Strategic Accounts Dir (West Coast)

HMH

2d•$125,000 - $135,000•Remote

About The Position

The Strategic Account Director drives sustainable, multi-year revenue growth across HMH's highest-priority district accounts through executive relationship development, enterprise account strategy, and coordination across business units. As the primary strategic relationship leader, the role aligns district priorities with HMH's instructional solutions, strengthens customer partnerships, and coordinates internal teams to support growth, retention, and long-term customer value. The position develops strategic account plans, cultivates executive-level district relationships, identifies and pursues portfolio opportunities, and supports platform adoption, customer success, renewals, cross-selling, and account expansion. It works across Core & Supplemental, Intervention & ELD, NWEA, Services, Customer Experience, and business-unit sales teams while maintaining their product-level sales ownership. The role is remote in the U.S. West Coast region, with a preference for candidates residing in California. Frequent travel of up to 60% is expected.

Requirements

Bachelor's degree in Business, Education, or a related field, or equivalent professional experience.
Minimum 5 years of K–12 sales experience.
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.
Strong business acumen, negotiation, and strategic planning skills.
Data-informed decision-making and results-oriented execution.
Effective communication, collaboration, and project orchestration skills.
Frequent travel of up to 60% is expected.
An acceptable driving record is required.
Ability to be in a stationary position for a considerable time, sitting and/or standing.

Nice To Haves

Preference for K–12 sales experience in curriculum, digital learning, or assessment solutions.
Experience in K–12 education, educational publishing, EdTech, or enterprise education solutions.
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.

Responsibilities

Develop and lead multi-year strategic account plans aligned with district priorities, growth opportunities, and HMH business objectives.
Establish and cultivate executive relationships with superintendents, cabinet leaders, and key district decision-makers.
Lead strategic discussions to identify district needs, influence long-term planning, and position HMH as an instructional partner.
Maintain enterprise-level visibility into account opportunities, risks, and strategic priorities.
Drive portfolio revenue growth through coordinated account strategies, opportunity identification, and pursuit planning.
Partner with business-unit sales teams on integrated, multi-solution opportunities while preserving product-level sales ownership.
Influence district adoption cycles, funding strategies, and procurement planning.
Orchestrate strategic opportunities from discovery through commercial execution, implementation alignment, and expansion planning.
Position HMH's connected instructional ecosystem to support instructional coherence and student outcomes.
Identify opportunities for platform adoption, engagement, and expansion with district leaders and internal teams.
Use implementation progress, usage insights, and student outcome data to inform growth strategies.
Support customer success through coordinated renewal, cross-sell, and expansion planning.
Coordinate strategic account work across Core & Supplemental, Intervention & ELD, NWEA, Services, and Customer Experience.
Facilitate cross-functional account planning, establish shared priorities, and coordinate execution against objectives.
Communicate consistently, clarify next steps, and maintain accountability among internal stakeholders.
Achieve assigned portfolio growth, bookings, and retention objectives; advance account expansion, executive engagement, strategic execution, and customer value.
Travel to build relationships and maximize in-person engagement; maintain an acceptable driving record.