Senior Director, Strategic Accounts
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Job Description
Regional sales leader driving revenue, account strategy, and team execution across Florida and Georgia. Cengage provides digital education products and platforms to millions of learners.
Responsibilities:
- Own regional revenue performance and overall account strategy across the assigned territory
- Translate the VP, Strategic Accounts’ vision into regional operating plans with clear goals, expectations, and processes
- Drive forecast accuracy and pipeline rigor through regular inspection, operating cadence, and data-validated forecasting
- Lead strategic account plans using analytics, market trends, and program performance to prioritize high-value opportunities
- Guide complex deal strategy, align cross-functional resources, and assist with high-value negotiations
- Coach Strategic Account Directors on negotiation excellence, pricing strategy, discount and approval guardrails, executive-level contracting, and close-plan quality
- Advance Inclusive Access, Equitable Access, and Cengage Unlimited execution and data fluency
- Cultivate channel and bookstore partnerships for Inclusive Access, Equitable Access, and Cengage Unlimited accounts
- Partner with Solutions Sales, Solutions Engineering, and Customer Success leadership on pre-sale strategy and post-sale execution
- Develop and empower a high-performing, inclusive team through coaching, skill development, and clear expectations
- Reinforce standards for account planning, sales methodology, commercial guardrails, and institutional engagement
- Provide the team and VP, Accounts with updates on performance, risks, opportunities, and market signals
- Build continuous improvement in sales processes, workflows, and the Institutional Sales motion
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
- Demonstrated ability to lead complex, multi-stakeholder institutional sales cycles, including executive-level customer engagement
- Strong commercial acumen, including experience with 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 a focus on talent development, succession planning, and coaching excellence
- Strategic and analytical thinking, translating organizational direction into actionable regional plans
- High proficiency in Salesforce and data interpretation
- Deep understanding of higher education institutional needs, decision-making structures, and value drivers
Benefits:
- Comprehensive and rewarding Total Rewards package
- Variable Sales incentive compensation program
- Annual individual target variable compensation of $85,000
- Reasonable accommodations for qualified individuals with disabilities during the job application process
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