Senior Director, Strategic Accounts
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Job Description
Regional sales leader driving strategic higher-education accounts for Cengage’s education technology business. Leading revenue growth, forecasting, complex deals, and Strategic Account Directors across California.
Responsibilities:
- Own regional revenue performance and overall account strategy across the assigned territory
- Translate the VP, Strategic Accounts’ vision into regional operating plans
- Drive forecast accuracy and pipeline rigor through regular inspection, operating cadence, and data-validated forecasting
- Develop and execute strategic account plans using analytics, market trends, and program performance
- Guide complex deal strategy and align cross-functional resources
- Assist with high-value negotiations
- Coach Strategic Account Directors on negotiation, pricing, discount approvals, executive contracting, and close-plan quality
- Advance Inclusive Access, Equitable Access, and Cengage Unlimited execution and data fluency
- Cultivate channel and bookstore partnerships
- Partner with Solutions Sales, Solutions Engineering, and Customer Success leadership on pre-sale and post-sale execution
- Develop and empower a high-performing, inclusive team through coaching and skill development
- Foster accountability for forecast accuracy, CRM rigor, operational excellence, and follow-through
- Elevate institutional relationships through data-driven, value-based conversations
- Improve sales processes, workflows, and the Institutional Sales motion
- Reinforce standards for account planning, sales methodology, commercial guardrails, and institutional engagement
- Report performance, risks, opportunities, and market signals to the team and VP, Accounts
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 full revenue accountability
- Experience leading complex, multi-stakeholder institutional sales cycles, including executive-level customer engagement
- Strong commercial acumen, including pricing strategy, discount governance, negotiation frameworks, and contract execution
- Exceptional communication, executive presence, and ability to inspire confidence with senior institutional leaders
- Strong operational rigor with experience driving consistent processes, accountability rhythms, and performance management
- Track record of developing high-performing, diverse teams with talent development, succession planning, and coaching excellence
- Strategic and analytical thinking
- Strong data-driven storytelling skills
- High proficiency in Salesforce and data interpretation
- Deep understanding of higher education institutional needs, decision-making structures, and value drivers
Benefits:
- Comprehensive Total Rewards package
- Variable Sales incentive compensation program
- Target variable compensation of $85,000 annually
- Reasonable accommodations for qualified individuals with disabilities
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