Director, Sales - Strategic Accounts (USA Remote)
Turnitin · Noa He · $125,550 (stated in the posting)
Company Description
When you join Turnitin, you'll be welcomed into a company that is a recognized innovator in global education. For over 25 years, Turnitin has partnered with educators and institutions to develop learning integrity solutions that recognize the enduring value of critical thinking in a rapidly changing world. Over 16,000 academic institutions, publishers, and corporations use our services in more than 185 countries around the world: Turnitin Feedback Studio, Clarity, Originality, Gradescope, ExamSoft, Similarity, and iThenticate. Protecting the value of an authentic education is at the heart of who we are.
Experience a remote-first culture that empowers you to work with purpose and accountability in a way that best suits you, supported by a comprehensive package that prioritizes your overall well-being. Our diverse community of colleagues are all unified by a shared desire to make a difference in education.
Turnitin is a global organization with team members in over 35 countries including the United States, Mexico, United Kingdom, Australia, Japan, India, and the Philippines.
Job 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.
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.
- Total Rewards @ Turnitin
- At Turnitin, we believe Total Rewards go far beyond pay. While salary, bonus, or commission are important, they’re only part of the value you receive in exchange for your work.
Beyond compensation, you’ll experience the intrinsic rewards of unleashing your potential and making a positive impact on global education. You’ll also thrive in a culture free of politics, surrounded by humble, inclusive, and collaborative teammates.
In addition, our extrinsic rewards include generous time off and health and wellness programs that provide choice, flexibility, and a safety net for life’s challenges. You’ll also enjoy a remote-first culture that empowers you to work with purpose and accountability in the way that suits you best, all supported by a comprehensive package that prioritizes your overall well-being.
Our Mission is to ensure the integrity of global education and meaningfully improve learning outcomes.
Our Values underpin everything we do.
- Customer Centric: Our mission is focused on improving learning outcomes; we do this by putting educators and learners at the center of everything we do.
- Passion for Learning: We are committed to our own learning and growth internally. And we support education and learning around the globe.
- Integrity: Integrity is the heartbeat of Turnitin—it is the core of our products, the way we treat each other, and how we work with our customers and vendors.
- Action & Ownership: We have a bias for action. We act like owners. We are willing to change even when it’s hard.
- One Team: We strive to break down silos, collaborate effectively, and celebrate each others' successes.
- Global Mindset: We consider different perspectives and celebrate diversity. We are one team. The work we do has an impact on the world.
Global 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
- Seeing Beyond the Job Ad
- At Turnitin, we recognize it’s unrealistic for candidates to fulfill 100% of the criteria in a job ad. We encourage you to apply if you meet the majority of the requirements because we know that skills evolve over time. If you’re willing to learn and unleash your potential alongside us, join our team!
Turnitin, LLC is an Equal Opportunity Employer- vets/disabled.
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