Director of Partnerships

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-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