Director of Enterprise Partnerships

At ClassLink, we believe learning should be accessible, engaging, and empowering for every student, every educator, everywhere. That’s why we build secure, intuitive tools that empower more than 26 million students and educators worldwide. From simplifying access with single sign-on, to advancing equity with usage analytics, to automating secure rostering, our platform helps schools focus on what matters most: teaching and learning.

We’re not just building tools, we’re building what’s next in education. By removing barriers and enabling data-driven decisions, our solutions help educators lead with confidence and students thrive in and out of the classroom every day.

Our team is driven by purpose and grounded in three core values:

• Strive to Grow - always learning, improving, and innovating.
• Deliver Worthwhile Experiences - for our users, our partners, and each other.
• Contribute with Heart - putting people first in everything we do.

These values shape how we work, innovate, and support the communities we serve. If you’re ready to do work that makes a real difference, and grow alongside a team that values collaboration, support, and continuous improvement. ClassLink is the place for you.

ClassLink has one of the largest partner networks in K-12 EdTech, and we’re just starting to realize its full potential. We’re looking for a builder: someone who sees an unmapped landscape and gets excited, not intimidated.

The Director of Enterprise Partnerships doesn’t come with a finished playbook. You will be designing the commercial model for how ClassLink’s partner ecosystem generates value: for our partners, for the districts we serve, and for the company. That means rolling up your sleeves, making decisions in ambiguity, and earning trust with partners who’ve been with us for years.

If you’re motivated by mission, energized by building something from scratch, and have the commercial instincts to turn relationships into revenue without burning them down, we want to hear from you.

Responsibilities:

Build the commercial model :

• Design revenue frameworks including: referral fees, revenue share, tiered programs, co-sell arrangements
• Transition long-standing free partnerships to paid structures
• Own a partner revenue number and build the pipeline to hit it

Serve enterprise districts through partners

• Ensure partners are genuinely ready to support large, complex school districts : technically, operationally, and from a compliance standpoint (FERPA, COPPA, state reqs)
• Build enablement tools : playbooks, readiness reviews, escalation paths that scale partner quality without requiring hand-holding
• Be the internal voice of what districts actually need from our partner ecosystem

Manage and grow top partnerships

• Own ClassLink’s most strategic partner relationships and expand their commercial scope over time
• Negotiate complex agreements with a focus on long-term partnership health, not just deal terms
• Identify upsell, cross-sell, and joint-solution opportunities across the existing partner base

Work across the company

• Partner closely with Sales, Product, Finance, and Client Services to build and execute the partner roadmap
• Represent ClassLink at key industry events (ISTE, FETC, BETT) and build relationships that open doors
• Help shape how ClassLink talks about and packages partner value : internally and externally

NOTE: This job description is not intended to be all-inclusive. Employees may be asked to perform other related duties as negotiated to meet the ongoing needs of the organization.

The ideal candidate will be:

• Entrepreneurial and proactive. You enjoy building programs, partnerships, and processes from the ground up and thrive in fast-moving, evolving environments.
• Business-minded and relationship-focused. You can develop strategic partnerships, negotiate agreements, and drive revenue growth while maintaining strong, trusted relationships.
• Passionate about education. You are motivated by making an impact in K–12 education and understand the importance of supporting schools, educators, and students.
• Collaborative and adaptable. You communicate effectively with partners and internal teams, helping guide organizations through change with transparency and trust.
• Comfortable navigating ambiguity. You can operate independently, prioritize effectively, and create structure where processes and playbooks are still being developed.

Requested Experience and Education:

• Bachelor’s degree required
• 8–15+ years of experience in partnerships, business development, alliances, or related roles, preferably within education, SaaS, or technology organizations. Experience growing or monetizing strategic partner ecosystems is a plus.
• Background in EdTech, K-12, or other mission-driven, relationship-heavy B2B markets
• Familiarity with K-12 procurement, district buying cycles, or the EdTech vendor landscape
• Experience launching a formal partner program (tiered models, certification frameworks, marketplace economics)

Communication & Collaboration

• Excellent written and verbal communication skills, including the ability to translate technical details for non-technical stakeholders
• Exceptional organizational, problem-solving, and customer service skills
• Demonstrated ability to influence cross-functional teams and build trust-based relationships
• Strong presentation and facilitation skills

Work Style & Availability

• Self-starter with a results-driven mindset and a collaborative, team-oriented attitude
• Comfortable operating in a dynamic, fast-paced, and evolving 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 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 voluntary options including supplemental life, accident, and pet insurance

Perks:

• Volunteer Time Off: Give back through ClassLink Cares paid volunteer days
• Lifelong Learning: Tuition reimbursement for continued education
• Growth & Development: Coaching and internal programs to support career and personal growth
• Supportive Culture: A workplace that values curiosity, compassion, and continuous learning
• Connection & Community: Annual company retreats and team events with bright, fun coworkers

At ClassLink, we believe the best ideas come from bringing together diverse perspectives. We are committed to building a team that reflects the diversity of the communities we serve and fostering a workplace where every team member feels valued, respected, and empowered to grow.

ClassLink is proud to be an equal opportunity employer. We welcome candidates of all identities, backgrounds, and experiences, and we do not discriminate on the basis of race, color, religion, sex, gender identity, sexual orientation, national origin, age, disability, veteran status, or any other legally protected characteristic.

ClassLink is powered by passionate people dedicated to improving learning in classrooms everywhere. We do this by creating and delivering great products and having fun along the way. Learn more about us at www.classlink.com.