Regional Director, Strategic Accounts & Growth

Cengage Group; Salt Lake City (UT); Remote; USD 117,000 - 152,000; Full time

Job summary

Cengage Group seeks a Regional Director, Strategic Accounts to drive regional revenue, shape account strategies, and lead a team of Strategic Account Directors. You will collaborate with Solutions Sales, Product Consultants and Customer Success to execute the Institutional Sales motion and accelerate CU adoption.

The role requires strong leadership, pricing strategy and contract execution capabilities, with a focus on data-driven decision making and inclusive access initiatives.

Qualifications

• Bachelor’s degree required or higher in business, marketing, education, or related field.
• 7–10+ years of progressive sales experience in B2B, higher-education, publishing, SaaS, or enterprise accounts.
• 3–5+ years of direct sales leadership experience with quota-bearing teams.
• Demonstrated ability to lead complex institutional sales cycles with senior stakeholders.

Responsibilities

• Own regional revenue performance and account strategy across the territory.
• Translate vision into regional operating plans with clear goals and processes.
• Drive forecast accuracy and pipeline rigor with data-driven forecasting.
• Lead strategic account plans using analytics and market trends.
• Guide complex deal strategy and negotiate with cross-functional teams.
• Coach directors on negotiation and commercial rigor, pricing and contracting.
• Advance IA/EA/CU execution and data fluency in planning and risk forecasting.
• Cultivate channel and bookstore partnerships for IA/EA/CU accounts.
• Collaborate with Solutions Sales, Solutions Engineering and Customer Success for cohesive strategy.

Skills

Strategic thinking

Executive communication

Sales leadership

Data interpretation

Commercial acumen

Talent development

Higher education knowledge

Negotiation

Education

Bachelor's degree in business/marketing/education

Tools

Salesforce

Job description

Cengage Group seeks a Regional Director, Strategic Accounts to drive regional revenue, shape account strategies, and lead a team of Strategic Account Directors. You will collaborate with Solutions Sales, Product Consultants and Customer Success to execute the Institutional Sales motion and accelerate CU adoption.

The role requires strong leadership, pricing strategy and contract execution capabilities, with a focus on data-driven decision making and inclusive access initiatives.