• Own top-of-funnel conversion from MQL to qualified opportunity • Deliver predictable, high-quality pipeline to the sales organization • Define and enforce SLAs across marketing and sales • Hire, coach, and scale a high-performing Revenue Development team • Establish role specialization, performance standards, and career paths • Partner with Marketing to translate campaigns into effective account-level execution • Build strong alignment with AEs to ensure high-quality handoffs and follow-through • Oversee targeted outreach programs, ABM-style plays, and workshops • Drive ongoing experimentation in messaging, channels, and engagement strategies • Own funnel analytics and continuously improve conversion rates and pipeline quality

Role Description The Director of Higher Education Strategy supports Project Kitty Hawk (PKH) in extending the benefits of public higher education to all North Carolinians. This position is an experienced relationship manager who is familiar with public university operations and the adult learner market, thrives on building lasting relationships with UNC System Office leaders and prospective university partners, and has experience nurturing university and System relationships into formal partnerships that drive university and company growth. The role requires background experience in: - Higher education leadership to facilitate strategic and productive engagements at all levels of PKH’s current and prospective partner institutions, including senior university leadership. - Continuous improvement in university practice and process, including admissions, enrollment management, and student success. - Ability to distill key lessons from work with individual universities to inform University System policy, practice, and procurement. - Prospecting and account management to build relationships and nurture new partnerships. - Internal project and process management to strengthen relationships through transparent and replicable university engagements. This position requires strong self-motivation, a team-oriented mindset, and the ability to pivot quickly and decisively in a fast-paced environment. What you'll do: - FASTER Initiative Coordination: - Execute the day-to-day operations of the FASTER initiative. - Utilize project and process management skills to ensure transparent and repeatable delivery of consulting services, specifically the development of the project plans, interview schedules, and final deliverable preparation. - Measure and report on the progress of initiative-specific milestones and the overall health of campus partnerships. - Partnership Development (Business Development): - Build and manage a pipeline of prospective UNC System and national university partners, from initial prospecting through close. - Lead solution-scoping conversations with university leadership, translating institutional challenges (enrollment, retention, student success) into partnership opportunities. - Support development of scope documents and foundational partnership contracts, including drafting agreements and facilitating final delivery. - Lead transition phases from prospect to client, collaborating closely with Partnership Success to ensure seamless onboarding and integration. - Drive cross-functional collaboration with marketing, admissions, student services, and partnership success teams to identify new solutions that respond to the pressing needs of the UNC System and the state. - Conduct market viability assessments using UNC System and national datasets to build a deep knowledge of potential partners’ vision, programs, and objectives. - Informing System Strategy, Policy and Solutions: - Develop mechanisms to synthesize lessons learned from FASTER initiative, partnership success, and student operations to inform UNC System President and System Office staff on opportunities for System-wide improvement. - With support from PKH colleagues, position PKH and its partners as a “test bed” for innovative practices, including facilitating implementation and evaluation of innovative practices and synthesizing results for university and System-level leaders. - By tapping networks across university partners and the System Office, examine gaps and pain points in university- and System-level practice and identify opportunities for PKH to address those gaps and pain points. Qualifications - Bachelor’s degree required; experience in partner and account management or business development. - 5+ years of experience in higher education, public policy, nonprofit management, or consulting. - Proven track record of consultative or solution-based selling, ideally within higher education or edtech. - Direct experience in university consulting, advising institutional leadership on enrollment, student success, or operational improvement. - Experience managing and growing a partnership or sales pipeline. - Excellent communication skills and can communicate, present, and influence credibly and effectively at all levels of an organization, including executive and C-level. - Natural relationship builder with integrity, reliability, and maturity. - Driven to care for the partnership and its stakeholders, ensuring their needs are met and finding opportunities to make each partnership successful. - Knowledge of public higher education, adult learners, and online delivery. - Have a knack for navigating change and a willingness to think creatively to solve a problem. - Effectively manage ambiguity. - Understand (or know how to discover) what the partnership’s stakeholders care about and how to support their goals, strategic plans, values, and mission. - Demonstrated ability to work constructively with cross-functional teams. - Ability to work independently within a complex environment, to drive recommendations to stakeholders and to juggle multiple initiatives at once. Benefits - Comprehensive benefits package that includes full medical/dental/vision coverage. - 401K with match. - Generous time-off policy with paid volunteer time. - Competitive salaries with the potential for performance bonus. - Remote working flexibility.

