Director of Partnerships (Account Executive)

Responsibilities

The Director of Partnerships will prospect and manage a pipeline of target accounts in the education sector to win new business. They will lead discovery, deliver product demonstrations, and negotiate agreements to expand Codio's presence within academic institutions.

Requirements

Candidates must have at least 5 years of quota-carrying sales experience, including 3 years in education technology. Proficiency in CRM tracking, outbound prospecting, and the use of AI tools for sales efficiency is required.

Skills

• Sales
• Account management
• Prospecting
• Cold calling
• Pipeline management
• CRM
• HubSpot
• Strategic planning
• Presentation skills
• Negotiation
• Education technology
• AI tools
• Relationship building
• Forecasting
• Business development

Benefits

• Health insurance
• Dental insurance
• Vision insurance
• Life insurance
• 401(k) retirement savings
• Flexible paid time off
• Paid holidays

About this role

About Codio
At Codio, we believe people learn best by doing. Our platform brings hands-on practice into the courses learners are already taking, giving them the same kinds of tools they will use at work, from coding environments to AI assistants. Colleges, universities, secondary schools, and training teams use Codio to teach technical skills, computer science, AI, and business skills, and our research-based approach helps instructors see how each learner is working and where they need support. We are a distributed team of engineers, educators, and learning enthusiasts who care about getting the details right. We collaborate across time zones, show up for our customers, and build learning experiences that help people develop skills they can use throughout their careers.
About the Role
We're hiring a Director of Partnerships to win new customers for Codio. This is an individual contributor, quota-carrying role. As an experienced seller, you will work through a list of target accounts at colleges and universities, school districts, and enterprise organizations, turning that list into a pipeline and closing strategic accounts that want to bring hands-on practice with real tools into their courses and training programs.
Higher education is our priority right now, and business schools are a growing opportunity for us. We also welcome candidates whose experience is in K-12, career and technical education, or enterprise learning, as long as you understand how education buyers make decisions.
Many of our biggest wins start small. An instructor adopts Codio for one course or starts a trial, and that success becomes the reason a department, a college, or a whole campus signs on. You will find those openings and grow them into larger agreements. You will use AI tools to research accounts, prepare for meetings, and work more efficiently, while keeping the relationships and judgment in your own hands. This role suits a self-starter who runs a disciplined process, takes coaching well, and wants to grow with a small team.
What You'll Do
Prospecting and pipeline
Work through your a list of target accounts, prioritizing the strategic accounts with the most potential
Build pipeline from that list through outbound outreach: cold calls, email, LinkedIn, and follow-up after conferences and events
Identify instructors already using or trialing Codio and turn those adoptions into department-wide and campus-wide opportunities
Respond quickly to inbound leads and instructor trial sign-ups and turn them into qualified opportunities
Running the sale
Lead discovery with instructors, deans, and curriculum leads to understand their courses, programs, and goals
Deliver demos and presentations that show how Codio fits into the courses they already teach
Use results from early adopters on campus to build the case for a broader agreement
Build relationships with several stakeholders on each deal, from the faculty champion to academic leadership, IT, and procurement
Work within academic calendars, fiscal-year budgets, purchase orders, and procurement requirements
Closing and handoff
Own deals from first conversation to signed contract, from single-course adoptions to institution-wide agreements
Build proposals and quotes, negotiate terms, and work with leadership and Finance on non-standard pricing
Hand new customers to the Success team with clear notes on goals, stakeholders, and commitments
CRM, AI tools and forecasting
Log every contact, activity, and opportunity in HubSpot so the pipeline is accurate and anyone on the team can pick up the history
Use AI tools for account research, meeting prep, call notes, and first drafts of outreach, then review and personalize everything before it reaches a customer
Keep deal stages, amounts, close dates, and next steps current, and forecast with confidence
Share what you learn from the market with Product and Marketing so our messaging and roadmap stay grounded in what buyers need
What You Bring
Required
5+ years in a quota-carrying sales role, including at least 3 years selling SaaS in education technology: higher education, K-12, career and technical education, enterprise learning, or a combination
A track record of meeting or exceeding quota on new business
Comfort with cold calling and outbound prospecting, and experience turning a target account list into pipeline
Excellent written, verbal, and presentation skills, from a cold email to a faculty demo to a pitch for a dean or district leadership
Detailed, consistent CRM tracking of contacts, activities, and opportunities
Practical experience using AI tools to research, prepare, and work faster, with the judgment to keep customer relationships personal
A strong work ethic and the habit of taking initiative and ownership of your results
Openness to coaching and feedback, with excitement to learn, grow, and contribute to a growing team
Preferred
Experience selling to business schools
Experience selling into higher education
Experience expanding a single-department or single-course adoption into a campus-wide or institution-wide agreement
HubSpot experience
Experience with longer sales cycles and complex buying groups, including procurement, RFPs, and purchase orders
Startup or small team experience
Familiarity with computer science, AI, or technical skills education
Eastern, Central, or Mountain time zone work location
Compensation and Benefits
$80,000-$110,000 base salary, depending on experience, plus commission (OTE $155,000+)
Affordable health, dental, and vision insurance plans, including options that cover 100% of employee premiums, with generous dependent premium coverage
Peace of mind with a company-paid life insurance policy
Automatic retirement savings with a 3% employer 401(k) contribution, no match required
Time to recharge with flexible paid time off and 11 paid company holidays
Freedom to manage your schedule and workload in a fully remote environment
Equal Opportunity
Codio is proud to be an equal opportunity emplo...