[Hiring] Senior Director, Strategic Accounts @Cengage Group

Role Description

The Regional Director, Strategic Accounts is a senior regional sales leader responsible for ~$90M in annual revenue and the strategy that drives growth across a high‑visibility territory. Reporting to the VP, Strategic Accounts, this leader turns enterprise strategy into disciplined regional execution—elevating forecasting accuracy, pipeline health, and Salesforce rigor. Leading a team of Strategic Account Directors, the Regional Director shapes high‑impact account strategies, guides complex institutional pursuits, and strengthens partnerships with academic and executive leaders.

What You'll Do Here:

• Own regional revenue performance and overall account strategy, ensuring growth, retention, and execution of strategic priorities across the assigned territory.
• Translate the VP, Strategic Accounts’ vision into regional operating plans with clear goals, expectations, and processes for consistent execution.
• Drive forecast accuracy and pipeline rigor through regular inspection, strong operating cadence, and data-validated forecasting for operational viability.
• Lead development and execution of strategic account plans that leverage analytics, market trends and program performance to prioritize high‑value department, cohort, and institution‑level opportunities.
• Guide complex deal strategy; align cross‑functional resources and assist in high‑value negotiations to accelerate growth.
• Coach Strategic Account Directors on negotiation excellence and commercial rigor—including pricing strategy, discount/approval guardrails, executive‑level contracting, and close‑plan quality ensuring consistent, high‑standard execution across the region.
• Advance Inclusive Access (IA), Equitable Access (EA), and Cengage Unlimited (CU) execution and data fluency (enrollment, usage, pricing, adoption, renewals) and require these insights in planning, risk mitigation, and forecasting.
• Cultivate channel and bookstore partnerships for IA, EA and CU accounts, ensuring alignment on pricing, process, implementation, and program performance.
• Build strong partnerships with Solutions Sales, Solutions Engineering, and Customer Success leadership to ensure cohesive pre‑sale strategy and post‑sale execution.

Qualifications

• 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 the 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.

Requirements

• Strategic and analytical thinking, with the ability to translate organizational direction into actionable regional plans.
• Executive communication and presence, with strong data driven storytelling skills for institutional leaders.
• High proficiency in Salesforce and data interpretation, using insights to guide decision making and improve execution.
• Strong commercial acumen, including pricing, negotiation, and contract strategy.
• Talent development approach, with the ability to mentor and elevate a hard-working team.
• Deep understanding of higher education institutional needs, decision making structures, and value drivers.

Benefits

• Comprehensive and rewarding Total Rewards package designed to support and empower employees.
• Eligible to participate in the company’s variable Sales incentive compensation program.
• Base pay range: $117,100.00 - $152,200.00 USD.
• Target Variable Compensation: $85,000.00 USD Annual: Individual Target.