• Define and execute the Internal IT roadmap, aligning technology initiatives with business growth, operational priorities, and workforce needs. • Own end-user computing services including laptops/desktops, mobile devices, peripherals, collaboration platforms, and SaaS productivity tools. • Manage identity and access workflows that support efficient employee access to systems and applications, in coordination with Information Security. • Drive standardization, automation, and simplification of Internal IT operational processes.

Role Description The Associate Director, Field Systems & Technology enables field teams to effectively execute by ensuring field‑facing systems—primarily CRM and related tools—are intuitive, aligned to field workflows, and clearly understood. Reporting to the Director of Field Enablement, this role focuses on adoption, usability, and field readiness, while also serving as the enablement lead for defining business requirements and CRM enhancements. This role translates field needs into well‑defined system requirements and translates system changes back into simple, actionable guidance for field leaders and frontline teams. Key Responsibilities - Field Enablement & Adoption - Serve as the enablement owner for field-facing systems, ensuring tools support how the field works. - Enable field leaders and frontline teams to understand what systems do, how to use them, and why they matter. - Develop and deliver enablement assets (job aids, walkthroughs, FAQs, training content) tied to system usage. - Support system rollouts and updates with a strong emphasis on change management, clarity, and adoption. - Act as a trusted point of contact for field leaders on system usage, data visibility, and workflow questions. - Partner with the Training team to help accelerate the learning of field representatives to improve their business acumen and territory planning skills. - Business Requirements & CRM Enhancements - Translate field needs, execution challenges, and enablement priorities into clear business requirements. - Partner with Field leaders, Analytics, and IT to define CRM and system enhancement requirements. - Create and maintain requirement documentation (user stories, use cases, acceptance criteria) grounded in field workflows. - Participate in solution design reviews to ensure enhancements are field‑friendly and enablement‑ready. - Support UAT from a field enablement perspective, validating usability and clarity. - Lead a cross-functional team to establish governance related to Veeva Platforms including Veeva CRM. - Field Workflow & Tool Alignment - Ensure CRM and related tools align with call planning, account management, targeting, and execution workflows. - Identify friction points where systems create confusion or slow execution, and recommend improvements. - Help standardize best practices for how tools are used across the field. - Reinforce consistent usage through enablement and leadership alignment rather than enforcement. - Data Translation & Field Communication - Translate system data, logic, and outputs into plain‑language explanations for field audiences. - Help field leaders understand how data is generated, where it lives, and how to use it effectively. - Support leadership communications related to system changes and data interpretation. - Cross‑Functional Partnership - Partner closely with the Director of Field Enablement to align systems work to enablement priorities. - Collaborate with IT, field leaders, Analytics, Compliance, and vendors to deliver field‑ready solutions. - Represent the voice of the field in system planning and prioritization discussions. - Provide input into broader field enablement initiatives tied to execution effectiveness. Qualifications - 8+ years of experience in Field Enablement, Sales Operations, Commercial Operations, or Systems Enablement. - Experience defining business requirements for CRM or field tool enhancements. - Strong ability to translate between field needs, system functionality, and technical partners. - Experience supporting field leaders and frontline teams in a distributed sales organization. - Excellent communication, facilitation, and change‑management skills. Preferred Qualifications - Experience with CRM platforms (e.g., Veeva CRM or similar). - Experience in life sciences, healthcare, or complex B2B field environments. - Familiarity with call planning, targeting, or territory workflows. - Experience partnering with IT without being embedded in IT. U.S. Pay Range $174,300.00 - $235,700.00. The pay range reflects the full-time base salary range we expect to pay for this role at the time of posting. Base pay will be determined based on a number of factors including, but not limited to, relevant experience, skills, and education. This role is eligible for an annual short-term incentive award (e.g., bonus or sales incentive) and an annual long-term incentive award (e.g., equity). Benefits - Comprehensive benefits including medical, dental, and vision coverage. - Life and disability insurance. - Lifestyle reimbursement program. - Flexible spending and health savings accounts. - 401(k) with a generous company match. - Paid time off, wellness days, holidays, and two company-wide recharge breaks. - Generous family resources and leave.