Director of Partnerships (Account Executive)

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

Compensation Range: $80K - $110K