Director, Strategic Accounts – Florida/Georgia

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

📋 Description

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

• Convert the vision set by the VP of Strategic Accounts into actionable regional operating plans featuring clear goals, expectations, and processes for consistent execution.

• Enhance forecast accuracy and pipeline integrity through regular evaluations, a strong operating cadence, and data-supported forecasting for operational effectiveness.

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

• Direct complex deal strategies; align cross-functional resources and assist in high-value negotiations to drive growth.

• Mentor Strategic Account Directors on excellence in negotiation and commercial discipline, which includes pricing strategies, discount and approval guidelines, executive-level contracting, and quality of close-plans to ensure consistent, high-standard execution throughout the region.

• Promote Inclusive Access (IA), Equitable Access (EA), and Cengage Unlimited (CU) execution and data proficiency (enrollment, usage, pricing, adoption, renewals), requiring these insights in planning, risk assessment, and forecasting.

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

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

⛳️ Requirements

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

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

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

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

• Strong commercial insight, including familiarity with pricing strategies, discount governance, negotiation frameworks, and contract execution.

• Outstanding communication skills, executive presence, and the capability to instill confidence in senior institutional leaders.

• Strong operational discipline with experience in driving consistent processes, accountability rhythms, and performance management.

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

🏝️ Benefits

• A comprehensive and rewarding Total Rewards package designed to support and empower employees.