[Remote] Director, Sales - Strategic Accounts (USA Remote)

Note: The job is a remote job and is open to candidates in USA. Turnitin is seeking a strategic, results-driven sales leader to lead Account Executives and Customer Success Managers. The role owns regional growth, renewals, customer success, and retention, while coordinating strategy and execution across Sales, Customer Success, Marketing, and Product.

Responsibilities

• 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
• 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
• 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
• 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
• 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
• 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

Skills

• 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

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

Company Overview