Regional Director of Sales
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Job Description
Regional Sales Director driving new-logo SaaS revenue for Coursedog’s academic operations platform. Owning territory strategy, enterprise sales cycles, forecasting, and executive negotiations.
Responsibilities:
- Own and achieve annual quota targets within the assigned territory
- Drive new logo acquisition and revenue growth
- Develop and execute strategic territory plans, including account mapping, stakeholder identification, and opportunity prioritization
- Generate and maintain more than 4x pipeline coverage with the SDR
- Lead discovery conversations to uncover business challenges, desired outcomes, and buying processes
- Deliver tailored product demonstrations aligned with customer pain points and institutional priorities
- Navigate complex, multi-stakeholder sales cycles, executive presentations, and negotiations
- Manage pipeline and forecasting while maintaining CRM hygiene and real-time activity tracking
- Apply sales methodologies such as MEDDPICC and Value Selling
- Leverage Product, Customer Success, and Executive Leadership stakeholders to strengthen deals
- Build industry credibility through product evangelism and education on higher education trends
- Incorporate feedback to improve sales approach and performance
- Travel onsite to customers and industry events for presentations and workshops 25%–35% of the year
Requirements:
- 5+ years of experience in a full-cycle, quota-carrying SaaS sales role
- Proven track record of exceeding new business targets
- Demonstrated success navigating complex enterprise sales cycles with multiple decision-makers and executive stakeholders
- Deep understanding of sales methodologies such as MEDDPICC and Value Selling; certification preferred
- Experience developing and executing territory and account plans
- Strong forecasting discipline and CRM accuracy experience; Salesforce preferred
- Proactive, self-motivated working style with a strong bias toward action and ownership
- Excellent communication, presentation, and facilitation skills
- High emotional intelligence and strategic, creative, and empathetic customer engagement
- Comfort working in a fast-paced, remote-first environment with approximately 30% travel
- Familiarity with AI tools and modern sales technology
- Experience selling into Higher Education strongly preferred
Benefits:
- Performance-driven commission
- Additional accelerators, kickers, and other performance-based incentives
- Healthcare, dental, and vision coverage
- Employer coverage of 65% to 99% of employee-only monthly premiums
- Employer coverage of 45% to 75% of employee-plus-dependents monthly premiums
- Spring Health mental health support
- XP Health vision benefits
- Carrot Fertility family planning support
- One Medical primary care
- Health Savings Accounts (HSA)
- Flexible Spending Accounts (FSA)
- Safe Harbor 401(k) plan from day one of employment
- 4% employer 401(k) match on total compensation, subject to federal limits
- Unlimited paid time off
- Remote-first work arrangement
- Equity grants for all employees
- Equity grants reviewed and adjusted with promotions
- Up to 12 weeks of fully paid parental leave
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