Strategic Accounts Dir

Strategic Accounts Director

Role Purpose

The Integrated Platform Strategic Accounts Dir is a senior sales leader responsible for expanding and deepening strategic district partnerships across HMH's full portfolio—including core curriculum, supplemental, intervention, assessment, professional learning, and the Ed platform. This role serves as the trusted advisor and strategic partner for K–12 district leaders, driving comprehensive solution alignment that improves student outcomes and strengthens customer loyalty.

The Integrated Platform Strategic Accounts Dir orchestrates multi-year growth strategies across a defined set of high-potential accounts, collaborating cross-functionally with product specialists, customer success managers, and implementation teams to deliver a unified customer experience.

Key Responsibilities

Strategic Account Leadership

• Own end-to-end responsibility for a portfolio of 5–10 strategic district accounts.
• Serve as the senior relationship manager for superintendents, CAOs, CIOs, and other executive stakeholders.
• Identify district-wide challenges and align integrated HMH solutions that span content areas, grade levels, and school types.

Portfolio Sales & Execution

• Lead the full sales cycle, from prospecting through contract execution and renewal.
• Develop and maintain strategic multi-year account plans aligned with customer priorities and funding streams (ESSER, Title I, state-specific initiatives).
• Drive full-portfolio selling by partnering with specialist AEs for curriculum, intervention, assessment, and services.

Platform Engagement & Expansion

• Champion the Ed platform as a connected solution for instruction, assessment, and data.
• Promote cross-product usage and digital integrations across district systems (SIS, LMS, rostering).
• Ensure that new product implementations reinforce overall platform adoption.

Internal Collaboration

• Lead internal account teams that include product overlays, solution engineers, CSMs, and implementation consultants.
• Maintain shared visibility into pipeline, success plans, and customer communications via CRM (Salesforce).
• Coordinate hand-offs between sales, onboarding, and renewal phases for a seamless customer experience.

Success Metrics

• Attainment of annual and quarterly sales quotas for assigned accounts.
• Expansion of average annual contract value (ACV) per district through multi-product adoption.
• Growth in platform usage (measured by logins, feature usage, and instructional minutes).
• Win rate against competitive offerings in RFP and district evaluations.
• District customer satisfaction, measured via renewal rates and qualitative feedback.

Core Competencies

Competency Description

Strategic Selling Navigates complex sales cycles and builds multi-year growth strategies

Executive Relationship

Management Establishes credibility with senior district leaders

Cross-Functional Leadership Aligns internal stakeholders and overlays around a shared account plan

Platform and Product Fluency Understands and positions HMH's full portfolio in a connected digital context

Consultative Needs Discovery Uncovers challenges and co-designs high-impact, tailored solutions

Forecasting and Pipeline

Hygiene Maintains accurate CRM data and reporting discipline in Salesforce

Qualifications

• Minimum 5 years of K–12 sales experience, with a preference for curriculum, digital learning, or assessment solutions.
• Track record of success in large, multi-stakeholder sales environments.
• Familiarity with state and federal funding sources and K–12 procurement cycles.
• Demonstrated ability to lead account strategy, manage cross-functional teams, and close high-value deals.
• Proficiency in Salesforce CRM and data-informed territory planning.
• Commitment to equity and a belief in the role of technology to improve student outcomes.

Preferred Background

• Experience with SaaS or platform-based education solutions.
• Familiarity with digital equity initiatives, ESSA-aligned evidence standards, and coaching models.
• Professional experience in education, instructional leadership, or edtech implementation.