Director of Enterprise Partnerships

This is a fully remote position, open to applicants in United States.

📋 Description

• Develop the commercial framework: Create revenue models that encompass referral fees, revenue sharing, tiered programs, and co-selling arrangements.

• Convert long-standing free partnerships into paid agreements.

• Take ownership of a partner revenue target and establish a pipeline to achieve it.

• Serve enterprise districts through partnership collaborations.

• Ensure partners are adequately prepared to support large, complex school districts from technical, operational, and compliance perspectives (FERPA, COPPA, state requirements).

• Create enablement resources: Develop playbooks, readiness assessments, and escalation procedures to enhance partner quality without extensive guidance.

• Act as the internal advocate for the needs of districts within our partner ecosystem.

• Manage and nurture key partnerships.

• Oversee ClassLink’s most critical partner relationships and broaden their commercial potential over time.

• Negotiate intricate agreements with a focus on fostering long-term partnership health rather than solely on deal terms.

• Identify opportunities for upselling, cross-selling, and joint solutions within the existing partner network.

• Collaborate across the organization.

• Work closely with Sales, Product, Finance, and Client Services to develop and implement the partner strategy.

• Represent ClassLink at significant industry events (ISTE, FETC, BETT) and cultivate relationships that create opportunities.

• Help define how ClassLink communicates and packages partner value both internally and externally.

⛳️ Requirements

• A bachelor's degree is mandatory.

• 8–15+ years of experience in partnerships, business development, alliances, or related fields, ideally within education, SaaS, or technology sectors.

• Experience in expanding or monetizing strategic partner ecosystems is advantageous.

• Background in EdTech, K-12 education, or other mission-driven, relationship-centric B2B markets.

• Knowledge of K-12 procurement processes, district purchasing cycles, or the EdTech vendor landscape.

• Experience in launching a formal partner program (including tiered models, certification frameworks, and marketplace economics).

• Excellent written and verbal communication skills, with the capability to convey technical information to non-technical audiences.

• Outstanding organizational, problem-solving, and customer service abilities.

• Proven track record of influencing cross-functional teams and establishing trust-based relationships.

• Strong presentation and facilitation capabilities.

• Self-motivated with a results-oriented approach and a collaborative, team-focused mindset.

• Comfortable working in a fast-paced, dynamic environment.

• Willingness to travel up to 50% of the time.

🏝️ Benefits

• Generous Paid Time Off: 4+ weeks of vacation and 13+ paid holidays.

• Parental Leave: 12 weeks fully paid for all parents.

• Retirement: 401(k) with a 0.5:1 company match.

• Comprehensive Health Coverage: Medical, dental, and vision plans.

• Insurance: Company-paid life, short-term disability, and long-term disability, plus optional coverage including supplemental life, accident, and pet insurance.

• Volunteer Time Off: Contribute to the community through ClassLink Cares paid volunteer days.

• Lifelong Learning: Tuition reimbursement available for ongoing education.

• Growth & Development: Access to coaching and internal programs to facilitate career and personal growth.

• Supportive Culture: A workplace that emphasizes curiosity, compassion, and ongoing learning.

• Connection & Community: Annual company retreats and team-building events with vibrant, enjoyable coworkers.