Senior 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 within the designated territory.

• Convert the VP, Strategic Accounts’ vision into actionable regional operating plans.

• Enhance forecast accuracy and ensure pipeline integrity through regular assessments, operational cadence, and data-supported forecasting.

• Create and implement strategic account plans by utilizing analytics, market trends, and program performance insights.

• Direct complex deal strategies and coordinate cross-functional resources effectively.

• Support high-stakes negotiations.

• Mentor Strategic Account Directors on negotiation tactics, pricing strategies, discount approvals, executive contracts, and quality of close plans.

• Promote Inclusive Access, Equitable Access, and the execution of Cengage Unlimited alongside data fluency.

• Build and nurture channel and bookstore partnerships.

• Collaborate with Solutions Sales, Solutions Engineering, and Customer Success leadership for effective pre-sale and post-sale execution.

• Develop and empower a high-performing, inclusive team through coaching and skill enhancement.

• Instill accountability for forecast accuracy, CRM integrity, operational excellence, and follow-through.

• Strengthen institutional relationships through data-driven, value-based discussions.

• Enhance sales processes, workflows, and the Institutional Sales approach.

• Reinforce standards for account planning, sales methodologies, commercial guidelines, and institutional engagement.

• Communicate performance, risks, opportunities, and market insights to the team and VP, Accounts.

⛳️ Requirements

• 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 roles.

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

• Proven experience leading complex, multi-stakeholder institutional sales cycles, including engagement with executive-level customers.

• Strong commercial acumen, encompassing pricing strategies, discount governance, negotiation frameworks, and contract execution.

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

• Strong operational discipline with a record of driving consistent processes, accountability rhythms, and performance management.

• Proven track record of building high-performing, diverse teams with a focus on talent development, succession planning, and coaching excellence.

• Capable of strategic and analytical thinking.

• Strong skills in data-driven storytelling.

• High proficiency in Salesforce and data interpretation.

• In-depth understanding of the needs, decision-making structures, and value drivers within higher education institutions.

🏝️ Benefits

• Comprehensive Total Rewards package.

• Variable Sales incentive compensation program.

• Target variable compensation of $85,000 annually.

• Reasonable accommodations for qualified individuals with disabilities.