colibrigroup - Director of Partnerships
Requirements
• 7–15 years in K-12 partnerships, business development, or strategic accounts (edtech, certification, or professional development background preferred) • A track record of closing complex, six-figure-plus ACV deals with multiple stakeholders and long sales cycles • Experience building partnerships within top-500 U.S. school districts, state DOEs, or higher-ed systems • Strong track record in both new logo acquisition and expanding existing accounts • CRM discipline (HubSpot or Salesforce) and comfort owning your own forecast • Executive-level communication and negotiation skills — you're comfortable in the room with a superintendent or a state Chief Academic Officer • Willingness to travel up to 25% • Bonus: formal sales methodology training (Challenger, MEDDIC, Solution Selling, Sandler, or similar) • ## What Success Looks Like • New bookings (ACV/TCV), win rate, and stage velocity against territory targets • Growth in ICP segment penetration, including Enterprise-tier districts • Expansion revenue and multi-year renewal attainment • Healthy pipeline coverage (3.5–4x) and forecast accuracy • Strong partner NPS and QBR/MBR cadence adherence
Responsibilities
• Own new acquisition and expansion efforts across your assigned territory, including building target account lists, executing outreach strategies, and managing your pipeline end-to-end. • Manage the full sales cycle, including discovery, solution design, pricing and proposal development, negotiation, and contract execution, while partnering with Legal and Finance as needed. • Lead strategic account planning and drive upsell and cross-sell opportunities through a consistent cadence of Quarterly Business Reviews (QBRs) and Monthly Business Reviews (MBRs). • Maintain accurate CRM data and sales forecasts, partnering closely with RevOps to ensure strong reporting and pipeline visibility. • Represent Moreland at conferences, superintendent and administrator forums, and other customer-facing industry events. • Strengthen Moreland's brand presence within your territory through case studies, webinars, co-marketing initiatives, and community-building with partner districts. • Identify and navigate funding opportunities, including grants, philanthropic programs, and state or federal funding sources, to help partner districts offset tuition and licensure costs
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