Enterprise Client Executive

Cengage; Kentucky; On-site; USD 83,000 - 100,000; Full time

Job summary

Cengage is seeking an enterprise sales professional to drive new business within large organizations (2,000+ employees). You will develop penetration strategies, build a strong pipeline, and engage senior IT leaders to close multi-stakeholder deals.

You will articulate Infosec value in risk, compliance, and resilience contexts and manage pricing, contracts, and forecasting in a fast-paced environment. This role is based in Kentucky with base pay + incentives.

Qualifications

• 3+ years in B2B sales with a focus on new business or opportunities.
• Experience selling cybersecurity, SaaS, or enterprise tech.
• Proven ability to influence senior executives (CISO/CIO/CTO).
• Strong handling of complex, multi-stakeholder sales cycles.

Responsibilities

• Take charge of new business acquisition within enterprise territory (2,000+ employees).
• Develop penetration strategies to win net-new organizations and expand market presence.
• Build and manage a robust pipeline via proactive prospecting and networking.
• Engage C-level and senior IT leaders; lead deals from initial contact to close.
• Position Infosec solutions in terms of risk, compliance, and resilience.
• Drive deal strategy, pricing, and contract negotiations per guidelines.
• Maintain accurate pipeline management and forecasting; manage risk.
• Remain self-motivated and effective in a fast-paced environment.

Skills

B2B sales

cybersecurity

SaaS sales

C-level engagement

complex sales cycles

CRM (Salesforce)

Education

Bachelor's degree or equivalent experience

Tools

Salesforce

Sales engagement platforms

Job description

We believe in the power and joy of learning

At Cengage, our employees have a direct impact in helping learners 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.

What You'll Do Here

• Take charge of new business acquisition within the specified enterprise territory, focusing on large, strategic accounts (2,000+ employees)
• Develop and complete account penetration strategies to break into net-new organizations and expand market presence
• Build and manage a robust pipeline of high-value opportunities through proactive prospecting (cold outreach, executive engagement, networking, and industry events)
• Identify and engage key collaborators, including CISO, CIO, CTO, and other senior security and IT leaders
• Lead complex, multi-stakeholder sales cycles from initial engagement through negotiation and close
• Position and articulate the value of InfoSec solutions in the context of business risk, compliance, and organizational resilience
• Drive deal strategy, including competitive positioning, pricing, and contract negotiations in alignment with company guidelines
• Maintain accurate pipeline management and forecasting, with clear access to deal progression and risk
• Self-motivated, dedicated, independent thinker, resilient, and comfortable operating in a fast-paced, determined environment

Skills You Will Need Here

• Over 3 years of experience in B2B sales, concentrating on acquiring new business or developing business opportunities
• Experience selling cybersecurity, SaaS, or enterprise technology solutions preferred
• Experience engaging and influencing senior collaborators, including C-level executives (CISO, CIO, CTO)
• Strong understanding of complex sales cycles and ability to manage multiple opportunities simultaneouslyDemonstrated ability to meet or exceed sales quotas in a high-growth environment
• Excellent communication, negotiation, and presentation skills
• Experience with CRM tools (e.g., Salesforce) and sales engagement platforms
• Bachelor's degree or equivalent experience preferred

Cengage is committed to working with broad talent pools to attract and hire strong and most qualified individuals. Our job applicants are considered regardless of any classification protected by applicable federal, state, provincial or local laws.

Cengage is also committed to providing reasonable accommodations for qualified individuals with disabilities including during our job application process. If you are an applicant with a disability and require reasonable accommodation in our job application process, please contact us at [e-mail].

About Cengage

Cengage, a global education technology company serving millions of learners, provides affordable, quality digital products and services that equip students with the skills and competencies needed to be job ready. For more than 100 years, we have enabled the power and joy of learning with trusted, engaging content, and now, integrated digital platforms. We serve the higher education, workforce skills, secondary education, English language teaching and research markets worldwide. Through our scalable technology, including MindTap and Cengage Unlimited, we support all learners who seek to improve their lives and achieve their dreams through education.

Compensation

At Cengage, we take great pride in our commitment to providing a comprehensive and rewarding Total Rewards package designed to support and empower our employees.

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.

In this position, you will be eligible to participate in the company's variable Sales incentive compensation program.

$40.00 - $48.00 USD

Target Variable Compensation

80,000.00 USD Annual: Individual Target

annually

Actual incentive earnings are not guaranteed and may be more or less than the target amount based on achievement of performance goals and the terms of the applicable incentive compensation plan.