Regional Director, Strategic Accounts & Growth

Cengage Group; Orlando (FL); Remote; USD 117,000 - 152,000; Full time

Job summary

Cengage Group in the United States is seeking a Regional Director, Strategic Accounts to own regional revenue and lead a team of Strategic Account Directors across a high-visibility territory.

You will translate the VP, Strategic Accounts' vision into regional plans, drive forecast accuracy, pipeline health, and CRM rigor while guiding complex institutional negotiations and cross-functional collaboration with Solutions Sales and Customer Success.

Qualifications

• Bachelor's degree in business, marketing, education, or a related field.
• 7–10+ years of progressive sales experience in B2B, higher-education, publishing, SaaS, or enterprise roles.
• 3–5+ years of direct sales leadership experience managing quota-carrying Account Executives.
• Demonstrated ability to lead complex, multi-stakeholder institutional sales cycles.
• Strong commercial acumen including pricing strategy and contract execution.
• Executive presence with senior institutional leaders.
• Strong operational rigor with repeatable processes and accountability.
• Track record of developing diverse teams with coaching excellence.

Responsibilities

• Own regional revenue performance and overall account strategy across the assigned territory.
• Translate the VP, Strategic Accounts' vision into regional operating plans with clear goals and processes.
• Drive forecast accuracy and pipeline rigor with data-validated forecasting.
• Lead development and execution of strategic account plans leveraging analytics and market trends.
• Guide complex deal strategy; align cross-functional resources for high-value negotiations.
• Coach Strategic Account Directors on negotiation excellence and commercial rigor.
• Advance IA, EA, and CU execution with data fluency for planning and forecasting.
• Cultivate channel and bookstore partnerships for IA, EA and CU accounts.
• Build strong partnerships with Solutions Sales, Solutions Engineering, and Customer Success leadership.

Skills

Strategic thinking

Executive communication

Sales leadership

Financial forecasting

CRM / Salesforce

Contract negotiation

Market analysis

Team development

Education

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

Job description

Cengage Group in the United States is seeking a Regional Director, Strategic Accounts to own regional revenue and lead a team of Strategic Account Directors across a high-visibility territory.

You will translate the VP, Strategic Accounts' vision into regional plans, drive forecast accuracy, pipeline health, and CRM rigor while guiding complex institutional negotiations and cross-functional collaboration with Solutions Sales and Customer Success.