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

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.
• 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.

• 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.

What Sets You Apart

• 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.

Geographic Scope

This position will lead UWorld's Western United States Nursing Sales organization.

The Director may be based anywhere within the Western region and will work remotely, with regular travel throughout the territory to support the sales team, meet with customers, attend industry events, and participate in company meetings.

Candidates should be comfortable managing a geographically dispersed team and traveling as needed throughout the region.

Why UWorld?

At UWorld, you'll have the opportunity to lead a team that is helping shape the future of nursing education and student success. Our products are trusted by students and educators around the world, and our Nursing Education business represents an exciting opportunity for continued growth.

As Director of Sales, you'll have a meaningful leadership role in expanding UWorld's impact across nursing programs while building and developing a high-performing sales organization. You'll work in a collaborative, entrepreneurial environment where leadership, accountability, innovation, and results are valued.