Director, Strategic Accounts, California

The Regional Director, Strategic Accounts at Cengage is a senior sales leader responsible for managing a high-revenue territory, leading a team of Strategic Account Directors, and driving growth through strategic account management, complex negotiations, and cross-functional collaboration in the higher education sector.

Location: Remote (US)

Salary: $117,100.00 - $152,200.00 USD

Responsibilities

• 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

• 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

• Comprehensive Total Rewards package including salary, incentives, and benefits.
• Support for professional development and inclusive workplace initiatives.

Additional Information

• Cengage is committed to diversity and inclusion, providing accommodations for applicants with disabilities.
• The salary range for this position is $117,100.00 - $152,200.00 USD.