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Position Overview:
Moreland University is looking for a Director of Partnerships to own the full lifecycle of our district and institutional partnerships — from first conversation to signed, multi-year expansion. This is an individual contributor role for someone who wants to build and run their own territory, not manage a team. You’ll personally source, close, and grow partnerships with K-12 districts, state education agencies, and higher-ed systems, bringing Moreland’s educator certification, mentorship, and professional development solutions to scale.
You’ll set the territory strategy, keep your pipeline forecast-ready, and work cross-functionally with Account Management, Legal, Marketing, and Operations to make sure every partnership we sign gets delivered on well.
What You’ll Do
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
What You’ll Bring
- 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…