Head of Sales, Medical Devices

JoVE is the world-leading producer and provider of video solutions with the mission to improve scientific research and education. Millions of scientists, educators and students use JoVE for their research, teaching and learning. Our institutional clients comprise over 1,000 universities, colleges, and biopharma companies, including such leaders as Harvard, MIT, Yale, and Stanford. JoVE is seeking a dynamic and results-oriented sales leader to join as a Sales Director for North America. Reporting to VP of Sales, you will own the revenue goal for JoVE’s largest market. You’ll lead a team of Regional Directors and Account Executives and be accountable for revenue growth, forecast accuracy, and pipeline health across the region. Own the North America revenue target and lead the regional sales teams to consistently meet and exceed it. Lead, coach, and develop Regional Directors and Account Executives. Hire top talent and build a high-performance culture. Conduct regular pipeline audits at the rep, team, and regional level. Validate stage accuracy, close dates, deal values, next steps, and CRM hygiene. Define, implement, and monitor key performance indicators (KPIs) for the sales team, regularly assessing progress and making adjustments to ensure success. Strategically direct and oversee the key sales activities, closely tracking pipeline health and deal progression to drive revenue growth. Analyze buyer and influencer motivations, competitive dynamics, and the sales cycle to prioritize and refine sales strategies. Collaborate with marketing, customer success, and other teams to ensure alignment of sales efforts with company objectives and goals. Successfully plan and manage renewal projects with existing clients. A Bachelor’s Degree.

• 8+ years of hands-on experience leading sales teams in EdTech, SaaS or STEM publishing industries.
• 10+ years of experience in sales.
• Proven track record of leading high-performing sales teams and driving sustained revenue growth.
• Experience running structured pipeline reviews and audits, with strong command of pipeline metrics such as coverage and conversion.
• Strong analytical skills, with the ability to use reports and dashboards in Salesforce, or similar platforms to track performance and drive decisions.
• Strong experience with Salesforce, Hubspot or similar platforms.