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Regional Sales Lead - North America, Institutional Partnerships

Regional Sales Lead - North America, Institutional Partnerships

FrontiersBridgeport, CT, US
1 day ago
Job type
  • Full-time
Job description

Regional Sales Lead

The Regional Sales Lead will drive growth across North America by managing a high-performing team, cultivating strategic partnerships with universities and consortia, and executing regional sales strategies aligned with global goals. This role is critical to expanding Frontiers' presence in academic, library, and research markets.

Key Responsibilities

  • Execute the global sales plan regionally with a focus on key accounts and consortia.
  • Set sales targets and optimize territory coverage across the team.
  • Deliver accurate forecasts and performance insights to support OKRs.
  • Identify upsell and renewal opportunities to meet and exceed revenue goals.
  • Recruit, onboard, and coach a team of Account Specialists.
  • Foster a culture of collaboration, continuous learning, and accountability.
  • Build and maintain strategic relationships with universities, consortia, and other partners.
  • Represent Frontiers in high-level negotiations and academic publishing forums.
  • Guide the team in creating compelling value propositions for institutional partners.
  • Align efforts with internal teams across Product, Marketing, Public Affairs, and Account Development.
  • Coordinate pre- and post-sales activities to ensure customer satisfaction and retention.
  • Use internal resources (e.g., playbooks, toolkits) to support consistent execution.
  • Gather insights on regional trends, customer needs, and competitor activity.
  • Feed strategic feedback into sales planning and product development.
  • Make independent decisions on account strategy and resource allocation.
  • Identify new approaches and opportunities to improve performance and impact.
  • Exceeding sales and renewal targets.
  • Growth in institutional partnerships across North America.
  • Elevated visibility of Frontiers in the academic library and research community.
  • Strong team performance and positive internal collaboration.

Requirements

  • Experience & Knowledge
  • Minimum 5 years in B2B sales within higher education, publishing, or EdTech.
  • Demonstrated success in closing high-value institutional or consortia deals ($2M+).
  • Strong understanding of Open Access publishing and academic stakeholders.
  • Experience managing sales teams and navigating complex buying cycles (918 months).
  • Proven ability to build institutional relationships (e.g., provosts, library directors).
  • Skills
  • Proficient with Salesforce or other CRMs; strong data analysis and reporting abilities.
  • Skilled in negotiation, consultative selling, and strategic account planning (LAMP a plus).
  • Excellent communication, presentation, and leadership skills.
  • Comfortable with remote team management and collaboration across time zones.
  • Other
  • Willingness to travel 25-50%, including national and international travel for customer visits, conferences, and company events.
  • Familiarity with scholarly publishing strongly preferred.

    • Ready to lead a region and drive the future of Open Science in North America? Apply now to join a mission-driven, high-growth organization transforming academic publishing.

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    Regional Sales North • Bridgeport, CT, US