Director, Global Sales Development (USA Remote)

Company Description

When you join Turnitin, you'll be welcomed into a company that is a recognized innovator in the global education space. For more than 20 years, Turnitin has partnered with educational institutions to promote honesty, consistency, and fairness across all subject areas and assessment types. Over 16,000 academic institutions, publishers, and corporations use our services: Gradescope by Turnitin, iThenticate, Turnitin Feedback Studio, Turnitin Originality, Turnitin Similarity, ExamSoft, Ouriginal and ProctorExam.

Turnitin has offices in Australia, India, Indonesia, Germany, Japan, Korea, Mexico, the Netherlands, the Philippines, Sweden, Ukraine, the United Kingdom, and the United States. Our diverse community of colleagues are all unified by a shared desire to make a difference in education. Come join us, and let's make change together.

Job Description

As the Director, Global Sales Development, you will spearhead our sales development efforts, indirectly overseeing the Global Sales Development Representative (SDR) teams. Your primary role will involve crafting and executing strategies that enhance our sales pipeline through innovative inbound and outbound campaigns. You will lead from the front by developing targeted approaches that optimize lead generation, lead nurturing, and conversion rates. This role requires a strong leader who can inspire and drive performance across diverse global teams, ensuring strategic alignment with our marketing and sales objectives. Your leadership will not only focus on achieving immediate sales targets but also on building a robust framework for sustainable growth and team development. You will provide insights and strategic direction that contribute to our overall business goals, ensuring that our sales development operations are both efficient and effective in generating and converting leads.

Responsibilities

Strategic Leadership and Team Management:

• Develop and refine the sales development strategy to align with the company’s overall sales and marketing objectives, including specific strategies for both inbound and outbound campaigns.
• Manage daily operations, ensuring team activities across both campaign types are efficient and effective.
• Conduct regular meetings to monitor progress, set goals for both inbound and outbound efforts, and provide coaching.

Recruitment, Training and Development:

• Oversee the recruitment of team members with diverse skills suited to both inbound response management and proactive outbound prospecting.
• Develop training programs that address the unique skills needed for managing inbound leads versus conducting outbound campaigns.
• Mentor SDRs in developing skills in both areas, ensuring versatility and adaptability within the team.

Sales Pipeline Growth through Inbound and Outbound Campaigns:

• Coordinate with the marketing team to optimize lead generation and lead nurturing processes for inbound campaigns.
• Design and implement outbound campaigns that target new customer segments and markets, aligning with overall business growth strategies.
• Define and manage lead qualification processes for both inbound leads and outbound prospects, ensuring a smooth transition to sales teams.

Performance Metrics and Analysis:

• Define and track key performance indicators for both inbound and outbound activities, evaluating the effectiveness and efficiency of each.
• Analyze team performance data from Salesforce.com and sales automation tools, adjusting strategies as needed to improve lead conversion rates and customer engagement.
• Provide detailed reports on the outcomes of both inbound and outbound initiatives, highlighting successes and areas for improvement.

Collaboration and Integration:

• Ensure seamless integration between inbound marketing efforts and outbound sales activities, facilitating a cohesive strategy that maximizes overall pipeline growth.
• Promote cross-departmental communication to ensure that the SDR teams are aligned with marketing and sales regarding campaign designs and lead management.
• Act as a key liaison, communicating the needs, successes, and strategic adjustments of the sales development team to other departments.

Innovation and Process Optimization:

• Regularly review and optimize the workflows and tactics used for both inbound and outbound sales development to drive better results.
• Stay abreast of new technologies and methodologies that can enhance the effectiveness of inbound and outbound campaigns.
• Encourage innovative thinking within the team, allowing for testing new approaches in both areas to continually improve lead generation and engagement strategies.

Qualifications

• At least 10 years of experience of large-scale leadership roles in sales development or inside sales, preferably in the Education Technology sector.
• Proven track record of consistently achieving or exceeding sales and revenue targets with proven best practices.
• Strong leadership skills with the ability to inspire and motivate teams.
• Excellent communication, organizational, and analytical skills.
• In-depth knowledge of the right tools and systems to maximize SDR productivity.
• Proficiency in Salesforce.com and sales automation tools.
• Bachelor’s degree in Business, Marketing, or related field; a Master’s degree is preferred.

Additional Information

The expected annual base salary range for this position is: $132,825/year to $221,375/year. This position is bonus eligible / commission-based. As a Remote-First company, actual compensation will be provided in writing at the time of offer, if extended, and is determined by work location and a range of other relevant factors, including but not limited to: experience, skills, degrees, licensures, certifications, and other job-related factors. Internal equity, market and organizational factors are also considered.

Total Rewards @ Turnitin
Turnitin maintains a Total Rewards package that is competitive within the local job market. People tend to think about their Total Rewards monetarily — solely as regular pay plus bonus or commission. This is what they earn in exchange for what they do. However, Turnitin delivers more than just these components. Beyond the intrinsic rewards of making a difference in the lives of educators, administrators, learners and researchers around the world, and thriving in an organization that is free of politics and full of humble, inclusive and collaborative teammates, the extrinsic rewards at Turnitin include generous time off and health and wellness programs that offer choice and flexibility and provide a safety net for the challenges that life presents from time to time. In our Remote-First approach to collaborating, you are also able to work the way that best fits your style and situation - whether that be remote, in one of our offices/rented spaces, or hybrid.

Our Mission is to ensure the integrity of global education and meaningfully improve learning outcomes.

Our Values underpin everything we do.

• Customer Centric - We realize our mission to ensure integrity and improve learning outcomes by putting educators and learners at the center of everything we do.
• Passion for Learning - We seek out teammates that are constantly learning and growing and build a workplace which enables them to do so.
• Integrity - We believe integrity is the heartbeat of Turnitin. It shapes our products, the way we treat each other, and how we work with our customers and vendors.
• Action & Ownership - We have a bias toward action and empower teammates to make decisions.
• One Team - We strive to break down silos, collaborate effectively, and celebrate each other’s successes.
• Global Mindset - We respect local cultures and embrace diversity. We think globally and act locally to maximize our impact on education.

Global Benefits

• Flexible/hybrid working
• Remote First Culture
• Health Care Coverage*
• Tuition Reimbursement*
• Competitive Paid Time Off
• 4 Self-Care Days per year
• National Holidays*
• 2 Founder Days + Juneteenth Observed
• Paid Volunteer Time*
• Charitable contribution match*
• Monthly Wellness Reimbursement/Home Office Equipment*
• Access to Modern Health (mental health platform)
• Parental Leave*
• Retirement Plan with match/contribution*

* varies by country

Seeing Beyond the Job Ad

At Turnitin, we recognize it’s unrealistic for candidates to fulfill 100% of the criteria in a job ad. We encourage you to apply if you meet the majority of the requirements because we know that skills evolve over time. If you’re willing to learn and evolve alongside us, join our team!

Turnitin, LLC is committed to the policy that all persons have equal access to its programs, facilities and employment. All qualified applicants will receive consideration for employment without regard to age, race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.