Director of Sales, Corporate Learning Solutions

JoVE · Remote · US

Base: Not disclosed
OTE: Not disclosed
Posted: 1mo ago

Still open · checked 2h agoon JoVE's careers page

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The job

What you'd do: Leads the launch of JoVE's corporate learning unit, selling video microlearning and AI roleplay training to US mid-market companies. Builds pipeline, personally works early deals, and hires a new sales team.
Who you'd sell to: Still reading the posting. Check back within the hour.
Where deals come from: Mostly you. Expect a lot of outbound: cold calls, emails and LinkedIn.

The Braun Read

Ask hard questions

Too much is left unsaid. Make them answer before you invest.

Pay: No pay listed at all.
Transparency: Shares 1 of 5: quota, attainment, deal size, territory, sales cycle.
Time on market: Open 48 days. Ask why it's been hard to fill.
Company hiring: 5 sales roles open, hiring at a steady pace.

Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
2.
What are the base and the OTE for this role?
No point investing hours before you know the number.
3.
What's the annual quota, and how was it set?
A quota built from real data is a target. Otherwise it's a hope.
4.
What share of last year's closed deals did reps source themselves?
Shows how much pipeline you'll have to build on your own.
5.
How long is ramp, and what's the quota during it?
Full quota on day one means you start behind.
6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.

› When the offer comes

Save these for later. They land better once they've said yes to you.

1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.

Josh's top five questions for any sales interview →

Got an offer from JoVE? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh

Full posting

JoVE is a world-leading video education provider, trusted by education leaders such as Harvard, MIT and Stanford, and industry leaders like Pfizer. We’re now bringing that expertise into corporate learning with a new business division that combines video-based microlearning with AI roleplays. The Role You’ll lead the launch of a new business unit inside an established, successful EdTech company. You’ll drive new business revenue, build a strong pipeline, and grow a high-performing sales team that turns a strong product into a scalable revenue engine in the US and international markets. If you’re an entrepreneurial sales leader who wants to build something rather than inherit it, this is your role. Responsibilities - Define and launch the GTM strategy for US mid-market companies, including target segments, buyer personas, positioning and pricing. - Consistently deliver on revenue targets, with accurate forecasting and clear reporting to leadership. - Hire, train and lead a high-performing sales team that delivers against its goals. - Personally lead early deals to validate the pitch and set the standard for the team. - Build the onboarding, coaching and sales playbook that help new hires ramp quickly and sell with confidence. - Drive a performance culture with clear targets, regular coaching and accountability for results. Requirements - A Bachelor’s degree. - 10+ years of B2B experience selling training solutions, learning content, L&D platforms or HR/talent products. - 5+ years of experience building and leading sales teams with a hands-on, lead-from-the-front style. - Deep understanding of corporate training needs, buyer personas and procurement processes. - Experience in an early-stage or startup environment building sales and processes from scratch is preferable. - Excellent communication, presentation and negotiation skills. - An entrepreneurial mindset: you operate autonomously, move fast and take ownership of outcomes. Benefits - Base salary: 140k USD - You will make a direct impact in accelerating science research and in improving student learning in science education. - Opportunity to work with global teams and in an environment that promotes innovation and collaboration. - Our strong promotion from within culture draws a clear path to advance your career with us.

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