Director, Strategic Accounts, California (Remote)

Cengage Group
California
Workplace: RemoteFull timeUSD 117,100 - 152,200 annuallyFunction: Executive & General ManagementExperience: 7-10 yearsEducation: bachelorsSkills: ["Communication","Leadership","Negotiation","Presentation","Analytical thinking"]

Regional sales leader responsible for driving ~$90M in annual revenue across a high-visibility territory. Leads a team of Strategic Account Directors, partners with Solutions Sales, Product Consultants, and Customer Success to accelerate Institutional adoption, improve forecasting, and execute strategic account plans in a remote California-based role within higher education and SaaS contexts.

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Cengage Group
Cengage Group
4 months ago

Director, Strategic Accounts, California (Remote)

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Job Summary

Regional sales leader responsible for driving ~$90M in annual revenue across a high-visibility territory. Leads a team of Strategic Account Directors, partners with Solutions Sales, Product Consultants, and Customer Success to accelerate Institutional adoption, improve forecasting, and execute strategic account plans in a remote California-based role within higher education and SaaS contexts.
Location: California
Workplace: Remote
Employment Type: Full time · Permanent
Job Function: Executive & General Management
Seniority: Director level

Key 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.

Pay and Benefits

Salary: USD 117,100 - 152,200 annually

Key Requirements

  • •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.
Experience:7-10 yearsHigher educationSaaS
Education:Bachelor's
Skills:CommunicationLeadershipNegotiationPresentationAnalytical thinking
Tech Stack:SalesforcePricing

Company Brief

Cengage Group
Global education and learning company providing textbooks, digital course materials, online learning platforms, and instructional solutions for higher education, K–12, and workforce training programs.
Industry: Education
Company Size: Enterprise (1,001+ employees)
Growth: Established Company
Funding: Private Equity Backed
Headquarters: Boston, United States
Founded: 2007
WebsiteLinkedIn