Note: The job is a remote job and is open to candidates in USA. Frontiers is hiring a Regional Sales Lead to grow its institutional partnerships across North America. The role leads and develops an Account Specialist team, shapes regional sales strategy, manages complex institutional negotiations, and drives revenue growth and strategic partnerships.

Responsibilities

• Lead and develop the team: Recruit, coach, mentor, and develop a high-performing team of Account Specialists, setting clear targets and supporting their professional growth
• Shape regional strategy: Lead the execution and refinement of Frontiers' North America sales strategy, with a focus on strategic accounts, territory management, and sustainable revenue growth
• Drive strategic sales: Identify and develop new business opportunities and personally lead complex, high-value institutional and consortia negotiations
• Build strategic partnerships: Develop strong relationships with universities, academic libraries, consortia, research organizations, funders, and senior academic stakeholders
• Own performance: Drive regional revenue targets, sales forecasting, pipeline management, reporting, and progress against organizational goals
• Use market insight: Analyse customer, market, and competitive intelligence to identify opportunities and inform sales, product, and strategic development
• Collaborate across Frontiers: Partner with Account Development, Marketing, Public Affairs, Product, Customer Experience, and Publishing teams to maximize customer value, retention, and long-term growth
• Represent Frontiers: Act as a senior representative at conferences, workshops, industry events, and within the academic and library communities
• Drive continuous improvement: Identify opportunities to improve account strategies, sales processes, and ways of working across the region

Skills

• 5+ years of relevant experience in sales, business development, or a similar commercial environment
• A proven track record of achieving or exceeding sales targets and developing significant new business opportunities
• Experience leading, coaching, and developing high-performing sales teams
• Strong experience building relationships with senior stakeholders, including academic leaders, universities, libraries, consortia, and research organizations
• Demonstrated experience leading complex B2B negotiations and institutional agreements
• Strong understanding of the scholarly publishing and Open Access landscape and its key stakeholders
• Experience with strategic account planning, consultative selling, and developing long-term institutional partnerships
• Strong commercial, analytical, and strategic thinking skills, with the ability to turn market insights and data into action
• Experience using CRM platforms such as Salesforce for account and pipeline management
• Excellent communication, presentation, negotiation, and stakeholder management skills
• A proactive, collaborative, and solution-oriented approach, with the autonomy to make decisions and drive initiatives forward
• Fluent English, both written and verbal
• Ideally within scholarly publishing, higher education, edtech, or research services
• LAMP experience is an advantage

Benefits

• Remote work
• Extra wellbeing days on top of your annual leave allowance
• Up to 3 paid volunteering days each year
• 24/7 confidential Employee Assistance Programme (wellbeing, mental health, legal & financial support)
• Learning & development support via the Frontiers Learning Hub

Company Overview