Director, New Sales – Western Region

Top Hat

Director overseeing sales leadership and strategy at Top Hat, enhancing revenue organization and developing future leaders.

Posted 6/1/2026full-timeRemote • Arizona, California, Nevada, New York, Oregon, Texas, Washington • 🇺🇸 United StatesLeadWebsite

About the role

Key responsibilities & impact

We are seeking a leader who will not simply manage the existing organization but will help define the next chapter of sales leadership at Top Hat.
The next Director will be required to raise standards, develop future leaders, and shape what excellence looks like for a modern, high-performing revenue organization.
This position requires approximately 30% of your time to be spent on campus during the busy sales seasons, from mid-January through May and mid-August through mid-December.
This position offers the opportunity to shape strategy, develop leaders, and remain closely connected to the market, the team, and the customer experience.

Requirements

What you’ll need

15+ years of progressive sales with 5+ years of sales leadership or people management experience within EdTech, higher education courseware, SaaS, or related industries.
Demonstrated success leading geographically distributed sales organizations and consistently achieving revenue targets.
Proven track record of recruiting, developing, coaching, and retaining high-performing sales professionals and sales leaders.
Experience managing both direct reports and people leaders within a multi-layered sales organization.
Strong background in forecasting, pipeline management, territory planning, and performance management.
History of successfully leading teams through organizational change, go-to-market evolution, and periods of rapid growth or transformation.
Demonstrated ability to partner effectively across Marketing, Customer Success, Product, Content, Finance, and Revenue Operations to drive business outcomes.
Excellent communication, coaching, and executive presence, with the ability to influence at all levels of the organization.

Benefits

Comp & perks

A noble mission that creates meaningful, fulfilling work
A team that cares deeply for customers and for each other
Flexible, remote first work environment
Professional learning and development for all role levels
An awesome and welcoming Toronto HQ
Competitive health benefits that start on day one
A management team focused on performance, growth, engagement and connection
Our winning strategy and market potential
Innovative PTO policy with lots of time and space for self-care
Passionate customers that believe in us—and what we do
A chance to work with new tech like generative AI—and see the customer impact

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

sales leadershiprevenue managementforecastingpipeline managementterritory planningperformance managementgo-to-market strategyorganizational change managementSaaSEdTech

Soft Skills

coachingcommunicationexecutive presenceinfluenceteam developmentleadershipstrategic thinkingrelationship buildingcollaborationproblem solving