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

About this role

Director of Sales – Nursing Education
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.
What You'll Own
Regional Revenue Growth

• 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.

Sales Team Leadership & Development

• 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.

Nursing Education Market Development

• 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.

Sales Process & Operational Excellence

• 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.

Cross-Functional Leadership

• 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.

What We're Looking For

• 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…