Senior Director of School Partnerships - South​/East Remote

Senior Director of Partnerships SESI

The Senior Director of Partnerships is a senior player-coach responsible for accelerating profitable growth across two large territories with approximately $20M in revenue responsibility. Reporting to the Vice President of Business Development, this role owns an individual portfolio of strategic opportunities and leads assigned Directors of Partnerships (DOPs) in delivering combined territory growth targets. The Senior Director leads the team to translates three-year state plans into disciplined execution, strengthens district relationships, and ensures qualified pipeline development, reliable forecasts, and close alignment with Sales Operations.

Annual performance plans define individual and team targets, revenue measures, opportunity crediting, and leadership responsibilities.

Key Responsibilities

Strategic Sales Leadership

• Own delivery of assigned individual and combined territory growth targets. Set clear DOP priorities and expectations aligned to territory goals and SESI sales playbook, systems, and direct day-to-day sales execution across both territories.

• Lead pipeline reviews and individual coaching; assess execution, deal quality, and results. Address performance gaps timely through documented actions and follow-through, with a primary focus to empower success across all DOPs.

• Own a focused personal pipeline of strategic opportunities while developing DOP independence, judgment, and selling capability.

• Support recruitment and selection; lead onboarding and ramp plans with measurable milestones for district engagement, qualified pipeline, and sales execution.

Territory Strategy and Growth Execution

• Translate three-year state growth plans into annual targets, quarterly, monthly, and week-over-week actions for priority districts, in-district classroom (IDC) growth, existing-partner expansion, and qualified greenfield opportunities.

• Allocate selling effort across territories based on market potential, buyer readiness, funding, timing, and operational capacity. Identify coverage gaps and recommend resource shifts as needed.

• Build executive relationships with superintendents, district finance leaders, and special and alternative education decision makers. Use district needs and SESI performance evidence to develop a compelling business case for partnership.

• Partner with Marketing and Operations on targeted outreach, conferences, and campaigns with defined follow-up, qualified opportunity goals, and measurable conversion.

Pipeline Growth and Development

• Build current-year and future-year pipelines aligned to growth targets, using coverage expectations calibrated to conversion rates, sales cycles, SESI’s buyer commitment funnel, sales playbook, and anticipated program start dates.

• Apply MEDDIC and SPIN qualification and SESI’s approved sales funnel consistently. Validate needs, measurable value, economic buyer access, decision criteria and process, a credible champion, funding, and competitive positioning.

• Coach team members effectively at each stage of the funnel and require buyer evidence to support stage advancement. Maintain clear next steps, accountable owners, and dates for every active opportunity. Ensure the CRM has the needed data to drive the right week over week actions and provides for accurate forecasting.

• Lead complex deal strategy and require late-stage mutual action plans with documented buyer commitments, procurement steps, contract milestones, and planned launch dates. Resolve stalled opportunities and pipeline gaps promptly.

Forecasting and Sales Governance

• Own the consolidated territory forecast and timely, accurate Dynamics (CRM) records, working with Sales Operations and Enablement to maintain consistent Power BI reporting.

• Validate opportunity stage, value, close date, start date, and supporting buyer evidence. Distinguish signed bookings, annualized contract value, and expected fiscal-year revenue using approved Finance definitions.

• Surface slippage, funding uncertainty, and operational risks early. Present forecast changes, corrective actions, and recovery plans when expected results fall below target.

Operations Alignment and Commercial Execution

• Support collaboration with SVPs, RVPs, and local operators to validate program design, staffing, facilities, capacity, launch timing, and financial assumptions before making district commitments.

• Ensure DOPs coordinate proposals, pricing, and negotiations with Finance, Legal, and Operations within approved…