Partnership Acquisition Manager

Description

Company Description:

EDMO is an education nonprofit that provides equitable access to out-of-school learning opportunities designed to help every person cultivate a sense of self, own their impact, and show up in the world with curiosity, courage, and kindness. Since 2004, our award winning camps, classes, tutoring programs have engaged kids' minds and bodies. All EDMO programs are hands-on, interactive, and built to unlock the inner scientist, artist, or coder in every kid. Team members enhance social-emotional skills such as collaboration and empathy alongside our campers, making EDMO an environment where all people grow.

Mission

The mission of EDMO is to make equitable, high-quality Science Technology Engineering Arts and Math (STEAM) and Social Emotional Learning (SEL) programs accessible to all communities in order to cultivate curious, courageous and kind humans everywhere.

Position Summary

We are seeking a dynamic Partnership Acquisition Manager to join our mission-driven team at EDMO, a leading educational non-profit specializing in STEAM and SEL expanded learning programs. This position is expected to drive a consistent 10% year-over-year growth in partnership contract revenue. This role is pivotal in growing our impact by partnering directly with school districts and schools across California, co-designing custom after-school, intersession, and summer learning programs that meet the unique needs of students and communities.

The ideal candidate is a strategic relationship-builder with experience in educational sales, a passion for equity in learning, and a collaborative mindset. This position is accountable for quality and quantity of RFP submissions, navigating key funding streams such as ASES and ELO-P, and developing scalable outreach and sales strategies to expand our network of district and school partners.

Key Results (KPIs)

• Weighted pipeline coverage: 2x annual income goal
• Annual contracted revenue growth: greater than10% increase over prior year
• Contract renewal rate: greater than 90%
• RFP win rate: greater than 30% of submissions
  
  

Primary Duties/Responsibilities

• RFP & Proposal Management
• Lead the end-to-end process of responding to RFPs issued by districts and schools, collaborating with multiple departments, including Programs and Development, to ensure proposals are aligned with partner needs.
• Generate 75% in annual revenue through successful RFP submissions, maintaining a greater than or equal to 30?% win rate across priority districts.
• Proactively prospect for new RFP opportunities across key markets and identify upcoming funding and partnership windows.
• Build and maintain an RFP cycle/calendar (including renewals and anticipated releases) for target districts and schools, tracking timelines, submission deadlines, and renewal periods to stay ahead of opportunities.
• Track and manage all RFP opportunities, submissions, deadlines, and outcomes in coordination with the CRM.
• Develop a library of proposal content and templates to streamline future RFP responses.
• Ensure compliance with all district and school requirements in submissions and presentations.
  
  

Outreach & Referrals

• Develop and execute email and phone outreach strategies in collaboration with the Communications team to engage new and existing district partners.
• Execute 50 net-new outreach touches per week (calls, emails, LinkedIn) and achieve a 15?% first-meeting conversion rate.
• Oversee and refine sales outreach processes, collaborating with Systems to identify and implement automation opportunities to increase efficiency and reduce manual tasks.
• Design and implement a referral strategy to encourage existing partners and internal team members to contribute to pipeline growth.
• Train Partner Relations Managers on best practices for identifying and nurturing referral opportunities.
  
  

Sales & Conference Strategy

• Drive EDMO’s strategic presence and visibility through in-person and digital engagement aligned with district priorities.
• Build, manage, and continuously improve EDMO’s overarching sales strategy to align with business goals and key growth markets.
• Develop and execute in-person sales strategies, including participation in school board meetings, district events, and conferences.
• Work with local EDMO team members to implement grassroots outreach (e.g., delivering promotional materials, conducting school site visits).
• Evaluate the ROI of conferences, events, and local sales initiatives to inform future strategy and resource allocation.
• Close greater than or equal to $500k in net-new deals sourced from conferences and live district presentations, achieving an ROI of at minimum 5:1 on event spend.
• Set annual sales goals aligned with organizational growth targets.
• Analyze sales data to identify trends, improve forecasting, and inform decision-making.
• CRM Database Management
• Build, maintain, and optimize a robust CRM system (HubSpot) to track leads, prospects, and partner engagement.
• Maintain a weighted pipeline coverage of 2x annual revenue target; deliver weekly CRM dashboards showing stage conversion rates and next-step actions.
• Perform annual contact updates for all district and school partners to ensure accurate data.
• Identify, research, catalog and continuously cultivate new leads in high-target growth areas.
• Monitor and report on pipeline metrics regularly to inform sales forecasting and leadership decision-making.
• Leverage available CRM sales training and certification tools to maximize personal efficiency and grow the sales pipeline.
  
  

Funding Expertise & Strategy

• Become an internal expert on key education funding streams, especially ASES (After School Education and Safety Program) and ELO-P (Expanded Learning Opportunities Program).
• Translate funding knowledge into actionable sales strategies, ensuring all programs align with district and state funding requirements.
• Serve as a resource for district partners on how EDMO’s offerings align with and maximize available funding.
• Monitor legislative and policy updates related to expanded learning funding and adjust strategies accordingly.
  
  

Requirements

Knowledge, Skills, and Abilities:

• 5+ years of experience in educational sales, nonprofit partnerships, or district-level relationship management (preferred: experience selling to public school districts).
• Proven track record of increasing year to year contract revenue by 10% or more.
• Excellent written and verbal communication skills; experience writing and responding to RFPs is a plus.
• Strong understanding of STEAM and SEL programming, or a demonstrated ability to learn and communicate program benefits effectively.
• Familiarity with ASES, ELO-P, and other California district funding sources is a plus (or willingness to become an expert quickly).
• Proven success in building and maintaining district and school partnerships.
• Experience using HubSpot or similar CRM tools; strong data management skills.
• Comfortable with public speaking and in-person engagement (school boards, district leaders, conferences).
• Self-starter with strong organizational skills, attention to detail, and ability to manage multiple priorities.
• This is a remote position but we are looking for candidates in the Northern California area. This position requires frequent travel depending on organizational needs.
  
  

Physical Requirements

• Prolonged periods of sitting at a desk and working on a computer.
• This position requires the ability to occasionally lift 25 pounds to a height of 3-4 feet
  
  

Edmo Offers

Workplace Culture and Environment:

• An inclusive, supportive, and growth-oriented workplace.
• A diverse workforce fostering a collaborative, people-oriented culture.
  
  

Employee Benefits

• New hire welcome package/gift.
• Health Benefits: Medical, Dental, Vision, Life AD&D.
• Paid Time Off.
• Holiday Pay: 12 Federal Holidays + winter holidays (TBD closure days in December - January) - subject to specific site/school schedules.
• After one year and 1000 hours of service, 401k with matching (immediate vesting when contributions begin).
• Pretax Health and dependent care flex plans.
• Employee Assistance Programs (EAPs), including employee discounts on wellness and pet insurance.
  
  

Professional Development

• Learning and development opportunities through LinkedIn Learning.