Director, Strategic Sales - Higher Education - ExamSoft (USA Remote) at Turnitin

| Atlanta, GA | Remote
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Company Description

When you join Turnitin, you'll be welcomed into a company that is a recognized innovator in the global education space. For more than 20 years, Turnitin has partnered with educational institutions to promote honesty, consistency, and fairness across all subject areas and assessment types. Over 16,000 academic institutions, publishers, and corporations use our services: Gradescope by Turnitin, iThenticate, Turnitin Feedback Studio, Turnitin Originality, Turnitin Similarity, ExamSoft, and ProctorExam.

Turnitin has offices in Australia, India, Indonesia, Japan, Korea, Mexico, the Netherlands, the Philippines, Ukraine, the United Kingdom, and the United States. Our diverse community of colleagues are all unified by a shared desire to make a difference in education. Come join us, and let's make change together.

Remote-First Philosophy

Our mission comes first. We are committed to ensuring academic integrity in global education and meaningfully improving learning outcomes for ALL students, whether our team does it from their kitchen, patio or the office is of little consequence. 

Operating in over 140 countries around the world, it is fitting that one of our Values is ‘Global Mindset’. It means that we respect local cultures, embrace diversity, and we respect personal choice. We know that 2% of our workforce favors being in the office full-time; 13% prefer to be in the office 3-4 days a week; 34% prefer 1-2 days a week and 51% desire to be fully remote. This is why working remotely is our default. At the same time, we balanced the needs and desires of some employees and safely re-opened several of our offices to allow them to work there full or part-time.

At Turnitin, we are prepared for the future of work and that means reimagining how we collaborate, syncing up across time zones and finding the best ways to support our people doing their best work.

Our remote-first culture allows for every single employee to get the same access to learning and career opportunities, and it enables us to think differently about where and how we recruit talent of diverse backgrounds.

Job Description

Turnitin is seeking a high energy and driven Director, Strategic Sales - Higher Education to oversee ExamSoft sales operations within the organization. The Director, Strategic Sales will be responsible for driving revenue growth across the business and meeting sales targets set by the BOD and senior leadership team. This person will directly impact the growth and profitability of the organization.

This role will work closely with all departments of the organization to develop sales and market strategies, and will report directly to the Regional Vice President, ExamSoft. The Director, Strategic Sales will serve on the senior leadership team and work with peers to establish the strategy and direction of the organization, and lead the Sales team to help execute against company strategy. 

ExamSoft, a Turnitin company, offers a market-leading assessment-management solution that supports the entire testing process, including exam creation, administration, delivery, scoring, and analysis. The software delivers powerful, actionable data to assess learning outcomes. ExamSoft is a growing company that hires smart and talented people. The people at ExamSoft are excited about their personal growth, the positive impact they have on education, and enjoy working in a challenging and fun work environment.


Responsibilities: 

Strategy, Vision, and Leadership

  • Work with the RVP, CEO, and other Executive leadership to identify sales opportunities and risks for the organization, including identification of competitive services, opportunities for new markets and/or features, and assessment of marketplace obstacles and hurdles to the business success

  • Focus on sales strategies, innovation, market penetration, and pipeline development to drive revenue and growth

  • Communicate the company’s sales strategy to BOD, senior management, and staff as needed

  • Successfully lead and manage all Sales teams to create an employee base that delivers against revenue targets and penetrates markets

Operational Management

  • Establish KPIs to measure effectiveness of the team providing visibility and understanding of sales pipeline, contract conversion rates, CRM documentation, etc.

  • Develop, track, and control annual operating budgets to include travel and labor costs

  • Supervise recruitment, training, retention, and organization of all Sales staff in accordance with the company hiring process, personnel policies, and budget requirements

  • Team with the heads of Client Success and Professional Services to refine the process to transition customers from contract stage to implementation and training, generate upsell opportunities, and drive renewal close rate 

  • Work with Product team to identify customer pain points and requested features, and ensure product knowledge transfer between Product and Sales teams

  • Collaborate with Legal to draft and execute contracts between the organization and the customer

  • Partner with Marketing to create and drive marketing specific campaigns to generate qualified sales opportunities 

Tactical

  • Own and manage sales targets; develop and execute strategies to exceed annual sales targets

  • Analyze sales metrics and CRM database to run forecasts on team performance

  • Remove obstacles for the Sales team to ensure contracts close in a timely manner 

  • Maximize sales teams’ effort through coaching, training, and managing each level of the sales organization 

  • Provide onsite and virtual support to sales’ efforts to reduce contract to close rates

  • Identify, negotiate, and manage all third-party vendor relationships within the Sales department 

  • Represent ExamSoft at conferences/trade shows to drive company value and create additional sales opportunities

  • Travel when needed to meet key client stakeholders to help close contracts or resolve prospect issues

Qualifications

  • Bachelor’s degree in Business Management or relevant field required; MBA a plus 

  • 5+ years managing a Sales department with exposure to both domestic and international sales, preferably selling into Higher Education

  • 3+ years general Sales experience, preferably in a SaaS environment

  • Proven history of achieving and/or surpassing sales targets 

  • Education industry experience a plus 

  • Exceptional interpersonal skills, including superb written and oral communication skills

  • Ability to drive sales excellence and able to be a customer and product advocate within the organization

  • Experience using CRMs, preferably Salesforce

Additional Information

Our Mission is to ensure the integrity of global education and meaningfully improve learning outcomes. 

Our Values underpin everything we do.

  • Customer Centric - We realize our mission to ensure integrity and improve learning outcomes by putting educators and learners at the center of everything we do.
  • Passion for Learning - We seek out teammates that are constantly learning and growing and build a workplace which enables them to do so.
  • Integrity - We believe integrity is the heartbeat of Turnitin. It shapes our products, the way we treat each other, and how we work with our customers and vendors.
  • Action & Ownership - We have a bias toward action and empower teammates to make decisions.
  • One Team - We strive to break down silos, collaborate effectively, and celebrate each other’s successes.
  • Global Mindset - We respect local cultures and embrace diversity. We think globally and act locally to maximize our impact on education.

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 evolve alongside us, join our team!

Turnitin, LLC is committed to the policy that all persons have equal access to its programs, facilities and employment. We strongly encourage applications from people of color, persons with disabilities, women, and the LGBTQ+ community, regardless of age, gender, religion, marital or veterans status.

More Information on Turnitin
Turnitin operates in the Information Technology industry. The company is located in Oakland, CA, Austin, TX and Pittsburgh, PA. Turnitin was founded in 1996. It has 650 total employees. It offers perks and benefits such as Flexible Spending Account (FSA), Disability Insurance, Dental Benefits, Vision Benefits, Health Insurance Benefits and Life Insurance. To see all 62 open jobs at Turnitin, click here.
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