Director, Strategic Accounts

Cengage Group

Regional Director of Strategic Accounts at Cengage responsible for driving growth across a $90M territory. Leading a high-performing team and translating strategy into operational excellence.

Posted 5/16/2026full-timeRemote • California • 🇺🇸 United StatesLead💰 $117,100 - $152,200 per yearWebsite

About the role

Key responsibilities & impact

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.

Requirements

What you’ll need

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.

Benefits

Comp & perks

Comprehensive and rewarding Total Rewards package
Health insurance
401(k) matching
Flexible work hours
Paid time off

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

data-validated forecastingpricing strategydiscount governancecontract executionsales leadershipaccount managementnegotiation frameworksoperational rigorperformance managementanalytics

Soft Skills

communicationexecutive presenceinspiring confidencecoaching excellencetalent developmentsuccession planningstrategic thinkingcollaborationnegotiation excellenceaccountability

Certifications

Bachelor's degree