Senior Director, Sales (Remote)

We believe in the power and joy of learning

At Cengage Group, our employees have a direct impact in helping students around the world discover the power and joy of learning. We are bonded by our shared purpose – driving innovation that helps millions of learners improve their lives and achieve their dreams through education.

Our culture values inclusion, engagement, and discovery

Our business is driven by our strong culture, and we know that creating an inclusive workplace is absolutely essential to the success of our company and our learners, as well as our individual well-being. We recognize the value of diverse perspectives in everything we do, and strive to ensure employees of all levels and backgrounds feel empowered to voice their ideas and bring their authentic selves to work. We achieve these priorities through programs, benefits, and initiatives that are integrated into the fabric of how we work every day. To learn more, please see https://www.cengagegroup.com/about/inclusion-and-belonging/

The Senior Director of Sales is a critical leadership role responsible for driving revenue generation and leading all aspects of multiple sales functions. Reporting to the GM/VP of Milady, this position holds accountability for meeting all revenue targets. The Sr. Director of Sales will lead Sales, Revenue Operations, Account Management and Digital Platform Training/Onboarding. They will set the direction for the overall sales strategy, aligning it to Milady’s growth goals.

What you’ll do here:

• Develop and implement the overall sales strategy to meet Milady’s revenue targets.

• Build a sales culture focused on pipeline generation, providing a data driven view into revenue opportunities and risks. Lead revenue operations.

• Lead and run four distinct sales functions: sales, revenue operations, account management, digital platform training.

• Set direction and provide mentorship to managers within each sales function.

• Optimize sales processes to improve efficiency and resource utilization as Milady scales, using Salesforce to provide pipeline insight and performance accountability.

• Implement effective B2B sales strategies targeting retention, digital growth and market share expansion.

• Be responsible for the sales team budget and work to improve team performance.

• Collaborate with executive-level management, marketing leadership, product teams, and technology departments to align sales efforts and improve customer acquisition and conversion.

• Interact externally with major customers and prospects, negotiating commercial terms for high-potential deals.

• Design incentive plans for multiple sales roles to drive performance, motivation and alignment with Milady's goals.

• Define training objectives for all sales roles within the organization.

• Identify areas of opportunity within other functions in Milady and provide feedback to improve sales functions.

• Adhere to and implement the Cengage Ethos, acting as a cross-departmental example for the rest of the business unit.

Skills you will need here:

• Minimum of 10 years of dynamic experience in sales leadership roles, preferably in the education or e-learning industry.

• Experience handling a diverse sales organization with multiple functions is essential. Previous experience in B2B sales and account management is highly desirable.

• Strong knowledge and understanding of sales strategies, tactics, and processes. Consistent record of successfully meeting or exceeding revenue targets.

• Demonstrated ability to lead and run a multi function sales team, including managers and individual contributors. Strong people management skills, including the ability to motivate, mentor, and develop sales professionals.

• Experience in crafting and implementing incentive plans to drive performance.

• Ability to develop and complete a comprehensive sales strategy aligned with organizational goals. Strong analytical and problem-solving skills to optimize sales processes, identify market opportunities, and drive revenue growth.

• Strong interpersonal and communication skills to work effectively with internal collaborators, including senior management, marketing, product, and technology teams. Capacity to develop and cultivate relationships with key customers and secure advantageous terms.

• Proven understanding of budget management and financial metrics related to sales performance. Experience in balancing revenue growth with margin expansion.

• Familiarity with