Director, New Sales Western Region

Top Hat

1d•Remote

About The Position

We are seeking a leader who will not simply manage the existing organization but will help define the next chapter of sales leadership at Top Hat. The next Director will be required to raise standards, develop future leaders, and shape what excellence looks like for a modern, high-performing revenue organization. Unlike many Director roles that are removed from customers and frontline execution, this position offers the opportunity to shape strategy, develop leaders, and remain closely connected to the market, the team, and the customer experience.

Requirements

15+ years of progressive sales with 5+ years of sales leadership or people management experience within EdTech, higher education courseware, SaaS, or related industries.
Demonstrated success leading geographically distributed sales organizations and consistently achieving revenue targets.
Proven track record of recruiting, developing, coaching, and retaining high-performing sales professionals and sales leaders.
Experience managing both direct reports and people leaders within a multi-layered sales organization.
Strong background in forecasting, pipeline management, territory planning, and performance management.
History of successfully leading teams through organizational change, go-to-market evolution, and periods of rapid growth or transformation.
Demonstrated ability to partner effectively across Marketing, Customer Success, Product, Content, Finance, and Revenue Operations to drive business outcomes.
Excellent communication, coaching, and executive presence, with the ability to influence at all levels of the organization.
Live within proximity to a major airport to facilitate efficient travel.

Nice To Haves

Experience scaling sales organizations through significant growth, transformation, or market expansion.
Proven ability to develop future leaders and build leadership bench strength.
Experience operating within complex, matrixed organizations where influence and alignment are critical to success.
A track record of improving sales productivity, forecasting accuracy, pipeline quality, and operational rigour.

Responsibilities

Raise standards, develop future leaders, and shape what excellence looks like for a modern, high-performing revenue organization.
Shape strategy, develop leaders, and remain closely connected to the market, the team, and the customer experience.
Build accountable, collaborative, and inclusive team cultures where individuals are supported, challenged, and developed.
Create clarity amid ambiguity and align teams around priorities, execution, and measurable outcomes.
Balance strategic thinking with a willingness to engage directly in deal strategy, coaching, talent development, and problem-solving.
Use data, customer insights, and market intelligence to inform decisions and improve team performance.
Demonstrate sound judgment, resilience, and adaptability in complex and evolving business environments.
Raise the performance standard by defining and reinforcing what excellence looks like for individuals, managers, and teams.
Recruit, develop, coach, and retain high-performing sales professionals and sales leaders.
Manage both direct reports and people leaders within a multi-layered sales organization.
Partner effectively across Marketing, Customer Success, Product, Content, Finance, and Revenue Operations to drive business outcomes.
Elevate the function by establishing new standards, processes, and expectations that improve organizational performance over time.