Director of Partnerships

About Colibri Group and Moreland University

Colibri Group fosters a culture grounded in Love, Joy, Boldness, Teamwork, and Curiosity, which shapes our everyday interactions internally, with customers, and within the community. As an early innovator in online professional education, Colibri has been delivering web-based professional courses since 2001 and now underpins leading platforms serving over one million customers annually with a team exceeding 1,500 staff members.

Moreland University seeks a Director of Partnerships to independently lead the complete lifecycle of district and institutional partnerships. This role involves personally sourcing, closing, and expanding collaborations with K-12 school districts, state education departments, and higher education systems, focusing on educator certification, mentorship, and professional development solutions.

Key Responsibilities

• Develop and execute territory strategies including identifying target accounts, managing outreach approaches, and overseeing the pipeline from acquisition to expansion.
• Handle the entire sales process, encompassing needs discovery, tailored solution design, pricing and proposal formulation, negotiation, and contract closure, collaborating with Legal and Finance teams as needed.
• Lead strategic account planning to promote upselling and cross-selling through regular Quarterly and Monthly Business Reviews.
• Maintain precise CRM records and sales forecasts, working closely with Revenue Operations to ensure transparent pipeline and reporting.
• Represent Moreland at industry conferences, superintendent and administrator forums, and other external events.
• Enhance brand visibility within the territory through case studies, webinars, co-marketing efforts, and community engagement with partner districts.
• Identify funding avenues such as grants, philanthropic programs, and government sources to assist partner districts in offsetting costs related to tuition and licensure.

Qualifications and Experience

• 7 to 15 years of experience in K-12 partnerships, business development, or strategic account management, especially within edtech, certification, or professional development sectors.
• Proven success in closing complex, high-value deals (six figures plus) involving multiple stakeholders and long negotiation cycles.
• Experience working with top 500 U.S. school districts, state departments of education, or higher education systems.
• Demonstrated ability to acquire new clients and grow existing accounts.
• Strong CRM expertise, preferably in HubSpot or Salesforce, with accountability for sales forecasting.
• Excellent communication and negotiation skills suitable for executive-level engagement with superintendents and state academic officers.
• Willingness to travel up to 25% as required.
• Bonus: formal training in sales methodologies such as Challenger, MEDDIC, Solution Selling, or Sandler.

Performance Metrics

• Achievement of new bookings targets including Annual Contract Value (ACV) and Total Contract Value (TCV), win rates, and sales velocity relative to territory goals.
• Expansion of ideal customer profile (ICP) segment penetration, targeting Enterprise-level school districts.
• Revenue growth through multi-year renewals and account expansions.
• Maintaining robust pipeline coverage (3.5 to 4 times quota) and high forecast accuracy.
• Strong partner satisfaction scores and consistent execution of Quarterly and Monthly Business Reviews.

Diversity & Inclusion Statement

Colibri Group values applicants from diverse backgrounds and experiences and recognizes that candidates may not meet every listed criterion. The company encourages individuals passionate about the role and confident in their ability to contribute to apply, promoting an inclusive workplace where varied perspectives drive success.

Note on Hiring Process

AI tools may be utilized to assist with resume review, application analysis, and response evaluation, complementing human judgment. Final hiring decisions are made by human recruiters. For inquiries about data processing during recruitment, please contact Colibri Group.