NA Regional Sales Lead — Open Science Partnerships

Frontiers Media, LLC; Washington (District of Columbia); On-site; USD 140,000 - 210,000; Full time

Benefits offered by this job

Extra wellbeing days

Up to 3 paid volunteering days

24/7 confidential Employee Assistance

Learning & development via Frontiers L

Job summary

Frontiers in Washington, DC is seeking a Regional Sales Lead to drive institutional partnerships across North America. You will lead a high-performing team of Account Specialists, shape the regional sales strategy, and negotiate with universities, libraries, consortia, and research organizations.

This autonomous leadership role combines strategic sales, team leadership, relationship building, and industry expertise to expand Frontiers' presence.

Qualifications

• 5+ years of relevant experience in sales, business development, or a similar commercial environment, ideally within scholarly publishing, higher education, edtech, or research services.
• Proven track record of achieving or exceeding sales targets and developing significant new business opportunities.
• Experience leading, coaching, and developing high-performing sales teams.
• Strong experience building relationships with senior stakeholders, including academic leaders, universities, libraries, consortia, and research organizations.
• Experience leading complex B2B negotiations and institutional agreements.
• Strong understanding of the scholarly publishing and Open Access landscape.
• Experience with strategic account planning, consultative selling, and developing long-term institutional partnerships. LAMP experience is an advantage.
• Strong commercial, analytical, and strategic thinking skills, with the ability to turn market insights and data into action.
• Experience using CRM platforms such as Salesforce for account and pipeline management.
• Excellent communication, presentation, negotiation, and stakeholder management skills.
• A proactive, collaborative, and solution-oriented approach, with the autonomy to make decisions and drive initiatives forward.
• Willingness to travel approximately 25–50%, including customer visits, conferences, and company events across North America and internationally.
• Fluent English, both written and verbal.

Responsibilities

• Lead and develop the team: Recruit, coach, mentor, and develop a high-performing team of Account Specialists, setting clear targets and supporting their professional growth.
• Shape regional strategy: Lead the execution and refinement of Frontiers' North America sales strategy, with a focus on strategic accounts, territory management, and sustainable revenue growth.
• Drive strategic sales: Identify and develop new business opportunities and personally lead complex, high-value institutional and consortia negotiations.
• Build strategic partnerships: Develop strong relationships with universities, academic libraries, consortia, research organizations, funders, and senior academic stakeholders.
• Own performance: Drive regional revenue targets, sales forecasting, pipeline management, reporting, and progress against organizational goals.
• Use market insight: Analyse customer, market, and competitive intelligence to identify opportunities and inform sales, product, and strategic development.
• Collaborate across Frontiers: Partner with Account Development, Marketing, Public Affairs, Product, Customer Experience, and Publishing teams to maximise customer value, retention, and long-term growth.
• Represent Frontiers: Act as a senior representative at conferences, workshops, industry events, and within the academic and library communities.
• Drive continuous improvement: Identify opportunities to improve account strategies, sales processes, and ways of working across the region.

Skills

Sales leadership

Account management

Strategic selling

CRM Salesforce

Stakeholder management

Travel readiness

Open Access knowledge

Tools

Salesforce

Job description

Frontiers in Washington, DC is seeking a Regional Sales Lead to drive institutional partnerships across North America. You will lead a high-performing team of Account Specialists, shape the regional sales strategy, and negotiate with universities, libraries, consortia, and research organizations.

This autonomous leadership role combines strategic sales, team leadership, relationship building, and industry expertise to expand Frontiers' presence.