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.