Strategic Accounts Dir (West Coast)

Strategic Accounts Director 

Location: Remote (U.S) West Coast Region, prefer candidates to reside in California 

The Strategic Account Director is responsible for driving sustainable, multi-year revenue growth across HMH's highest-priority district accounts through executive relationship development, enterprise account strategy, and cross-business-unit orchestration. 

Serving as the primary strategic relationship leader, this role aligns district priorities with HMH's integrated instructional solutions, strengthens customer partnerships, and coordinates internal teams to maximize growth, retention, and long-term customer value. 

Key Responsibilities 

Strategic Account Leadership 

• Develop and lead comprehensive, multi-year strategic account plans aligned with district priorities, growth opportunities, and HMH business objectives. 

• Establish and cultivate executive-level relationships with Superintendents, cabinet leaders, and key district decision-makers. 

• Facilitate strategic discussions to identify district needs, influence long-term planning, and position HMH as a trusted instructional partner. 

• Maintain enterprise-level visibility into account opportunities, risks, and strategic priorities. 

Portfolio Sales & Execution 

• Drive portfolio revenue growth through coordinated account strategies, opportunity identification, and pursuit planning. 

• Partner with business-unit sales teams to advance integrated, multi-solution opportunities, while preserving their product-level sales ownership. 

• Influence district adoption cycles, funding strategies, and procurement planning to strengthen HMH's competitive position. 

• Orchestrate strategic opportunities from initial discovery through commercial execution, implementation alignment, and expansion planning. 

Platform Engagement & Expansion 

• Position HMH's connected instructional ecosystem as a solution for improving instructional coherence and student outcomes. 

• Partner with district leaders and internal teams to identify opportunities for platform adoption, engagement, and expansion. 

• Leverage implementation progress, usage insights, and student outcome data to inform growth strategies. 

• Support long-term customer success through coordinated renewal, cross-sell, and expansion planning. 

Internal Collaboration 

• Serve as the strategic account orchestrator across Core & Supplemental, Intervention & ELD, NWEA, Services, and Customer Experience. 

• Facilitate cross-functional account planning, establish shared priorities, and coordinate execution against agreed-upon objectives. 

• Partner with business-unit Account Executives, preserving their specialized product expertise, sales execution responsibilities, and commercial accountability. 

• Maintain consistent communication, clear next steps, and accountability across internal stakeholders to advance district partnerships. 

Success Metrics 

• Revenue Growth: Achievement of assigned portfolio growth, bookings, and retention objectives. 

• Account Expansion: Increased cross-business-unit penetration, integrated solution adoption, and share of wallet. 

• Executive Engagement: Development and advancement of meaningful senior-level district relationships. 

• Strategic Execution: Measurable progress against multi-year account plans, qualified opportunities, and coordinated pursuits. 

• Customer Value: Improved implementation health, platform engagement, renewal readiness, and long-term partnership growth. 

Core Competencies 

• Strategic account leadership and enterprise selling 

• Executive relationship development and consultative engagement 

• Revenue growth strategy and opportunity management 

• Cross-functional leadership and influence without direct authority 

• Strong business acumen, negotiation, and strategic planning 

• Data-informed decision-making and results-oriented execution 

• Effective communication, collaboration, and project orchestration 

What You'll Need

• Bachelor's degree in Business, Education, or a related field, or equivalent professional experience. 

• Minimum 5 years of K–12 sales experience, with a preference for curriculum, digital learning, or assessment solutions.  

• Demonstrated success managing complex, high-value accounts and driving sustained revenue growth. 

• Experience developing executive-level relationships and leading strategic sales initiatives. 

• Proven ability to coordinate cross-functional teams and manage complex, multi-stakeholder opportunities. 

• Strong understanding of strategic account planning, sales processes, and customer relationship management. 

• Frequent travel (up to 60%) is expected to build relationships and maximize in-person engagement.  

Preferred Background 

• Experience in K–12 education, educational publishing, EdTech, or enterprise education solutions. 

• Established understanding of large urban or complex school districts, including leadership structures, procurement, and instructional priorities. 

• Experience selling integrated instructional, assessment, intervention, technology, or professional learning solutions. 

• Demonstrated success navigating complex district buying cycles and building long-term strategic partnerships. 

• Experience leading enterprise account strategies across multiple product lines or business units. 

Physical Requirements

• Might be in a stationary position for a considerable time (sitting and/or standing). 

• Travel required (60%) and acceptable driving record is required.

Salary Range: $125,000 - $135,000 + uncapped commissions