Senior Director, Strategic Accounts

🕒 September 27

🏄 California – Remote

🏄 California – Remote

💵 $117.1k - $152.2k / year

⏰ Full Time

🟠 Senior

👔 Director

👻 Ghost score 0%

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Cengage Group

WebsiteLinkedInAll Job Openings

5001 - 10000 employees

📚 Education

🛍️ eCommerce

☁️ SaaS

💰 Private Equity Round on 2023-06

Education • eCommerce • SaaS

Cengage Group is a global education technology company dedicated to enhancing learning experiences. With over 100 years of service, Cengage provides affordable and high-quality digital products and services that help learners become job-ready. Their offerings support various educational goals, including reskilling, upskilling, degree attainment, and language learning, ensuring access to quality education for individuals of all backgrounds and abilities.

📋 Description

• 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