Sr State Partnerships Director

State Revenue & Quota Attainment

Own and achieve annual state-level revenue targets
Develop and execute a clear territory strategy for assigned states
Manage the full sales cycle for state-level contracts and initiatives
Be responsible for achieving revenue targets tied specifically to state-level contracts and initiatives

Full-Cycle State Sales Execution

Navigate state procurement processes, RFPs, and funding structures
Structure scalable statewide agreements that enable district adoption
Maintain disciplined pipeline hygiene and CRM management

Executive Engagement

Build trusted relationships with Commissioners, Deputy Commissioners, SEA leaders, and statewide decision-makers
Cross-functional alignment with Government Affairs, and clear ability to work alongside our Lobbyists and State and Local Government officials to identify priorities, navigate complex political environments, and identify and secure funding for critical projects
Lead executive-level presentations and negotiations

Panorama as a Strategic Solution

Market intelligence & alignment
Monitor legislative shifts, funding streams, and state policy priorities
Identify and execute strategic GTM planning based on federal, state and local initiatives
Collaborate with Government Affairs and local lobbyists to determine and execute on state strategy
Collaborate with Marketing and Product to ensure state messaging aligns to policy and funding drivers
Coordinate with District Sales and Customer Success teams to ensure successful implementation of state contracts

Requirements

• 10+ years of experience in K-12 education, edtech, or adjacent sectors
• Naturally curious and want to dig in to the product, become a subject matter expert with a clear point of view, and can articulate the "why" of this point of view in such a way that compels state officials to buy into our solution above others as the way they will achieve their goals
• Build and sustain relationships with key executives and cabinet officials in state government, but does not rely on relationships alone and understands how to navigate an environment where political turnover is frequent and a consultative approach is required to help guide state policy
• Personally owned and exceeded multi-million-dollar revenue goals in complex public-sector sales environments
• Experience selling to State Education Agencies, Workforce, or other Agencies directly involved in K12 purchasing
• Experience in coalition building. Someone who sees across segments to pull different influencers together to drive change from top down and bottom up
• Understands state procurement cycles, funding structures, and long decision timelines
• Highly self-directed, strategic, and comfortable operating independently in a quota-carrying role
• Deeply committed to improving student outcomes and advancing equity in education

Benefits

• Base Salary: The base salary range for this position is $127,500 - $187,500 with a variable compensation of $150,000
• Annual bonuses or commission awards
• Equity awards
• Region-specific health and welfare benefits including:
• 401K with an employer match
• Health, dental, vision, life insurance, and short-term and long-term disability coverage
• Flexible spending account for health care and dependent care
• Wellness Reimbursement
• Work from Home Reimbursement
• Flexible vacation policy
• Parental leave program
• Company Issued Laptop