Cengage Group

5,001 – 10,000 Employees

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.

Company Jobs

Senior Director, Strategic Accounts – Florida and Georgia (Remote)

Lead regional revenue growth, strategic account planning, forecasting, and sales team performance across Florida and Georgia. Cengage Group delivers digital education products and platforms to learners worldwide.

2 weeks ago

United States

Florida

$117,100 – $152,200 / year

Remote Full-time Senior English Required Director

Description

Own regional revenue results and account strategy across the assigned territory
Convert the VP of Strategic Accounts’ direction into regional plans with defined goals, expectations, and processes
Improve forecast accuracy and pipeline discipline through regular reviews, operating rhythms, and data-based forecasting
Build strategic account plans informed by analytics, market trends, and program performance to focus on high-value opportunities
Shape complex deal strategies, coordinate cross-functional support, and contribute to major negotiations
Coach Strategic Account Directors in negotiation, pricing, discount and approval controls, executive contracting, and close-plan development
Advance execution and data fluency for Inclusive Access, Equitable Access, and Cengage Unlimited programs
Develop channel and bookstore relationships supporting Inclusive Access, Equitable Access, and Cengage Unlimited accounts
Collaborate with Solutions Sales, Solutions Engineering, and Customer Success leaders on pre-sale planning and post-sale delivery
Build an inclusive, high-performing team through coaching, capability development, and clear expectations
Maintain standards for account planning, sales methodology, commercial controls, and institutional engagement
Keep the team and VP of Accounts informed about performance, risks, opportunities, and market developments
Drive ongoing improvements to sales processes, workflows, and the Institutional Sales model

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 leading sales teams, including quota-carrying Account Executives or Strategic Account Directors, with full revenue responsibility
Proven success managing complex institutional sales cycles involving multiple stakeholders and executive customer relationships
Strong commercial judgment, including pricing strategy, discount governance, negotiation frameworks, and contract execution
Outstanding communication and executive presence, with the ability to build trust among senior institutional decision-makers
Strong operational discipline in establishing consistent processes, accountability routines, and performance management
Demonstrated success developing diverse, high-performing teams through talent development, succession planning, and coaching
Strategic and analytical ability to turn organizational priorities into practical regional plans
Advanced Salesforce proficiency and strong data interpretation skills
In-depth knowledge of higher education institutions, decision-making structures, needs, and value drivers

Benefits

Comprehensive Total Rewards package
Variable sales incentive compensation program
Annual individual target variable compensation of $85,000
Reasonable accommodations for qualified applicants with disabilities during the application process

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