North America

Director, Strategic Accounts, California (Remote)

California, USA · Director

Sponsorship not specified$117k-$152kDetected 30 days ago

SalesforceCRMSalesAccount ManagementNegotiationForecastingCustomer SuccessCadenceResearchLeadershipCommunicationCollaborationProblem SolvingMentoring

About the role

We believe in the power and joy of learning At Cengage, our employees have a direct impact in helping students around the world discover the power and joy of learning.
We currently serve more than 10 million of the 18 million students in US higher ed.
We help instructors be better teachers, we help institutions solve problems and we empower students to leverage the power and joy of learning to transform lives.

Own regional revenue performance and overall account strategy, ensuring growth, retention, and execution of strategic priorities across the assigned territory.
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.
Build strong partnerships with Solutions Sales, Solutions Engineering, and Customer Success leadership to ensure cohesive pre‑sale strategy and post‑sale execution.
Develop and empower a high‑performing, inclusive team through regular coaching, clear expectations, proactive skill development, and trust‑based team dynamics.
Build a culture of continuous improvement, finding opportunities to strengthen sales processes, streamline workflows, and mature the Institutional Sales motion.
Lead with transparency and communication, providing clear updates on performance, risks, opportunities, and market signals to the team and VP, Accounts.
Setting a new standard of service for our customers, we deliver quality, easy-to-use course materials from textbooks and eBooks to courseware such as MindTap and WebAssign.

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.
Deep understanding of higher education institutional needs, decision making structures, and value drivers.
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.
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.

The full base pay range has been provided for this position.
Individual base pay will vary based on work schedule, qualifications, experience, internal equity, and geographic location.
Sales roles often incorporate a significant incentive compensation program beyond this base pay range.
$117,100.00 - $152,200.00 USD

We believe in the power and joy of learning
At Cengage, our employees have a direct impact in helping students around the world discover the power and joy of learning.
We are bonded by our shared purpose - driving innovation that helps millions of learners improve their lives and achieve their dreams through education.
Cengage's Higher Education business, Cengage, supports learning and student success by providing materials and digital solutions to faculty and students enrolled in two-year, four-year and vocational programs.
We achieve these priorities through programs, benefits, and initiatives that are integrated into the fabric of how we work every day.

This listing is sourced directly from North America's careers page and normalized into a canonical job model.