Regional Director, Strategic Accounts (CA)

Cengage Group; Hagåtña (GU); Remote; USD 117,000 - 152,000; Full time

Job summary

Cengage Group in San Diego, CA is seeking a Regional Director, Strategic Accounts to lead a senior sales team and own regional revenue growth across higher education institutions.

The role requires 7–10+ years in B2B or enterprise sales with leadership experience, deep understanding of pricing, negotiation, and CRM rigor, and a track record of building strategic account plans and cross‑functional collaboration with Solutions Sales and Customer Success.

Qualifications

• 7–10+ years of progressive sales experience in B2B, higher‑education, publishing, SaaS, or enterprise‑level account management roles.
• Experience leading quota‑carrying Account Executives/Strategic Account Directors with revenue responsibility.
• Demonstrated ability to lead complex institutional sales cycles and engage senior leaders.

Responsibilities

• Own regional revenue performance and overall account strategy across the assigned territory.
• Translate vision into regional operating plans with clear goals and processes.
• Drive forecast accuracy and pipeline rigor with data‑validated forecasting.
• Lead development of strategic account plans leveraging analytics and market trends.
• Guide complex deal strategy and coordinate cross‑functional resources.
• Coach directors on negotiation, pricing, and governance to ensure strong execution.
• Advance IA, EA, and CU execution with data fluency for planning and forecasting.
• Cultivate channel and bookstore partnerships for IA, EA and CU accounts.
• Collaborate with Solutions Sales, Solutions Engineering, and Customer Success.

Skills

Strategic thinking

Executive communication

Sales leadership

Sales analytics

CRM Salesforce

Education

Bachelor’s degree in business, marketing, education, or a related field

Tools

Salesforce

Job description

Cengage Group in San Diego, CA is seeking a Regional Director, Strategic Accounts to lead a senior sales team and own regional revenue growth across higher education institutions.

The role requires 7–10+ years in B2B or enterprise sales with leadership experience, deep understanding of pricing, negotiation, and CRM rigor, and a track record of building strategic account plans and cross‑functional collaboration with Solutions Sales and Customer Success.