Cengage Group
Cengage Group
5,001 – 10,000 Employees
eCommerceEducationSaaS
Cengage Group is a global education technology company that develops digital products and services for learners and educators. Drawing on more than 100 years in education, the company focuses on making learning more accessible and career-relevant, supporting goals such as reskilling, upskilling, degree attainment, and language learning. Its work spans education, eCommerce, and SaaS, with offerings designed to help people build knowledge and become job-ready across different backgrounds and abilities.

Senior Director, Strategic Accounts – California Remote

Lead strategic higher-education accounts for Cengage’s education technology business across California. Own regional revenue growth, forecasting, complex deals, and leadership of Strategic Account Directors.

Description

  • Own regional revenue and account strategy across the assigned territory
  • Convert the VP of Strategic Accounts’ vision into regional operating plans
  • Improve forecast accuracy and pipeline discipline through regular inspection, operating cadences, and data-based forecasting
  • Build and execute strategic account plans informed by analytics, market trends, and program performance
  • Shape complex deal strategies and coordinate cross-functional resources
  • Support 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 initiatives alongside data fluency
  • Build and maintain channel and bookstore partnerships
  • Collaborate with Solutions Sales, Solutions Engineering, and Customer Success leaders across pre-sale and post-sale execution
  • Build an inclusive, high-performing team through coaching and skills development
  • Promote accountability for forecast accuracy, CRM discipline, operational excellence, and follow-through
  • Strengthen institutional relationships through data-led, value-focused conversations
  • Enhance sales processes, workflows, and the Institutional Sales motion
  • Maintain standards for account planning, sales methodology, commercial guardrails, and institutional engagement
  • Report performance, risks, opportunities, and market signals to the team and VP of Accounts

Requirements

  • Bachelor’s degree in business, marketing, education, or a related discipline
  • At least 7–10 years of progressive sales experience in B2B, higher education, publishing, SaaS, or enterprise account management
  • At least 3–5 years of sales leadership experience managing quota-carrying Account Executives or Strategic Account Directors with full revenue ownership
  • Experience managing complex, multi-stakeholder institutional sales cycles and engaging executive-level customers
  • Commercial expertise spanning pricing strategy, discount governance, negotiation frameworks, and contract execution
  • Excellent communication and executive presence, with the ability to build confidence among senior institutional leaders
  • Operational discipline demonstrated through consistent processes, accountability routines, and performance management
  • Record of building high-performing, diverse teams through talent development, succession planning, and effective coaching
  • Strategic and analytical problem-solving ability
  • Ability to communicate insights through compelling, data-driven narratives
  • Advanced proficiency with Salesforce and data interpretation
  • Thorough understanding of higher-education institutional needs, decision-making structures, and value drivers

Benefits

  • Comprehensive Total Rewards package
  • Variable sales incentive compensation program
  • Annual target variable compensation of $85,000
  • Reasonable accommodations for qualified individuals with disabilities

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