Senior Director, Industry Strategy and Revenue

ESSENTIAL FUNCTIONS AND RESPONSIBILITIES

Industry Strategy Thought Leadership and Executive Engagement (30%)

Set and execute the organizations industry strategy related to vendor engagement sponsorships certifications and market-facing programs.

Lead the organizations thought leadership in the edtech procurement spaceadvancing a vision that reduces friction between education buyers and sellers while ensuring high-quality research-based solutions are the ones that get purchased.

Position the organizations thought leadership as a driver of philanthropic investment making the case that ongoing innovation in edtech procurement and quality assurance merits sustained funding.

Serve as the organizations senior-most industry-facing representative for engagements beyond conference sponsorship establishing trust and credibility with high-value partners at the executive level.

Build relationships with industry leaders and cultivate early-stage interest in broad multi-offering partnershipsthen transition ongoing management to the Senior Sales Manager for execution and account stewardship.

Translate K12 system needs and market signals into compelling value propositions for industry partners and funders.

Ensure the industry strategy aligns with the organizations mission values and long-term goals.

Industry Product Portfolio Oversight (20%)

Directly lead the strategy design and execution of the Solutions Summit at the annual ISTEASCD conference ensuring it delivers value to both industry exhibitors and educator attendees.

Supervise and develop the designated product leaders for the ISTEASCD Seal EdTech Index and coLabproviding strategic direction coaching removing barriers and ensuring alignment with organizational goals and revenue targets.

Set portfolio-level priorities ensuring resources and attention are allocated appropriately across offerings based on market opportunity maturity and strategic value.

Monitor product-level performance data (engagement revenue satisfaction renewal rates) across the portfolio to inform investment iteration or sunsetting decisions.

Ensure coherence across the product portfolio so that offerings reinforce one another and present a unified value story to industry partners.

Coordinate with content technology events and membership teams to ensure integrated product execution.

Industry Revenue and Sales Oversight (20%)

Own the strategy for industry-facing revenue including product revenue advertising custom content certifications and ticketed events.

Provide direct supervision and performance management for industry sales roles including the Senior Sales Manager EdSurge.

Set annual revenue targets pricing approaches and performance metrics in collaboration with executive leadership.

Review and approve sales strategies partnership packages and deal structures.

Monitor sales pipelines forecasts and conversion performance; intervene as needed to address risks or gaps.

Ensure revenue activities align with brand standards editorial independence and partner value expectations.

Business Development and Strategic Partnerships (15%)

Cultivate and steward relationships with vendors corporate partners and sponsors aligned to industry programs and products.

Identify new revenue opportunities and partnership models that advance reach relevance and sustainability.

Support proposal development renewals and partnership negotiations tied to industry offerings.

Represent the organization in complex partnership discussions and negotiations.

Organizational Strategy and Advisory Support (15%)

Advise executive leadership on industry trends market dynamics product performance and revenue implications.

Ensure industry initiatives and products are aligned with organizational priorities and risk tolerance.

Contribute to executive decisions related to launching refining or sunsetting industry-facing offerings.

Act as a bridge between external market insight product intelligence and internal strategic planning.

QUALIFICATIONS

Knowledge

Masters degree with 812 years of experience in education technology industry engagement revenue strategy product management or partnership leadership or an equivalent combination of education and experience.

Deep understanding of K12 education systems edtech markets and industry purchasing behavior.

Experience monetizing programs events certifications or sponsorships in mission-driven organizations.

Familiarity with product management principles and experience overseeing product leaders responsible for programs platforms or certification offerings.

Skills and Abilities

Strong strategic analytical and commercial judgment.

Ability to convert organizational credibility into sustainable earned revenue.

Product leadership skills including the ability to set portfolio-level direction supervise product leaders and manage offerings at different stages of maturity.

Excellent communication negotiation and relationship-building skills.

Demonstrated ability to coordinate complex cross-organizational engagementsestablishing executive-level trust with high-value partners and transitioning relationships to sales leadership for ongoing management.

Experience supervising sales or revenue-aligned roles.

Ability to articulate a compelling thought leadership narrative that attracts both industry partners and philanthropic funders.

Ability to manage complex initiatives and lead cross-functional teams spanning product sales content events and technology.

Critical Success Factors / Leadership Attributes

Builds and develops high-performing teams with clear accountability.

Exercises sound judgment and discretion in complex high-visibility environments.

Encourages collaboration and shared ownership of outcomes.

Executes with discipline by setting clear plans monitoring progress and delivering results.

Balances product innovation with revenue responsibility ensuring offerings are both mission-aligned and commercially viable.

Experience

812 years of experience in education technology industry engagement partnerships product management or revenue-generating programs.

Proven experience overseeing industry-facing sales or revenue portfolios.

Track record of growing earned revenue while maintaining mission and brand integrity.

Experience managing or providing strategic oversight of product leaders and product lines including certification programs or platform-based offerings.

Experience serving as a primary point of coordination for complex multi-stakeholder industry relationships at the executive level.

Experience developing thought leadership or strategic narratives that have attracted philanthropic or grant funding.

Experience working with edtech companies and understanding market dynamics.

WORK ENVIRONMENT

Normal demands associated with a deadline-driven office environment.

Daily interaction with external partners vendors and internal teams at all levels of the organization.

PHYSICAL DEMANDS

Ability to remain at a desk for extended periods.

Ability to communicate and exchange information.

Ability to operate standard office equipment.

Ability to travel to off-site meetings and events.

Ability to lift or move objects weighing up to 10 pounds.

LOCATION REQUIREMENT

Priority will be provided to candidates living in the DC Metro area (MD DC or Northern VA).

This role requires on-site presence at the Arlington VA office one day per week