Director, Sales - Strategic Accounts

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.