Regional Director, Strategic Accounts - Higher Ed

Cengage Group; Seattle (WA); Remote; USD 117,000 - 152,000; Full time

Job summary

Cengage is seeking a Regional Director, Strategic Accounts to lead a high-visibility U.S. territory.

You will own regional revenue performance, shape account strategies, and collaborate with Solutions Sales, Product Consultants, and Customer Success to accelerate growth. You will guide complex deal strategies, coach on pricing and contract excellence, and ensure data-driven forecasting and program execution.

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-level account management roles.
• 3–5+ years of direct sales leadership experience, managing quota-carrying Account Executives/Strategic Account Directors with full revenue accountability.
• Demonstrated ability to lead complex, multi-stakeholder institutional sales cycles, including executive-level customer engagement.
• Strong commercial acumen, including experience with pricing strategy, discount governance, negotiation frameworks, and contract execution.
• Exceptional communication, executive presence, and the ability to inspire confidence with senior institutional leaders.
• Strong operational rigor with experience driving consistent processes, accountability rhythms, and performance management.
• Track record of developing high-performing, diverse teams with a focus on talent development, succession planning, and coaching excellence.

Responsibilities

• Own regional revenue performance and overall account strategy, ensuring growth, retention, and execution of strategic priorities across the assigned territory.
• Translate the VP, Strategic Accounts’ vision into regional operating plans with clear goals, expectations, and processes for consistent execution.
• Drive forecast accuracy and pipeline rigor through regular inspection, strong operating cadence, and data-validated forecasting for operational viability
• Lead development and execution of strategic account plans that leverage analytics, market trends and program performance to prioritize high‑value department, cohort, and institution‑level opportunities.
• Guide complex deal strategy; align cross‑functional resources and assist in high‑value negotiations to accelerate growth.
• Coach Strategic Account Directors on negotiation excellence and commercial rigor—including pricing strategy, discount/approval guardrails, executive‑level contracting, and close‑plan quality ensuring consistent, high‑standard execution across the region.
• Advance Inclusive Access (IA), Equitable Access (EA), and Cengage Unlimited (CU) execution and data fluency (enrollment, usage, pricing, adoption, renewals) and require these insights in planning, risk mitigation, and forecasting.
• Cultivate channel and bookstore partnerships for IA, EA and CU accounts, ensuring alignment on pricing, process, implementation, and program performance.
• Build strong partnerships with Solutions Sales, Solutions Engineering, and Customer Success leadership to ensure cohesive pre‑sale strategy and post‑sale execution.

Skills

Strategic thinking

Executive presence

Salesforce

Commercial acumen

Talent development

Higher education knowledge

Education

Bachelor’s degree

Job description

Cengage is seeking a Regional Director, Strategic Accounts to lead a high-visibility U.S. territory.

You will own regional revenue performance, shape account strategies, and collaborate with Solutions Sales, Product Consultants, and Customer Success to accelerate growth. You will guide complex deal strategies, coach on pricing and contract excellence, and ensure data-driven forecasting and program execution.