Associate Director, School Partnerships (U.S.)

Key Responsibilities

•  Proactively and consistently conduct prospecting work to independently generate qualified leads and new pipeline opportunities. 
•  Lead opportunities through the Yourway Sales Process, including Discovery, Solution Validation, Proposal, Contracting, and transition to Client Success. 
•  Conduct discovery conversations to understand customer needs, instructional priorities, stakeholders, funding sources, procurement requirements, implementation considerations, and success criteria. 
•  Qualify opportunities and assess readiness to advance through the sales process using established stage criteria. 
•  Develop and present solution recommendations that align licenses, services, implementation support, and customer goals. 
•  Conduct demonstrations, working sessions, and stakeholder conversations that validate solution fit, build alignment, and advance opportunities toward purchase. 
•  Develop proposals, negotiate terms, and support procurement activities through contract execution. 
•  Achievement of assigned annual and quarterly quota targets through a combination of self-generated and company-generated opportunities. 

•  Maintain accurate CRM records, including stakeholder information, opportunity details, funding sources, implementation considerations, next steps, and target close dates. 
•  Manage opportunity progression, proactively address barriers to advancement, and maintain forecast accuracy across assigned accounts. 
•  Re-engage stalled opportunities and identify risks that may impact revenue attainment or deal progression. 
•  Provide accurate forecasts, pipeline updates, and revenue projections to sales leadership. 

•  Build and maintain relationships with district leaders, school leaders, instructional leaders, project sponsors, and other key stakeholders throughout the sales process. 
•  Partner with Sales Enablement on proposal development, procurement support, RFP opportunities, and district purchasing requirements. 
•  Partner with Client Success to ensure effective transitions from sales to implementation and maintain continuity through pilot and early implementation phases. 
•  Partner with Account Management to identify opportunities for future expansion and long-term partnership growth, informed by customer priorities and implementation outcomes. 
•  Report competitive intelligence gathered through prospect and client conversations and observations. 

Qualifications

•  5+ years of successful B2B sales experience selling enterprise SaaS, educational technology, curriculum, professional learning, or related solutions. 
•  Direct experience selling to K–12 school districts, education agencies, or public-sector organizations. 
•  Demonstrated track record of meeting or exceeding sales quotas and managing complex, multi-stakeholder sales cycles from discovery through contract execution. 
•  Strong understanding of district procurement processes, budget cycles, RFP/RFQ procedures, and public-sector purchasing environments. 
•  Exceptional communication, presentation, negotiation, and relationship-building skills. 
•  Proficiency with CRM systems, pipeline management, forecasting, and sales analytics tools. 
•  Demonstrated ability to receive coaching, adapt to feedback, and operate within a defined sales process and accountability framework. 
•  Comfortable operating in an early-stage, fast-paced, resource-constrained environment. 

•  Experience selling district-wide or enterprise-level SaaS, EdTech, AI, curriculum, professional learning, or instructional services solutions. 
•  Existing relationships with district administrators, curriculum leaders, instructional leaders, technology leaders, or other district decision-makers. 
•  Experience building relationships with and selling to district leaders responsible for Special Education, Multilingual Learners (MLL/ELL), MTSS, Intervention, Student Services, or other special populations initiatives. 
•  Familiarity with district funding sources, including Title I, Title II, Title III, IDEA, ESSER, and other federal or state funding mechanisms. 
•  Experience responding to or supporting district RFP opportunities. 
•  Experience managing a multi-state sales territory and independently prioritizing travel, pipeline development, and account engagement activities. 
•  Bachelor's degree in Business, Education, Communications, Marketing, or a related field; advanced degree preferred. 

Core Competencies

•  Consultative Selling 
•  Pipeline & Forecast Management 
•  K–12 District Sales 
•  Opportunity Qualification 
•  Proposal Development & Negotiation 
•  Procurement & Funding Knowledge 
•  Communication & Influence 
•  Relationship Building 
•  Cross-Functional Collaboration 
•  Time & Territory Management 
•  Results Orientation 
•  Coachability & Continuous Improvement 

Measures of Success

•  Achievement of assigned annual and quarterly quota targets. 
•  Consistent advancement of qualified opportunities through the Yourway Sales Process. 
•  Accurate forecasting, CRM management, and pipeline visibility. 
•  Strong stakeholder engagement and relationship development. 
•  Timely progression of opportunities through procurement and contracting. 
•  High-quality transitions to Client Success and Account Management that support successful implementation and long-term partnership growth. 

Schedule, Travel & Performance Expectations

•  This is a full-time position with an expected availability of 8:00 AM to 5:00 PM Eastern Time, Monday through Friday. 
•  Given the nature of district sales, customer meetings, conferences, travel, and company events, occasional evening and weekend work will be required. 
•  Willing and able to travel approximately 50% of the time throughout the United States, depending on territory priorities, customer needs, conferences, and seasonal buying cycles. 
•  This is a quota-carrying sales role with annual and quarterly revenue targets. Success in this position requires consistent pipeline development, opportunity progression, forecast accuracy, and achievement of assigned sales goals. 

What We Offer

•  Compensation: $105,000–$110,000 annual base salary plus commission and quarterly incentive opportunities. 
•  Yourway offers medical, dental, vision, and other insurance benefits, a 401(k) retirement plan, transit, medical spending, and dependent care benefits. 
•  $100/month phone reimbursement. 
•  Up to 15 days PTO, along with additional company holidays. 
•  Collaborative, supportive team culture. 
•  Mission-driven work that makes a real impact in K–12 education.