The Associate Director, School Partnerships (U.S.) is responsible for generating new revenue by managing opportunities throughout the sales cycle, from discovery through contract execution and transition to Client Success.
This role serves as the primary relationship owner during the sales process and is responsible for identifying customer needs, aligning Yourway solutions to district and school priorities, navigating stakeholder groups, managing procurement processes, and advancing opportunities through the Yourway Sales Process.
The Associate Director, School Partnerships (U.S.) has an individual sales quota and is accountable for achieving quarterly and annual new-business revenue goals.
This is a quota-carrying “hunter” role. The Associate Director, School Partnerships (U.S.) is expected to independently generate a significant portion of their pipeline through proactive prospecting, territory development, networking, referrals, strategic outreach, and outbound business development activities, while effectively converting company-generated opportunities into qualified pipeline and revenue.
The ideal candidate brings experience selling enterprise SaaS solutions into K–12 school districts across multiple states or regions and can independently manage complex, multi-stakeholder opportunities from qualification through contract execution.
Key Responsibilities
Sales Generation & Opportunity Management
● 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.
Pipeline Management & Forecasting
● 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.
Customer & Stakeholder Engagement
● 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
Required
● 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.
Preferred
● 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 & FundingKnowledge
✓ 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.
Don't check off every box in the requirements listed above? Please apply anyway! Studies have shown that marginalized communities - such as women, LGBTQ+ and people of color - are less likely to apply to jobs unless they meet every single qualification. Yourway Learning is dedicated to building an inclusive, diverse, equitable, and accessible workplace that fosters a sense of belonging - so if you're excited about this role but your past experience doesn't align perfectly with every qualification in the job description, we encourage you to still consider submitting an application. You may be just the right candidate for this role or another one of our openings!
We are an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.
