Sales Director, Institutional Test Preparation

About The Princeton Review 

The Princeton Review is a leading tutoring, test prep, and college admission services company. Every year, it helps millions of college- and graduate school–bound students achieve their education and career goals through online and in-person courses delivered by a network of more than 4,000 teachers and tutors, online resources, and its more than 150 print and digital books published by Penguin Random House. The company’s Tutor.com brand is one of the largest online tutoring services in the U.S. It comprises a community of thousands of tutors who have delivered more than 22 million one-to-one tutoring sessions. The Princeton Review is headquartered in New York, NY. Follow the company on LinkedIn, YouTube and Instagram. 

About the Position

The Sales Director, Institutional Test Preparation will lead and develop a high-performing team responsible for driving growth across K–12 and Higher Education institutional test preparation solutions. This individual will own strategy, execution, forecasting, team development, and market expansion efforts while serving as a key leader in Princeton Review’s Institutional business.

This role will oversee sales representatives focused on building and managing relationships with districts, schools, and higher education institutions while ensuring strong pipeline development, forecast accuracy, and disciplined execution across the full sales cycle. The Sales Director will work cross-functionally with Marketing, Product, Client Success, Customer Experience, Finance, and Sales Operations to position Princeton Review as the preferred institutional partner for test preparation services.

The ideal candidate combines strong sales leadership experience with deep knowledge of K–12 and Higher Education environments, including funding sources, procurement processes, academic intervention programs, and district operational priorities. This is a highly visible role for a strategic and hands-on leader who can coach teams, scale processes, and drive measurable growth.

What You'll Do

Strategy & Execution

Establish and execute a comprehensive go-to-market strategy aligned with institutional revenue goals, market trends, and customer needs.

Own multimillion-dollar annual sales and revenue targets with accountability for year-over-year growth and market expansion

Design sales playbooks, territory strategies, and campaigns that drive pipeline generation and conversion performance

Conduct monthly and quarterly business reviews to evaluate team performance, market trends, competitive dynamics, and growth opportunities

Partner with executive leadership on annual planning, growth strategies, and market expansion initiatives

Team Management & Leadership

Recruit, onboard, develop, and retain high-performing Sales Representatives using scalable and repeatable frameworks

Provide weekly coaching, deal reviews, development conversations, and skill-building sessions to improve performance and effectiveness

Establish clear KPIs, activity expectations, and accountability standards across the team

Foster a collaborative, high-performance culture focused on communication, execution, and continuous improvement

Build leadership capabilities and succession planning within the sales organization

Market Expansion & Customer Engagement

Identify emerging funding opportunities, grant initiatives, and district priorities that create new pathways for growth

Expand Princeton Review’s footprint within key regions, large districts, and high-priority market

Build and maintain executive relationships with superintendents, curriculum leaders, federal program directors, CAOs, and intervention stakeholders

Represent Princeton Review at national and regional conferences, leadership forums, and industry events

Cross-Functional Collaboration

Partner with Marketing on lead generation programs, district-facing campaigns, webinars, and content strategy

Collaborate with Product and Operations teams to improve product-market fit, implementation models, reporting capabilities, and customer experience

Work closely with Client Success teams to drive implementation quality, customer satisfaction, retention, and account expansion opportunities

Provide leadership across strategic cross-functional initiatives that strengthen Princeton Review’s institutional portfolio

Forecasting, Revenue Planning & Operational Excellence

Own weekly, monthly, and quarterly forecasting processes, ensuring transparency and forecast accuracy across the team

Conduct pipeline reviews and assess opportunity health, risk factors, and strategic prioritization

Maintain strong Salesforce discipline and reporting consistency

Partner with Finance and executive leadership on revenue modeling and business planning activities

Utilize data-driven insights including pipeline coverage, conversion metrics, forecast variance, and sales velocity to drive continuous improvement

Who You Are

You have 7–10+ years of successful B2B or EdTech sales experience, with at least 3–5 years leading teams in management or director-level roles

You have a demonstrated track record of leading teams that consistently exceed multimillion-dollar revenue goals

You possess deep knowledge of K–12 and Higher Education operations, academic interventions, procurement processes, and funding structures

You are highly skilled in consultative selling, executive communication, and strategic account development

You have experience leading teams through complex sales cycles involving RFPs, state contracts, and district purchasing processes

You have strong experience with Salesforce, Excel, PowerPoint, and CRM-driven forecasting methodologies

You thrive in highly collaborative environments and have successfully partnered across Product, Operations, Client Success, and Marketing teams

You are a data-driven leader who uses insights and metrics to inform decisions and improve performance

You are highly organized and able to manage multiple priorities while maintaining operational rigor and forecast accuracy

You are willing and able to travel regularly for district visits, conferences, customer meetings, and leadership activities

The Princeton Review and Tutor.com offer a competitive salary which commensurates with experience and skills. 

US Pay Range
$140,000—$170,000 USD

The Princeton Review is an equal employment opportunity employer. The Princeton Review’s policy is not to discriminate against any applicant or employee based on, and all qualified applicants will receive consideration for employment without regard to, race, color, religion, national origin, sex, sexual orientation, gender identity or expression, age, marital status, disability, military status, genetic information, or any other basis protected by applicable law. The Princeton Review also prohibits harassment of applicants or employees based on any of these protected categories. It is also The Princeton Review’s policy to comply with all applicable laws respecting consideration of unemployment status in making hiring decisions.

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