Director of Sales, North America

JoVE · Remote · US

Base: $140K–$150K
OTE: Not disclosed
Posted: 6d ago

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

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The job

What you'd do: Lead a team of regional directors and account executives who sell science videos to universities and drug companies across North America. You'll own the region's revenue target and check which deals are likely to close, and when.
Who you'd sell to: Universities, colleges and biopharma companiesIn their words: “Our institutional clients comprise over 1,000 universities, colleges, and biopharma companies”
Where deals come from: Not stated in the posting.

The Braun Read

Ask hard questions

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

Pay: Base is listed but not OTE. Ask what the variable is and how many people hit it.
Transparency: Shares 1 of 5: quota, attainment, deal size, territory, sales cycle.
Time on market: Open 6 days.
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's the OTE, and what did the median rep earn last year?
Base is what you're guaranteed. OTE and the median show the upside.
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.
Where does pipeline come from: inbound, SDRs, or me?
Tells you how much of your week is prospecting versus selling.
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 the world-leading producer and provider of video solutions with the mission to improve scientific research and education. Millions of scientists, educators and students use JoVE for their research, teaching and learning. Our institutional clients comprise over 1,000 universities, colleges, and biopharma companies, including such leaders as Harvard, MIT, Yale, and Stanford. As a rapidly growing company, with offices in the USA, UK, Australia, and India servicing clients in over 60 countries, we are seeking talented and ambitious individuals to join our company. The Role JoVE is seeking a dynamic and results-oriented sales leader to join as a Sales Director for North America. Reporting to VP of Sales, you will own the revenue goal for JoVE’s largest market. You’ll lead a team of Regional Directors and Account Executives and be accountable for revenue growth, forecast accuracy, and pipeline health across the region. Responsibilities - Own the North America revenue target and lead the regional sales teams to consistently meet and exceed it. - Lead, coach, and develop Regional Directors and Account Executives. Hire top talent and build a high-performance culture. - Conduct regular pipeline audits at the rep, team, and regional level. Validate stage accuracy, close dates, deal values, next steps, and CRM hygiene. - Define, implement, and monitor key performance indicators (KPIs) for the sales team, regularly assessing progress and making adjustments to ensure success. - Strategically direct and oversee the key sales activities, closely tracking pipeline health and deal progression to drive revenue growth. - Analyze buyer and influencer motivations, competitive dynamics, and the sales cycle to prioritize and refine sales strategies. - Collaborate with marketing, customer success, and other teams to ensure alignment of sales efforts with company objectives and goals. - Successfully plan and manage renewal projects with existing clients. Requirements - A Bachelor’s Degree. - 8+ years of hands-on experience leading sales teams in EdTech, SaaS or STEM publishing industries. - 10+ years of experience in sales. - Proven track record of leading high-performing sales teams and driving sustained revenue growth. - Experience running structured pipeline reviews and audits, with strong command of pipeline metrics such as coverage and conversion. - Strong analytical skills, with the ability to use reports and dashboards in Salesforce, or similar platforms to track performance and drive decisions. - Result oriented, and energized by a fast paced environment. - Excellent communication and interpersonal skills. - Strong experience with Salesforce, Hubspot or similar platforms. Benefits - Base salary: 140k-150k USD. OTE: 210k 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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