Colibri
Director of Partnerships
CRM
K-12
MEDDIC
Edtech.com's Summary
Colibri Group is hiring a Director of Partnerships to lead the full lifecycle of district and institutional partnerships, including sourcing, closing, and expanding multi-year agreements. The role involves developing territory strategy, managing pipelines, and collaborating cross-functionally to deliver Moreland University's educator certification and professional development solutions.
Highlights
- Own acquisition and expansion efforts within an assigned territory, managing pipeline and outreach strategies.
- Lead the full sales cycle from discovery to contract execution, partnering with Legal and Finance as needed.
- Drive strategic account planning with QBRs and MBRs to identify upsell and cross-sell opportunities.
- Maintain CRM data (HubSpot or Salesforce) and accurate sales forecasts in coordination with RevOps.
- Represent Moreland at industry events and strengthen brand presence through marketing and community-building initiatives.
- Identify funding sources such as grants and state or federal programs to support partner districts.
- Require 7–15 years of experience in K-12 partnerships or strategic accounts with a background in edtech or professional development preferred.
- Proven success in closing complex six-figure deals and managing long sales cycles with senior education stakeholders.
- Strong executive communication, negotiation skills, and willingness to travel up to 25%.
- Bonus: formal sales methodology training (e.g., Challenger, MEDDIC, Solution Selling).
Director of Partnerships Full Description
At Colibri, culture is a critical part of our collective success, and we live our values everyday: Love, Joy,
Boldness, Teamwork and Curiosity. These values guide our interactions with each other, our customers,
and the community as a whole.
We have a rich and storied history. Colibri is one of the pioneers of online professional education,
introducing some of the first web-based professional education courses in 2001. Today, the company’s
family of brands are the leading online professional education platforms in their respective end-markets.
We proudly serve >1 million customers annually and employ more than 1,500 mission-aligned
professionals. To learn more, please visit: www.colibrigroup.com
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
Colibri Group welcomes applicants from all backgrounds and experiences, and we understand that not every candidate will meet every requirement listed in the job description. Research has shown that women and people of color may be less likely to apply to jobs unless they feel they meet every qualification, and we want to actively combat this bias in our hiring process. If you're excited about the role and believe you have the skills and experience to contribute to our team, we encourage you to apply, even if your background doesn't align perfectly with every qualification listed. We are committed to building a diverse and inclusive workplace, and we believe that diversity of perspectives and experiences is essential to our success. You may be just the right candidate for this role or another position within our organization. Don't hesitate to take the leap and apply today!
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