Regional Director of Sales, Edtech
JoVE · Remote · US
Posted today
Account Growth: you grow customers the company already has (upsell, cross-sell, renewals).
- Base
- Not disclosed
- OTE
- Not disclosed
- Posted
- 10h ago
Still open · checked 1h agoon JoVE's careers page
The job
- What you'd do
- Lead a team of 9 salespeople who sell science and education videos to universities, colleges and biopharma companies in North America. You'll track deals, coach the team, and manage renewals with existing customers.
- What you'd sell
Makes science videos for universities and drug companies
When a university has to teach students a lab technique, there are many small steps that are hard to picture from words alone. The problem is, a step that gets misunderstood can ruin an experiment and waste time, money, and lab supplies. JoVE produces science videos that show experiments being done, so researchers and students can see exactly how it's done before they try it themselves.
In plain English, from their own job posts. Something wrong? Tell me · More Industry-specific software companies →
- 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
Proceed with cautionA few things here deserve a hard look before you spend time on it.
- Pay
- No pay listed at all.
- Transparency
- Shares 1 of 5. Mentions territory. Ask about quota, attainment, deal size and sales cycle.
- Time on market
- Brand new.
- Company hiring
- Ramping up: posted 5 sales roles in the last 30 days.
Red lights
- Big earnings claims, no numbers. It sells uncapped or unlimited earnings but never says what anyone actually earns.
- Pay. No pay listed at all.
Green lights
None spotted.
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 did the median rep and the top rep actually earn last year?
"Unlimited" is a ceiling, not a number. You need the median.
- 2.
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.
- 3.
What are the base and the OTE for this role?
No point investing hours before you know the number.
- 4.
What's the annual quota, and how was it set?
A quota built from real data is a target. Otherwise it's a hope.
- 5.
Where does pipeline come from: inbound, SDRs, or me?
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 professional to join our North America leadership team as Regional Sales Director. In this key role, you will lead a team of Account Executives, driving sales growth, managing sales operations, and contributing to JoVE’s ongoing success in its largest market.
Responsibilities
- Lead the North America regional sales team of 9 Account Executives to consistently meet & exceed assigned revenue targets.
- Strategically direct and oversee the sales activities, closely tracking pipeline health and deal progression to drive revenue growth.
- Recruit, mentor, and develop sales talent to grow and expand the subscriptions of JoVE’s education and science research video titles.
- Define, implement, and monitor key performance indicators (KPIs) for the sales team, regularly assessing progress and making adjustments to ensure success.
- 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.
- 5+ years of hands-on experience leading sales teams in EdTech, K-12 or STEM publishing industries.
- 10+ years of experience in sales.
- Proven track record of leading high-performing sales teams and driving sustained revenue growth.
- Result oriented, and willingness to work in a fast paced environment.
- Excellent communication and interpersonal skills.
- Strong experience with Salesforce, Hubspot or similar platforms.
Compensation: 180-190k USD with commissions
Why Join JoVE?
- You can expect competitive compensation, including unlimited commissions.
- 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.