Sales Director role will lead and develop a high-performing team responsible for driving growth across K–12 and Higher Education institutional test preparation solutions. The individual will own strategy, execution, forecasting, team development, and market expansion efforts while serving as a key leader in Princeton Review’s Institutional business. The role oversees sales representatives focused on building and managing relationships with districts, schools, and higher education institutions, ensuring strong pipeline development, forecast accuracy, and disciplined execution across the full sales cycle. The Sales Director will work cross-functionally with Marketing, Product, Client Success, Customer Experience, Finance, and Sales Operations to position Princeton Review as the preferred institutional partner for test preparation services.

Responsibilities

• Strategy & Execution
  • Establish and execute a comprehensive go-to-market strategy aligned with institutional revenue goals, market trends, and customer needs.
  • Own multimillion-dollar annual sales and revenue targets with accountability for year-over-year growth and market expansion.
  • Design sales playbooks, territory strategies, and campaigns that drive pipeline generation and conversion performance.
  • Conduct monthly and quarterly business reviews to evaluate team performance, market trends, competitive dynamics, and growth opportunities.
  • Partner with executive leadership on annual planning, growth strategies, and market expansion initiatives.
• Team Management & Leadership
  • Recruit, onboard, develop, and retain high-performing Sales Representatives using scalable and repeatable frameworks.
  • Provide weekly coaching, deal reviews, development conversations, and skill-building sessions to improve performance and effectiveness.
  • Establish clear KPIs, activity expectations, and accountability standards across the team.
  • Foster a collaborative, high-performance culture focused on communication, execution, and continuous improvement.
  • Build leadership capabilities and succession planning within the sales organization.
• Market Expansion & Customer Engagement
  • Identify emerging funding opportunities, grant initiatives, and district priorities that create new pathways for growth.
  • Expand Princeton Review’s footprint within key regions, large districts, and high-priority markets.
  • Build and maintain executive relationships with superintendents, curriculum leaders, federal program directors, CAOs, and intervention stakeholders.
  • Represent Princeton Review at national and regional conferences, leadership forums, and industry events.
• Cross-Functional Collaboration
  • Partner with Marketing on lead generation programs, district-facing campaigns, webinars, and content strategy.
  • Collaborate with Product and Operations teams to improve product-market fit, implementation models, reporting capabilities, and customer experience.
  • Work closely with Client Success teams to drive implementation quality, customer satisfaction, retention, and account expansion opportunities.
  • Provide leadership across strategic cross-functional initiatives that strengthen Princeton Review’s institutional portfolio.
• Forecasting, Revenue Planning & Operational Excellence
  • Own weekly, monthly, and quarterly forecasting processes, ensuring transparency and forecast accuracy across the team.
  • Conduct pipeline reviews and assess opportunity health, risk factors, and strategic prioritization.
  • Maintain strong Salesforce discipline and reporting consistency.
  • Partner with Finance and executive leadership on revenue modeling and business planning activities.
  • Utilize data-driven insights including pipeline coverage, conversion metrics, forecast variance, and sales velocity to drive continuous improvement.

Requirements

• 7–10+ years of successful B2B or EdTech sales experience, with at least 3–5 years leading teams in management or director-level roles.
• Demonstrated track record of leading teams that consistently exceed multimillion-dollar revenue goals.
• Deep knowledge of K–12 and Higher Education operations, academic interventions, procurement processes, and funding structures.
• Highly skilled in consultative selling, executive communication, and strategic account development.
• Experience leading teams through complex sales cycles involving RFPs, state contracts, and district purchasing processes.
• Strong experience with Salesforce, Excel, PowerPoint, and CRM-driven forecasting methodologies.
• Ability to thrive in highly collaborative environments and successfully partner across Product, Operations, Client Success, and Marketing teams.
• Data-driven leader who uses insights and metrics to inform decisions and improve performance.
• Highly organized with the ability to manage multiple priorities while maintaining operational rigor and forecast accuracy.
• Willing and able to travel regularly for district visits, conferences, customer meetings, and leadership activities.