Turnitin is your partner in education with integrity. Turnitin’s originality checking and authorship investigation services ensure academic integrity, promote critical thinking, and help students improve their authentic writing. Turnitin provides instructors with the tools to prevent plagiarism, engage students in the writing process, and provide personalized feedback. Turnitin is used by more than 30 million students at 15,000 institutions in 140 countries. Turnitin is headquartered in Oakland, Calif., with international offices in Newcastle, U.K., Utrecht, Netherlands, Melbourne, Australia, Seoul, Korea and throughout Latin America.

We are searching for people who demonstrate a passion for education and technology, are collaborative and entrepreneurial in spirit, and who can contribute to our continuing success and growth. In return, Turnitin offers a great benefits package and provides challenging and inspiring work.

Leads our new business efforts across a large defined geographical territory, working to maximise opportunities for growth against a strategic growth plan, manages all client/customer interactions, demos, meetings, etc to close out the sale, then hands to T&I team to implement and to Client Success to take the client forward. Supports the development of others, providing mentorship and coaching.

Responsibilities: 

• Forecasts, owns, and achieves annual sales targets within territory. Generate and close qualified leads to expand business throughout assigned territory. Developing daily plans which utilise sales best practices to optimise sales calls and time.
• Builds a pipeline of new business through inbound, warm leads and outbound prospecting via a multi-touch strategy, using various media to drive and attract potential new business, working with the SDR team to successfully qualify opportunities through effective and personalised discovery. Leaning into the needs of the client and understanding their pain points and levers in order to craft the best solution to their needs.
• Targets, builds and maintains lasting relationships with potential new clients. Navigating educational institutions to sell the right products to the appropriate stakeholders, quickly identifying the decision makers.
• Work closely with the immediate team and internal stakeholders including marketing, client success, T&I, Sales Engineers and Product Solution Specialists to ensure a first class client experience (speedy responses, complete responses, accurate, well presented data and carefully worded professional communications)
• Works on tenders and RFPs, collaborating with colleagues to ensure the best possible presentation of our business.
• Carry out Pitches and Product Demonstrations which have been tailored to meet your customer's pain points and needs
• Effectively communicate our unique value proposition through social channels, onsite/online pitch/demos and industry events
• Manage essential data tracking activity and progress in Salesforce CRM and any other systems required, covering prospecting, forecasting, quoting, administration, and account metrics. Provide accurate forecasts and sales activity data by documenting sales activity within company CRM
• Keep up-to-date with and leverage developments in the territory such as growth opportunities, market trends, channel partnerships, and State/Government policy changes.
• Working with SDR and Sales Operations functions, carry out strategic research to maintain pipeline and drive your sales activities.
• Meet or exceed quarterly and annual sales goals
• Participate in network building opportunities within territory including, but not limited to, conferences, trade shows, on-site campus visits, group presentations, and industry functions
• Identify and report trends to Product Owners and Executive team to develop our products and roadmap
• Carefully develop itineraries and effectively utilize personnel and other resources to achieve sales objectives - making effective use of time, especially when on the road and in person
• Coaches, advises and supports Sales team members, acting as a mentor or a buddy to other members of the team.

Requirements:

