Senior Director of Sales, Higher Education, EMEA

JoVE is the world-leading producer and provider of science video solutions with the mission to improve scientific research and education. Millions of scientists, educators and students worldwide use JoVE for their research, teaching and learning. Our institutional clients comprise over 1,000 universities, colleges, and biopharma companies, including leaders such as Pfizer, Biogen, Harvard, MIT, 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 proactive, and results-driven Senior Director of Sales, Higher Education to lead our sales organizations across EMEA market.

Reporting to the VP of Sales, this role will lead regional sales directors and teams to drive revenue growth through disciplined pipeline management, sales coaching, performance management, and operational excellence. 

The ideal candidate is an experienced sales executive with a proven track record of leading multi-country sales teams, developing high-performing leaders and teams, and building a culture of accountability, execution, and continuous improvement.

Responsibilities

• Lead regional sales directors and their teams across EMEA, taking full ownership of revenue performance and consistently achieving quarterly and annual sales targets.
• Conduct weekly pipeline inspections and deal reviews to ensure pipeline quality and integrity, deal progression, forecast accuracy, and healthy pipeline coverage.
• Monitor and analyze key sales KPIs, including pipeline generation, meeting activity, conversion rates, forecast accuracy, and revenue attainment, and implement data-driven actions to improve performance.
• Drive consistent execution of JoVE's sales methodology by ensuring adoption of sales processes, CRM best practices, and operational excellence across all regions.
• Drive high-performance on team through effective coaching, performance management, continuous feedback, and accountability.
• Identify new growth opportunities by analyzing market trends, competitive dynamics, customer needs, territory performance, and whitespace within existing accounts.
• Take full ownership of regional business performance by proactively identifying execution gaps, removing obstacles, and implementing scalable initiatives that accelerate growth. 
• Partner closely with Customer Success leadership to maximize renewals, drive expansion opportunities, strengthen account planning, and improve customer retention.

Requirements

• A Bachelor’s Degree.
• 10+ years of hands-on experience leading sales teams in EdTech, SaaS or STEM publishing industries, including 5+ years of experience managing sales leaders.
• Strong expertise in pipeline management, forecasting, and sales performance management, with a track record of using data to drive continuous improvement and achieve business objectives.
• Proven ability to build, implement, and scale sales structures, processes, and strategies that drive pipeline growth and revenue performance.
• Excellent communication, presentation, and leadership skills.
• Experience with Salesforce, HubSpot, and other sales productivity and CRM platforms.
• Highly results-oriented with the ability to thrive in a fast-paced, high-growth environment.

Benefits

• A competitive compensation package.
• We’re fully remote!
• You will make a direct impact in accelerating science research and 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.