About the RoleWe're looking for a Director of Enterprise Sales to lead and develop a team responsible for growing Packback's presence across higher education. This role combines strategic leadership with hands-on coaching, helping Account Executives navigate both institutional partnerships and faculty-driven adoption. You'll work closely with Revenue, Marketing, Customer Success, and Product to refine our sales strategy, improve execution, and expand our impact on campuses across the country.
This is an opportunity for a sales leader who enjoys building teams, developing people, and staying close to customers. While you'll be responsible for delivering results, you'll also play an important role in shaping how Packback grows as we continue to transform learning in higher education. This role reports to the Chief Revenue Officer.
What you'll do- Lead, coach, and develop a team of Account Executives focused on acquiring new higher education customers
- Establish clear goals, performance expectations, and development plans that help individuals and the team succeed
- Partner with sellers on complex opportunities, providing coaching throughout the sales process from discovery through close
- Drive accurate forecasting, pipeline management, and sales performance through regular deal and pipeline reviews
- Refine and improve sales processes, playbooks, and best practices as the team scales
- Collaborate closely with Marketing, Customer Success, Product, and Revenue Operations to improve the customer journey and support revenue growth
- Build strong relationships with university leaders, faculty, and other stakeholders to better understand customer needs and market trends
- Use data and performance metrics to identify opportunities, remove obstacles, and continuously improve team effectiveness
- Recruit, onboard, and develop exceptional sales talent as the organization grows
- Serve as a leader who fosters collaboration, accountability, and a customer-first mindset across the sales organization
Requirements- 8+ years of experience in B2B SaaS or EdTech sales, including several years leading and developing quota-carrying sales teams
- Demonstrated success selling complex solutions to higher education institutions or similarly complex organizations
- Experience managing enterprise sales cycles while supporting higher-volume opportunities or multiple sales motions
- Strong coaching skills with a track record of improving individual and team performance
- Experience with sales forecasting, pipeline management, and performance metrics
- Expert negotiator - experience navigating and negotiating MSAs, data-privacy addenda, and multi-year pricing frameworks
- Excellent communication and relationship-building skills, with the ability to influence both internal stakeholders and executive-level customers
- Familiarity with modern sales tools such as Salesforce, HubSpot, Gong, Salesloft, or similar platforms
- Experience with consultative sales methodologies such as Challenger, MEDDIC, or similar frameworks is a plus
- A genuine interest in education and a desire to help institutions improve outcomes for students
- Ability to travel up to 25 % for on-site exec meetings and industry events
Additional Information:Sponsorship: Applicants must be authorized to work for any employer in the U.S without the need for sponsorship. Packback does not offer visa sponsorship for this role.
Location: Currently we are only able to hire from these states: AL, AR, AZ, CA, CO, CT, FL, GA, HI, IA, IL, IN, KY, MA, MD, MI, NJ, NC, NY, OH, PA, RI, SC, TX, VA, WA, WI
