Strategic Account Director (Remote)

About the role

We are seeking a Strategic Account Director to join our team. This role is responsible for leading complex contract negotiations, developing multi-year growth plans, and driving institutional revenue growth and CU renewals. The ideal candidate will have a proven track record in educational or enterprise-level sales, with a focus on high-level negotiations and strategic account management.

Responsibilities

• Lead complex contract negotiations with senior-level academic and administrative leaders, including provosts, chief academic officers, finance, and procurement collaborators.
• Own the overall account strategy and forecast for each institution within the assigned territory.
• Develop multi-year growth, retention, and expansion plans that align with institutional priorities and Cengage business objectives.
• Strategically identify and capitalize on high-impact institutional opportunities, ensuring alignment with customer objectives and improved student outcomes.
• Develop financial models and arguments that align Cengage Unlimited (CU) benefits with the institution’s specific budgetary and retention goals to demonstrate the return on investment.
• Spearhead new business development opportunities at an executive level through personal sales engagement, networking, market research, and targeted outreach.
• Clearly articulate the value proposition of Cengage products and services in support of institutional priorities such as affordability, equity of access, student persistence, and academic achievement.
• Own IA/EA/CUI data management and analysis, leveraging enrollment, usage, pricing, and adoption insights to inform account strategy, forecast performance, and guide decision-making.
• Manage and deepen customer relationships through program kickoffs, onboarding support, executive-level success reviews, and ongoing strategic engagement.
• Partner closely with sales, channel, customer success, marketing, and operations teams to ensure cohesive execution and accountability across institutional programs.
• Champion disciplined pipeline, opportunity, and account management within CRM systems (Salesforce).

Requirements

• A Bachelor's Degree (BA/BS)
• 5+ years of successful experience in educational or enterprise-level sales
• Proven ability to own and complete strategic account plans with long-term revenue accountability
• Strong background in high-level negotiations
• Strong analytical, written, verbal, and presentation skills
• Deep understanding of higher-education institutional financial and academic decision-making structures
• Proficiency with Microsoft Office and CRM platforms, preferably Salesforce

Qualifications

• Experience in educational or enterprise-level sales
• Ability to develop and execute multi-year growth plans
• Strong negotiation and financial modeling skills
• Understanding of higher-education institutional financial and academic decision-making structures
• Proficiency with Microsoft Office and CRM platforms

Skills

• Thought leadership within the institutional sales process
• Foster collaborative, high-trust relationships across internal teams
• Position oneself as a subject-matter authority on Cengage institutional business models and account strategy
• Use data-driven insights to optimize programs and strengthen long-term outcomes
• Collaborate closely with sales, channel, customer success, marketing, and operations teams
• Champion disciplined pipeline, opportunity, and account management within CRM systems (Salesforce)

Benefits

Cengage offers a competitive benefits package, including health insurance, retirement savings plans, and paid time off. Additionally, we provide reasonable accommodations for qualified individuals with disabilities.

Pay

$77,100.00 - $100,200.00 USD

Schedule

Flexible schedule to accommodate travel requirements (35-50% travel encouraged)