Director of Sales - Higher Ed / Nursing Education (West)

UWorld • Irving, TX

5d • Remote

About The Position

UWorld is seeking a high-impact Director of Sales to lead and grow our Nursing Education sales organization across the Western United States. This is a full-time sales leadership and coaching position responsible for managing, developing, and motivating a team of Nursing Account Executives while driving consistent revenue growth across the region. The Director will serve as a strategic leader for the Western region, partnering closely with Sales Leadership, Marketing, Product, and other cross-functional teams to expand UWorld's presence within nursing programs and institutions. We are looking for a dedicated sales leader who thrives on developing people, driving accountability, building strong sales processes, and creating a high-performance culture. The ideal candidate has a proven track record of leading B2B sales teams, preferably within nursing education, healthcare education, EdTech, educational publishing, or a related industry, and understands how to sell solutions that improve student outcomes and help nursing programs prepare students for high-stakes licensure examinations.

Requirements

• 8–12+ years of B2B sales experience, with at least 5 years of successful sales leadership experience.
• Proven success managing and developing high-performing sales teams.
• Experience selling into nursing education, higher education, healthcare education, EdTech, educational publishing, SaaS, or a related industry.
• Strong understanding of the nursing education ecosystem and the needs of nursing schools, faculty, and academic leadership is highly preferred.
• Demonstrated track record of achieving and exceeding team revenue targets.
• Experience managing geographically dispersed sales teams.
• Strong understanding of complex, multi-stakeholder B2B sales cycles.
• Demonstrated ability to coach sales representatives in consultative, value-based selling.
• Strong pipeline management and forecasting skills.
• Experience using CRM and sales intelligence platforms such as Salesforce and Gong.
• Excellent communication, presentation, and interpersonal skills.
• Strong business acumen and analytical capabilities.
• Ability to travel throughout the Western United States as needed.
• You know how to build high-performing teams.
• You know how to establish expectations, create accountability, identify potential, and develop people into stronger sales professionals.
• You are data-driven. You know how to use pipeline data, activity metrics, conversion rates, forecasting, and CRM insights to identify problems and improve performance.
• You are an exceptional communicator. You can confidently communicate with Account Executives, sales leadership, customers, and executive stakeholders.
• You lead with urgency and accountability.
• You set a high bar, move quickly, and create a culture where people understand what is expected and are motivated to achieve it.
• You are comfortable in a growth environment. You enjoy building processes, developing people, and creating structure while the business continues to evolve.

Nice To Haves

• Strong understanding of the nursing education ecosystem and the needs of nursing schools, faculty, and academic leadership is highly preferred.

Responsibilities

• Lead the sales strategy and revenue performance for UWorld's Nursing Education business across the Western United States.
• Develop and execute regional sales strategies designed to achieve and exceed revenue targets.
• Drive new institutional business across nursing schools, colleges, universities, and other healthcare education organizations.
• Develop strategies to expand UWorld's footprint within existing nursing programs and institutional partners.
• Identify market opportunities, emerging trends, and areas for growth throughout the Western region.
• Establish a predictable, scalable pipeline aligned with nursing program purchasing cycles and academic calendars.
• Partner with senior sales leadership to develop regional goals, forecasts, and growth plans.
• Lead, coach, mentor, and develop a team of Nursing Account Executives across the Western United States.
• Establish clear expectations around revenue performance, pipeline generation, activity, customer engagement, and professional development.
• Conduct regular 1:1s, pipeline reviews, forecast meetings, and performance discussions.
• Provide ongoing coaching focused on discovery, consultative selling, objection handling, negotiation, closing, and account expansion.
• Listen to and evaluate sales calls using tools such as Gong to provide actionable coaching and development.
• Create individualized development plans to strengthen each representative's skills and performance.
• Identify high performers and develop them for increased responsibility and career growth.
• Address performance issues quickly and effectively while maintaining a supportive, accountable environment.
• Foster a collaborative, competitive, and results-oriented sales culture.
• Partner with Recruiting and Sales Leadership to attract, interview, onboard, and retain high-performing sales talent.
• Develop a deep understanding of the nursing education market, including nursing schools, faculty, program directors, deans, and other institutional decision-makers.
• Help the sales team understand the unique challenges facing nursing programs, including NCLEX preparation, student outcomes, retention, licensure success, and program performance.
• Develop territory strategies to maximize market coverage and sales opportunities across the Western United States.
• Identify opportunities to expand UWorld's relationships across nursing programs, departments, and institutions.
• Provide leadership with actionable feedback regarding customer needs, competitive activity, market trends, and product opportunities.
• Serve as a knowledgeable resource to the sales team on nursing education trends and institutional buying behavior.
• Establish and maintain a disciplined sales process across the Western sales organization.
• Own regional pipeline health, sales forecasting, and revenue predictability.
• Review pipeline regularly with Account Executives and provide coaching to improve opportunity progression and conversion.
• Leverage Salesforce and Gong to monitor performance, evaluate pipeline quality, and identify coaching opportunities.
• Ensure accurate CRM utilization, opportunity management, and forecasting.
• Analyze sales performance metrics to identify trends, challenges, and opportunities for improvement.
• Establish and monitor KPIs that drive sales productivity and revenue growth.
• Hold the team accountable for meeting and exceeding established sales goals.
• Continuously evaluate and improve sales processes, tools, and methodologies.
• Partner closely with Marketing to develop regional demand-generation strategies and campaigns.
• Collaborate with Product and Product Marketing to provide market intelligence and customer feedback.
• Partner with Customer Success to support customer retention, expansion, and overall satisfaction.
• Work closely with Sales Leadership to ensure alignment on national strategy, goals, and priorities.
• Represent the voice of the Nursing Education sales organization in cross-functional meetings and strategic initiatives.
• Help ensure the sales team has the messaging, tools, training, and resources needed to successfully engage nursing education customers.

Benefits

• Competitive compensation
• Paid time off
• Comprehensive benefits package, including medical, vision, dental, life, and disability insurance
• 401(k) with 5% employer matching
• On-site and virtual group fitness classes
• Remote work flexibility
• Supportive, collaborative work environment
• Opportunities for professional growth and development

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed