Job Title Director, One-on-One Advising, Innovation & Advising Job Description For more than 80 years, Kaplan has been a trailblazer in education and professional advancement. We are a global company at the intersection of education and technology, focused on collaboration, innovation, and creativity to deliver a best-in-class educational experience and make Kaplan a great place to work. The future of education is here and we are eager to work alongside those who want to make a positive impact and inspire change in the world around them. The Director of 1:1 Admissions Consulting leads the growth and delivery of Kaplan's premium advising practice. This role drives revenue by leading a high-performing sales team, personally conducting consultations, and partnering with marketing to continuously grow consultation volume, all while maintaining the quality standards that keep clients satisfied and referring others. Success here means more families served, stronger outcomes, and robust growth. Primary/Key Responsibilities - Drive Sales Growth: Develop and execute strategies to grow revenue for the 1:1 advising practice, including team goal-setting, pipeline management, and conversion rate improvement across every stage of the funnel. Continuously evaluate performance and adjust tactics to accelerate growth. - Lead Sales as a Player-Coach: Personally conduct sales consultations to close new clients while modeling the consultative approach expected of the team. Build team capacity to convert high-intent families into clients through ongoing coaching and call review. - Manage and Develop the Advising Team: Recruit, onboard, coach, and performance-manage a team of admissions consultants to ensure consistent, high-quality delivery across all client engagements. Build a culture of accountability and continuous improvement. - Own Client Satisfaction: Monitor client satisfaction metrics across the full engagement lifecycle, from initial consultation through application submission. Identify gaps, implement corrective actions, and ensure clients consistently receive outcomes that justify their investment. - Maintain Engagement Quality Standards: Establish and enforce quality standards for every client touchpoint, including session structure, communication cadence, and deliverable quality. Conduct regular case reviews to ensure consultants are performing at the expected level. - Grow Consultation Volume: Develop and test new tactics to increase the number of qualified consultations entering the pipeline, including referral programs, outreach strategies, and conversion optimization. Rapidly scale what works and cut what doesn't. - Partner with Marketing to Drive Awareness: Collaborate with the marketing team to align campaigns, content, and lead generation efforts with the realities of the sales funnel. Provide frontline insight into what prospective clients respond to and where leads are dropping off. - Serve as the Face of Kaplan's 1:1 Practice: Lead webinars, live events, and speaking engagements that build brand credibility and generate demand for the advising practice. Represent Kaplan's expertise in college admissions to students, families, and institutional partners. Minimum Qualifications - Bachelors in Business, Education, Marketing and/or related field - Minimum of 5 years of experience in a leadership role within the education, advising, or related sector. - Consultative sales skills with a demonstrated ability to close in a high-consideration, relationship-driven environment - Team leadership and performance management, including coaching, feedback, and accountability - Strong verbal and written communication; able to engage effectively with students, parents, and internal stakeholders - Analytical ability to track and act on sales and satisfaction metrics - Organizational skills to manage multiple client engagements and team workflows simultaneously - CRM proficiency (Salesforce or equivalent) for pipeline management and reporting - Working knowledge of the college admissions process, application timelines, and selective admissions strategy - Ability to interpret performance data and translate it into operational decisions Preferred Qualifications - Master’s Degree - Understanding of K12 and College Admissions markets Beyond base salary, our comprehensive total rewards package includes: - Remote work provides a flexible work/life balance - Comprehensive Retirement Package automatically enrolled in The Company Contribution Plan (8-10% annual company contribution based on tenure) - Our Gift of Knowledge Program provides tuition assistance and substantial discounts for our employees and close family members - Comprehensive health benefits new hire eligibility starts on day 1 of employment - Generous Paid Time Off includes paid holidays, vacation, personal, sick paid time-off, plus one (1) volunteer day and one (1) diversity and inclusion day to participate and give back to our local communities We are committed to providing a supportive and rewarding work environment where every employee can thrive. You can learn more about our full benefits package and total rewards philosophy here. At Kaplan, we believe in attracting, rewarding, and retaining exceptional talent. Our compensation philosophy is designed to be competitive within the market, reflecting the value we place on the skills, experience, and contributions of our employees, while taking into account labor market trends and total rewards. For full-time positions, Kaplan has three Salary Grades. This position is Salary Grade B: $64,819 to $162,047. The specific compensation offered will be determined by a variety of factors, including but not limited to the candidate's qualifications, relevant experience, education, skills, and market data. We are an equal opportunity employer and comply with all applicable federal and state wage laws. #LI-Remote #LI-JB1 Location Remote/Nationwide, USA Additional Locations Employee Type Employee Job Functional Area Business Unit 00074 Kaplan Pre-College Diversity & Inclusion Statement: Kaplan is committed to cultivating an inclusive workplace that values diversity, promotes equity, and integrates inclusivity into all aspects of our operations. We are an equal opportunity employer and all qualified applicants will receive consideration for employment regardless of age, race, creed, color, national origin, ancestry, marital status, sexual orientation, gender identity or expression, disability, veteran status, nationality, or sex. We believe that diversity strengthens our organization, fuels innovation, and improves our ability to serve our students, customers, and communities. Learn more about our culture here. Kaplan considers qualified applicants for employment even if applicants have an arrest or conviction in their background check records. Kaplan complies with related background check regulations, including but not limited to, the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act. There are various positions where certain convictions may disqualify applicants, such as those positions requiring interaction with minors, financial records, or other sensitive and/or confidential information. Kaplan is a drug-free workplace and complies with applicable laws.

The driving force behind our success has always been the people of AspenTech. What drives us, is our aspiration, our desire and ambition to keep pushing the envelope, overcoming any hurdle, challenging the status quo to continually find a better way. You will experience these qualities of passion, pride and aspiration in many ways — from a rich set of career development programs to support of community service projects to social events that foster fun and relationship building across our global community. The Role We are seeking a Director, Sales (North America New Business) to report to the VP, Sales. In this position, you will be responsible for new business sales of Digital Grid Management’s (DGM) automation solutions including SCADA, GMS, EMS, ADMS, OMS, DERMS to electric utilities or large industrials throughout North America. As a Director, you will lead and manage a team of sales Account Managers who are responsible for the sales and customer satisfaction of DGM’s new accounts. Your Impact - Provide leadership in the areas of strategic growth and market penetration in the assigned territory. - Build and execute account plans and strategies to achieve sales goals and business unit growth. - Manage portfolio of accounts, identify & propose qualified accounts, and establish list of target and strategic utility accounts. - Manage sales efforts and pursue sales leads. - Work with proposal and project delivery teams to ensure best in class technical and commercial offers to customers. - Manage customer relationships. - Conduct effective sales presentations addressing the business needs of the customer and propose value-added solutions. - Negotiate and close sales contracts. - Develop and maintain knowledge of the market, trends and issues to effectively apply DGM’s products and services to meet customer’s unique business goals. - Contribute market requirements to the product development team. - Identify growth opportunities with each account to expand the business. What You'll Need - Bachelor's degree in business, engineering, or related technical field. - 10+ years of proven success in SCADA and automation marketing and/or sales. - Established connections within the utilities market. - Strong interpersonal, presentation and communication skills. - Goal-orientated with a drive to win and achieve meaningful and tangible results. - Able to plan and execute responsibilities with minimal direction. - Knowledge of industry standard SCADA software platforms. - Ability to travel up to 40%. #LI-BC1

US Salary Range: $143,000 - $175,000 w/15% annual bonus About Us Bonterra exists to propel every doer of good to their peak impact. We measure that impact against our vision to increase the giving rate as a percentage of GDP from 2% to 3% by 2033. We know that this goal is lofty, but we are confident that the right technology and expertise will strengthen trust in the sector, allowing the social good industry to accelerate growth and reach peak impact. Bonterra's differentiated, end-to-end solutions collectively support a unique network of over 20,000 customers, including over 16,000 nonprofit organizations and over 50 percent of Fortune 100 companies. Learn more at bonterratech.com. About the Role We’re hiring a Director of Customer Success who will lead a Customer Success team that works directly with our Case Management customers across the full customer lifecycle. This role will report to the SVP of Customer Success and be their trusted lieutenant for proactively orchestrating customers’ activation, onboarding, adoption, engagement, value achievement, retention, and expansion. This is an important and exciting role that offers the opportunity to make a significant impact to the thousands of Mission-driven organizations delivering direct services to vulnerable populations. Case Management’s Customer Success department owns the long-term relationship with our customers, and this role directly influences their experience and value realization. The successful candidate will be required to contribute to and deliver on departmental strategies to achieve company objectives and metrics, all while working closely cross-functionally to ensure a positive overall customer experience. The ideal candidate brings strong people management, a data-driven operating mindset, deep familiarity with the full Customer Success lever set, and the ability to build programs that scale without sacrificing customer outcomes. Responsibilities: Improve Your Teams’ Delivery of the Customer Journey - Deeply understand Case Management products and how our products and services can be used by customers to achieve their goals / desired outcomes and realize value - Define, implement, and maintain customer journey playbooks for your teams to consistently and proactively orchestrate our customers’ journey toward achieving their desired outcomes with our products and services - Incorporate self-service and technology-assisted touchpoints that keep customers engaged and progressing toward value at every stage - Demonstrate fluency across the full Customer Success lever set - high-touch, pooled, low-touch, and tech-assisted - and know how to sequence and combine them effectively for a mid-market customer base - Leverage AI-assisted tools and workflows to improve CS operations - including predictive risk scoring, automated escalation triggers, and intelligent segmentation - and champion practical AI adoption within your team - Build a culture of data-driven decision-making, using health scores, product usage signals, and engagement data to forecast risk, identify expansion opportunities, and measure program effectiveness Focus on Customer Value - Develop your team's organizational change management expertise so they can guide customers through adopting Case Management products and help those customers manage change within their own organizations - Implement and promote the Challenger approach among your team members - Define, drive, and demonstrate the customer value (ROI) delivered by Case Management's products and services - Hold your team members accountable to deeply understand our customers’ goals / desired outcomes and guide those customers toward achieving those outcomes - Manage escalations from your direct reports and follow a methodical escalation process to executives when necessary Drive Customer Revenue Expansion - Help define CSM involvement during the initial sale, renewal, and up-sell portions of the customer journey - Align Customer Success with the Sales and Marketing teams on renewal and up-sell strategy, ensure smart hand-offs, and help everyone focus on customers’ desired outcomes and selling with a retention focus - Collaborate with peers to provide feedback to Sales and Marketing on their prospecting approach and compliance with ideal customer profile(s) Cultivate a Customer-Centric Culture - Foster company-wide culture of Customer Success - Support company-wide definition(s) of “ideal customer” by product and segment - Contribute to a company-wide customer feedback loop (i.e., Voice of Customer) processes, especially gathering and acting on feedback from other teams and departments (e.g., Support, Renewals & Expansion, Sales, Marketing, Professional Services, Product) to improve our customers’ experience - Collaborate with your peers to clarify ownership for each touchpoint and internal process of the customer journey - Advocate for changes in other departments’ ways of working and collaborate with them to implement improvements Customer Success Tech Stack - Be an exemplary user of our Customer Success tech stack and promote your team’s and colleagues’ adoption of key processes in our CS tech stack and make it Case Management’s best source of truth for customer health, engagement, and CS metrics - Work with CS colleagues to create and refine dashboards and reporting to measure customer health and success - Collaborate with colleagues to implement ideas for using our tech stack to create scale for your teams while also improving customer experience and outcomes Own Key Team Metrics and Support Departmental and Company Metrics - Customer and revenue retention (gross and net) - Product adoption and scaled engagement effectiveness (activation and adoption rates, time to first value, verified outcomes, executive engagement, open and click-through rates, program completion rates, etc.) - Customer Success Qualified Leads (CSQLs) - Net Promoter Score (NPS) - Employee engagement metrics Own the Financial Models and Forecasts for Your Teams - Demand and capacity models - Budget and expenditure models - Retention forecasting and other key metrics (e.g., risk, churn, up-sell rates) - Others as defined over time Recruit, Groom, and Inspire a World-Class Team - Build a pipeline of great candidates - Establish a rigorous interview process - Set expectations on performance and provide constructive, timely feedback to team members - Communicate and incent your team members’ individual and team performance - Expand training and mentoring to grow your team members - Manage out underperformers Propose improvements to your team’s organizational structure - Define segmentation of the customer portfolio (as appropriate) - Implement and improve on the Success competency model, particularly for your team - Be informed of market compensation Achieve Operational Excellence - Continuously communicate metrics to team - Analyze and report on metrics to the SVP, Customer Success, CCO, and other executive stakeholders Qualifications: - Experience in a Customer Success managerial role responsible for revenue retention (GRR/NRR) within a SaaS environment serving Small-to-Medium-Business (SMB) and Mid-Market customers, with direct ownership of customer outcomes and retention strategy - Demonstrated ability to build and execute retention strategies at the portfolio level - including early risk identification, escalation frameworks, save plays, and executive engagement to forecast renewals and churn outcomes with accuracy - Experience preparing and presenting capacity planning models and forecasts to senior leadership - Proven ability to build and operate Scaled or Tech-Touch CS models, including customer segmentation frameworks that align human intervention levels to customer value, complexity, and lifecycle stage - Experience leading or closely partnering with Digital CS or Customer Marketing functions to develop programmatic engagement strategies (e.g., onboarding email sequences, health-based triggers, NPS follow-up workflows) that complement high-touch CSM coverage - Demonstrable experience using data to manage Customer Success functions, including customer health scoring, leading indicators of churn, and portfolio-level performance reporting - Strong people management skills, with experience leading teams through organizational change, including the introduction of new CS models, tooling, or coverage structures - Professional-grade communication and presentation skills; comfortable presenting strategy and results to C-level executives - Effective organizational change management skills, both internally (team) and externally (customers) - Humble and friendly personality with strong listening skills and openness to input from other team members and departments - An extreme sense of ownership for assigned responsibilities - Superior technology skills, especially with applications across the CS tech stack (e.g., Salesforce, Pendo, Zendesk, Five9, AskNicely, FullStory, Intercom), with particular emphasis on leveraging these tools to build scalable, automated customer programs At Bonterra, we’re building AI-powered tools to solve real human challenges—and we want teammates who share that enthusiasm. We value people who will champion AI and bring diverse perspectives from different industries, backgrounds, and cultures. Together, we create AI that breaks down barriers, empowers communities, and delivers better outcomes. At this time, we are unable to consider candidates who require current or future sponsorship for employment authorization. ____________________________________________________________________________________ Our Culture At Bonterra, we’re innovating with a higher purpose: to increase giving to 3% of US GDP by 2033, creating $573 billion more in global impact every year. At Bonterra, we foster an inclusive, equitable culture where every team member belongs and contributes to meaningful impact. Read more about our values and culture here. Compensation & Benefits We offer a comprehensive benefits package that supports your health, well-being and growth - explore full details here. Compensation and benefits for this role apply to full-time employees in the United States and may vary based on local standards, laws and norms. Pay is determined by location, skills, experience, and education, and is one part of Bonterra’s total rewards package, which may also include bonuses, incentives, equity, and a comprehensive benefits program. ____________________________________________________________________________________ Equal Opportunity & Accommodations At Bonterra, we are proud to be an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We provide equal employment opportunities without regard to race, color, religion, sex (including pregnancy, sexual orientation, or gender identity), national origin, age, disability, veteran status, or any other characteristic protected by law. If you require a reasonable accommodation during the application process, please submit a request.

• Lead the development and execution of a repeatable opportunity-sourcing system • Engage with market, startup ecosystems, customers, and internal resources • Define and maintain formal opportunity qualification criteria • Construct and manage a ranked venture backlog • Launch prototypes and pilots required to produce validated business potential • Personally participate in venture builds, customer onboarding, and validation discussions • Apply risk-adjusted investment logic and run weekly venture reviews • Own promotion readiness and handoff to business units • Track and report on success metrics • Prevent zombie initiatives and premature scale pressure