• Forecasts, owns, and achieves annual sales targets within territory. 
• Generate and close qualified leads to expand business throughout assigned territory. 
• Developing daily plans which utilize sales best practices to optimize sales calls and time. 
• Builds a pipeline of new business through inbound, warm leads and outbound prospecting via a multi-touch strategy, using various media to drive and attract potential new business and successfully qualify opportunities through effective and personalized discovery. 
• Leaning into the needs of the client and understanding their pain points and levers in order to craft the best solution to their needs. 
• Targets, builds and maintains lasting relationships with potential new clients. 
• Navigating educational institutions to sell the right products to the appropriate stakeholders, quickly identifying the decision makers. 
• Works on tenders and RFPs, collaborating with colleagues to ensure the best possible presentation of our business. 
• Work closely with the immediate team and internal stakeholders including marketing, client success, T&I, Sales Engineers and Product Solution Specialists to ensure a first-class client experience (speedy responses, complete responses, accurate, well presented data and carefully worded professional communications).
• Carry out Pitches and Product Demonstrations which have been tailored to meet your customer's pain points and needs. 
• Effectively communicate our unique value proposition through social channels, onsite/online pitch/demos and industry events. 
• Manage essential data tracking activity and progress in Salesforce CRM and any other systems required, covering prospecting, forecasting, quoting, administration, and account metrics. 
• Provide accurate forecasts and sales activity data by documenting sales activity within company CRM. 
• Keep up-to-date with and leverage developments in the territory such as growth opportunities, market trends, channel partnerships, and State/Government policy changes. 
• Carry out strategic research to maintain pipeline and drive your sales activities. 
• Meet or exceed quarterly and annual sales goals.
• Participate in network building opportunities within territory including, but not limited to, conferences, trade shows, on-site campus visits, group presentations, and industry functions.
• Identify and report trends to Product Owners and Executive team to develop our products and roadmap.
• Carefully develop itineraries and effectively utilize personnel and other resources to achieve sales objectives - making effective use of time, especially when on the road and in person.
• Communicate and collaborate effectively across all internal teams.
• Ensure that accurate monthly, quarterly and annual forecasts are provided to the manager.
• Demonstrate proper use and knowledge of Turnitin specific systems (Salesforce, Highspot, Zoom, etc).
• Develop professional growth by reviewing trade publications, establishing and leveraging personal networks and participating in professional organisations and events.
• Demonstrate initiative to improve understanding of educational trends and legislation in territory.

• BA/BS degree required
• 5+ years of related work experience 
• Results-driven self-starter
• Strong interpersonal, communication, and negotiating skills
• Demonstrated sales and objection handling skills
• Strong written communication skills
• Excellent phone presence
• Proven ability to work effectively with a team
• Understanding of the secondary educational system
• Familiarity with the use of Apple computers, G-Suite business applications, and Salesforce

Total Rewards @ Turnitin

Turnitin maintains a Total Rewards package that is competitive within the local job market. People tend to think about their Total Rewards monetarily – solely as regular pay plus bonus or commission. This what they earn in exchange for what they do. However, Turnitin delivers more than just these components. Beyond the intrinsic rewards of making a difference in the lives of educators, administrators, learners and researchers around the world, and thriving in an organization that is free of politics and full of humble, inclusive and collaborative teammates, the extrinsic rewards at Turnitin include generous time off and health and wellness programs that offer choice and flexibility and provide a safety net for the challenges that life presents from time to time. In our Remote-First approach to collaborating, you are also able to work the way that best fits your style and situation – whether that be remote, in one of our offices/rented spaces or hybrid.

Equality Statement

Turnitin LLC and all related Group and Subsidiary Companies are committed to the policy that all persons have equal access to it programs, facilities and employment without regard to race, color, ancestry, national origin, age, gender, sexual orientation, gender identity, age, religion, creed, disability, medical condition, genetic information, marital or veterans status.

Our Values underpin everything we do.

• Customer Centric - We realize our mission to ensure integrity and improve learning outcomes by  putting educators and learners at the center of everything we do.
• One Team - We strive to break down silos, collaborate effectively, and celebrate each other’s successes.
• Global Mindset - We respect local cultures and embrace diversity. We think globally and act locally to maximize our impact on education.
• Accountability- Holds oneself responsible for required actions, and ensures that team members/colleagues/ peers also own responsibility for their designated tasks while meeting collective team and company goals. All in service of creating a high performing environment
• Collaboration & Influencing- Effectively communicates and cooperates with peers, partners, leaders & customers to achieve outcomes. Builds relationships and creates an environment wherein people can naturally work together for the good of the company and our customers.
• Integrity - We believe integrity is the heartbeat of Turnitin. It shapes our products, the way we treat each other, and how we work with our customers and vendors.

Seeing Beyond the Job Ad

At Turnitin, we recognize it’s unrealistic for candidates to fulfil 100% of the criteria in a job ad.  We encourage you to apply if you meet the majority of the requirements because we know that skills evolve over time. If you’re willing to learn and evolve alongside us, join our team!  

Turnitin, LLC is committed to the policy that all persons have equal access to its programs, facilities and employment without regard to race, color, ancestry, national origin, age, gender, sexual orientation, gender identity, age, religion, creed, disability, medical condition, genetic information, marital or veterans status, domestic partner status, AIDS or HIV status, height, weight, or association with members of a protected class.