Director, Strategic Accounts

This is a fully remote position, open to applicants in California.

📋 Description

• Take ownership of regional revenue performance and overall account strategy, ensuring growth, retention, and the execution of strategic priorities within the designated territory.

• Convert the VP, Strategic Accounts’ vision into regional operational plans, establishing clear goals, expectations, and processes for consistent implementation.

• Enhance forecast accuracy and pipeline integrity through regular assessments, a robust operating rhythm, and data-supported forecasting for operational feasibility.

• Spearhead the development and execution of strategic account plans that utilize analytics, market trends, and program performance to identify high-value opportunities at the department, cohort, and institution levels.

• Direct complex deal strategies, coordinate cross-functional resources, and facilitate high-value negotiations to expedite growth.

• Mentor Strategic Account Directors in negotiation excellence and commercial rigor, including pricing strategy, discount/approval guidelines, executive-level contracting, and the quality of close plans, ensuring consistent, high-caliber execution across the region.

• Promote Inclusive Access (IA), Equitable Access (EA), and Cengage Unlimited (CU) implementation and data literacy (enrollment, usage, pricing, adoption, renewals), and incorporate these insights into planning, risk management, and forecasting.

• Foster partnerships with channels and bookstores for IA, EA, and CU accounts, ensuring alignment on pricing, processes, implementation, and program effectiveness.

• Develop strong collaborations with Solutions Sales, Solutions Engineering, and Customer Success leadership to ensure a unified pre-sale strategy and effective post-sale execution.

⛳️ Requirements

• Bachelor’s degree in business, marketing, education, or a related field.

• 7–10+ years of progressive sales experience in B2B, higher education, publishing, SaaS, or enterprise-level account management roles.

• 3–5+ years of direct sales leadership experience, managing quota-carrying Account Executives/Strategic Account Directors with complete revenue accountability.

• Proven ability to lead complex, multi-stakeholder institutional sales cycles, including engagement at the executive level.

• Strong commercial acumen, including knowledge of pricing strategy, discount governance, negotiation frameworks, and contract execution.

• Exceptional communication skills, executive presence, and the ability to inspire confidence among senior institutional leaders.

• Solid operational rigor with experience in driving consistent processes, accountability structures, and performance management.

• A track record of building high-performing, diverse teams with an emphasis on talent development, succession planning, and coaching excellence.

🏝️ Benefits

• Comprehensive and rewarding Total Rewards package.

• Health insurance.

• 401(k) matching.

• Flexible work hours.

• Paid time off.