Director of Partnership Executives

Riverside Insights

12h•Remote

About The Position

As a Director of Partnership Executives, you will lead Riverside Insights' K-12 new business partnerships team, driving growth through strategic sales leadership, pipeline rigor, and the development of a high-performing team of Regional Partnership Executives. This role is centered on building and guiding a team that translates market opportunity into predictable revenue, advances persona-based selling, and forges partnerships that expand access to research-backed assessments for schools and districts. You will establish operating discipline, ensure forecast accuracy, and cultivate a collaborative, high-accountability culture that supports Riverside's mission and long-term growth.

Requirements

Proven sales leadership experience in EdTech, education services, or a related B2B environment.
Demonstrated success leading new business sales teams with direct quota ownership.
Experience managing teams responsible for $3M or more in annual new business.
Strong expertise in pipeline management, forecasting, and CRM-driven sales execution.
Track record of coaching, developing, and performance-managing sales talent.
Ability to lead teams through change with clarity, empathy, and operational rigor.

Nice To Haves

Experience managing or influencing a $10M or greater sales pipeline.
Background implementing or scaling persona-based or value-based selling models.
Experience partnering cross-functionally within a complex go-to-market organization.
Familiarity with K–12 district or school-based sales cycles.

Responsibilities

Lead, develop, and retain a high-performing team, setting clear expectations and modeling Riverside’s values.
Own and deliver new business revenue outcomes, including achieving or exceeding annual quota.
Lead and operationalize a persona-based selling model with clear account ownership, success metrics, and role expectations.
Establish and maintain consistent operating rhythms, including pipeline reviews, forecast calls, and quarterly business reviews.
Reinforce pipeline hygiene standards, stage exit criteria, and CRM data accuracy to support reliable forecasting.
Use forecast and pipeline insights to proactively manage risk, capacity, and prioritization.
Recruit, onboard, coach, and develop Regional Partnership Executives to execute collaborative, value-based selling.
Drive performance management, feedback, and coaching practices that improve quota attainment and team engagement.
Partner cross-functionally with Marketing, Customer Success, and other GTM teams to support coordinated selling motions.
Build a culture of accountability, collaboration, and continuous improvement during periods of change.