North America Institutional Partnerships Lead

Frontiers; Virginia; On-site; USD 130,000 - 180,000; Full time

Benefits offered by this job

Wellbeing days

Volunteer days

Employee Assistance Programme

Job summary

Frontiers is seeking a Regional Sales Lead to drive the growth of Institutional Partnerships across North America. You will lead a high-performing team of Account Specialists and build strategic partnerships with leading universities, libraries, consortia, and research organizations.

This highly autonomous role combines strategic sales, team leadership, relationship building, and industry expertise to expand Frontiers' presence across the region. Expect 25–50% travel to customers and events.

Qualifications

• 5+ years in sales or business development, ideally in scholarly publishing or higher education.
• Proven record of meeting/exceeding targets and developing new business opportunities.
• Experience leading and coaching high-performing sales teams.
• Strong relationships with senior stakeholders in academia and research.

Responsibilities

• Lead and develop a high-performing team of Account Specialists with clear targets.
• Shape and execute the North America regional sales strategy for institutions.
• Lead complex institutional and consortia negotiations to drive revenue growth.
• Build strategic partnerships with universities, libraries, consortia, and research organizations.
• Own regional revenue targets, forecasting, pipeline management, and reporting.
• Analyze market and competitive intelligence to inform strategy and product development.
• Collaborate across Sales, Marketing, Public Affairs, Product, and Publishing teams.
• Represent Frontiers at conferences, workshops, and academic events.
• Identify opportunities to improve account strategies and cross-functional processes.

Skills

Sales leadership

Strategic accounts

B2B negotiations

Stakeholder management

CRM (Salesforce)

Market insight

Team leadership

Tools

Salesforce CRM

Job description

Frontiers is seeking a Regional Sales Lead to drive the growth of Institutional Partnerships across North America. You will lead a high-performing team of Account Specialists and build strategic partnerships with leading universities, libraries, consortia, and research organizations.

This highly autonomous role combines strategic sales, team leadership, relationship building, and industry expertise to expand Frontiers' presence across the region. Expect 25–50% travel to customers and events.