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.

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