Sales Director, Institutional Test Preparation

About the Position

The Sales Director, Institutional Test Preparation will lead and develop a high-performing team responsible for driving growth across K–12 and Higher Education institutional test preparation solutions. This individual will own strategy, execution, forecasting, team development, and market expansion efforts while serving as a key leader in Princeton Review’s Institutional business.

This role will oversee sales representatives focused on building and managing relationships with districts, schools, and higher education institutions while ensuring strong pipeline development, forecast accuracy, and disciplined execution across the full sales cycle. The Sales Director will work cross-functionally with Marketing, Product, Client Success, Customer Experience, Finance, and Sales Operations to position Princeton Review as the preferred institutional partner for test preparation services.

The ideal candidate combines strong sales leadership experience with deep knowledge of K–12 and Higher Education environments, including funding sources, procurement processes, academic intervention programs, and district operational priorities. This is a highly visible role for a strategic and hands-on leader who can coach teams, scale processes, and drive measurable growth.

What You'll Do

Strategy & Execution

• Establish and execute a comprehensive go-to-market strategy aligned with institutional revenue goals, market trends, and customer needs.
• • Own multimillion-dollar annual sales and revenue targets with accountability for year-over-year growth and market expansion
  • Design sales playbooks, territory strategies, and campaigns that drive pipeline generation and conversion performance
  • Conduct monthly and quarterly business reviews to evaluate team performance, market trends, competitive dynamics, and growth opportunities
  • Partner with executive leadership on annual planning, growth strategies, and market expansion initiatives

Team Management & Leadership

• Recruit, onboard, develop, and retain high-performing Sales Representatives using scalable and repeatable frameworks
  • Provide weekly coaching, deal reviews, development conversations, and skill-building sessions to improve performance and effectiveness
  • Establish clear KPIs, activity expectations, and accountability standards across the team
  • Foster a collaborative, high-performance culture focused on communication, execution, and continuous improvement
  • Build leadership capabilities and succession planning within the sales organization

Market Expansion & Customer Engagement

• Identify emerging funding opportunities, grant initiatives, and district priorities that create new pathways for growth
  • Expand Princeton Review’s footprint within key regions, large districts, and high-priority market
  • Build and maintain executive relationships with superintendents, curriculum leaders, federal program directors, CAOs, and intervention stakeholders
  • Represent Princeton Review at national and regional conferences, leadership forums, and industry events

Cross-Functional Collaboration

• Partner with Marketing on lead generation programs, district-facing campaigns, webinars, and content strategy
  • Collaborate with Product and Operations teams to improve product-market fit, implementation models, reporting capabilities, and customer experience
  • Work closely with Client Success teams to drive implementation quality, customer satisfaction, retention, and account expansion opportunities
  • Provide leadership across strategic cross-functional initiatives that strengthen Princeton Review’s institutional portfolio

Forecasting, Revenue Planning & Operational Excellence

• Own weekly, monthly, and quarterly forecasting processes, ensuring transparency and forecast accuracy across the team
  • Conduct pipeline reviews and assess opportunity health, risk factors, and strategic prioritization
  • Maintain strong Salesforce discipline and reporting consistency
  • Partner with Finance and executive leadership on revenue modeling and business planning activities
  • Utilize data-driven insights including pipeline coverage, conversion metrics, forecast variance, and sales velocity to drive continuous improvement

Who You Are

• You have 7–10+ years of successful B2B or EdTech sales experience, with at least 3–5 years leading teams in management or director-level roles
• You have a demonstrated track record of leading teams that consistently exceed multimillion-dollar revenue goals
• You possess deep knowledge of K–12 and Higher Education operations, academic interventions, procurement processes, and funding structures
• You are highly skilled in consultative selling, executive communication, and strategic account development
• You have experience leading teams through complex sales cycles involving RFPs, state contracts, and district purchasing processes
• You have strong experience with Salesforce, Excel, PowerPoint, and CRM-driven forecasting methodologies
• You thrive in highly collaborative environments and have successfully partnered across Product, Operations, Client Success, and Marketing teams
• You are a data-driven leader who uses insights and metrics to inform decisions and improve performance
• You are highly organized and able to manage multiple priorities while maintaining operational rigor and forecast accuracy
• You are willing and able to travel regularly for district visits, conferences, customer meetings, and leadership activities