About the RoleThe Regional Sales Director serves as a strategic growth engine for Honorlock's higher education territory, orchestrating the full-cycle sales strategy to expand our academic integrity footprint across key institutions and state systems. Reporting directly to the Vice President of HigherEd Sales, this pivotal role transforms complex institutional challenges into seamless solutions, directly accelerating our market share and driving predictable revenue growth. By blending consultative challenger methodologies with deep customer empathy, you will inspire cross-functional collaboration and establish Honorlock as the premier partner in online proctoring.
Territory & Travel Requirement: Willingness and ability to travel within the
North Central Region, at least 50-60% of the year, including overnight stays when necessary.
Key Responsibilities - Orchestrate and execute a comprehensive territory sales strategy to consistently meet and exceed annual revenue quotas within the designated higher education market.
- Cultivate and expand high-impact, consultative relationships with institutional leaders, state systems, and C-level executives to position Honorlock as their primary academic integrity partner.
- Architect and deliver tailored solution proposals and complex contract negotiations, balancing empathy and operational integrity to secure long-term partnerships.
- Lead and align internal cross-functional teams- including Customer Success, Support, and Marketing - to advance complex enterprise sales cycles with maximum efficiency.
- Leverage and maximize Honorlock's modern tech stack (including Salesforce, GovSpend, Starbridge, Zoominfo, 6Sense, and Gong) to conduct rigorous data analysis, optimize outbound prospecting, and ensure accurate pipeline forecasting.
- Analyze and monitor evolving educational technology trends and organic market indicators to provide actionable strategic insights to both clients and internal revenue teams.
- Represent Honorlock with high visibility at key industry meetings, trade shows, and strategic in-person regional travel (50-60%) to expand pipeline velocity and thought leadership.
- Other duties as assigned to maintain a growth mindset and flex into high-impact special projects as the organization scales.
Required Skills & Qualifications- Bachelor's Degree in Business, Sales, Marketing, or equivalent professional experience.
- 5+ years of proven enterprise SaaS software sales experience, specifically selling into higher education institutions, state systems, or large-scale EdTech environments.
- Demonstrated mastery of complex, multi-stakeholder sales cycles with a track record of consistently exceeding quotas and engaging "C" level academic executives.
- Proficiency with modern sales enablement tools and CRM platforms, specifically Salesforce and Gong, for pipeline forecasting and account optimization.
- Willingness and flexibility to travel 50-60% within the assigned territory to build deep, strategic, in-person institutional relationships.
Additional Qualifications- Deep operational understanding of online assessments and academic integrity frameworks.
- Functional knowledge of major Learning Management Systems (LMS) such as Canvas, Blackboard, and D2L.
- Expert command of consultative sales methodologies (e.g., Challenger Sale, MEDDIC, etc.).
- Exceptional cross-functional collaboration and communication skills, with an innate ability to translate technical capabilities into clear business value using accurate, direct, and kind messaging.
Base Salary Range: $150,000.00 - $160,000.00, plus variable commission
Why Join Honorlock? At Honorlock, you will play a pivotal role in shaping the future of online education while growing your career. Our innovative platform, collaborative team culture and dedication to excellence create an environment where your ideas and leadership will have a lasting impact. Join us and help improve educational opportunities for millions worldwide!
- Unlimited PTO
- Remote-first company
- Choice of company-issued laptop
- Healthcare benefits
- Company matched 401k
