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Salary: USD 204,000 - 300,000 / annual
Panorama Education seeks a Vice President, Adoption & Services to lead a critical function within the Client Partnerships Senior Leadership Team. This role owns the platform adoption strategy and operations for K-12 school districts, state education agencies, and schools across the United States, working in partnership with the VP of Account Management (who owns retention and expansion) under the Chief Client Officer.
The VP, Adoption & Services is responsible for driving measurable platform adoption by translating the North Star metric—use-case health—into concrete team priorities and operational excellence. The role combines strategic vision with hands-on operational leadership of a large, distributed professional services and implementation organization serving hundreds of simultaneous client engagements at national scale.
Key responsibilities include:
**Platform Adoption Strategy & Vision:** Own adoption strategy for all K-12 district clients; define adoption success frameworks for each client segment; partner with CCO, VP Account Management, and Product leadership to align adoption with retention and expansion goals; anticipate shifts in district priorities driven by state policy, funding cycles, and school-year rhythms; set and track metrics, targets, and reporting cadence for adoption progress.
**Service Delivery & Implementation Leadership:** Own and operate the professional services and implementation organization end-to-end, delivering onboarding and ongoing service for every client at national scale. Build repeatable, multiproduct implementation and services operations with consistent quality across hundreds of engagements. Partner with Revenue, Finance, and Product on services development strategy (pricing, packaging, attach strategy, margins, cost-to-serve). Set and manage budget, headcount, and utilization targets. Establish clear service-delivery standards and SLAs. Build escalation and risk-management processes.
**People Leadership:** Build, coach, and retain a high-performing team of professional services practitioners across a national client base. Set clear expectations and growth paths for direct reports; develop the next layer of adoption leadership. Create a team culture balancing client empathy with disciplined execution. Identify skill and capacity gaps and make hiring, training, or restructuring decisions. Model executive presence and client-facing standards.
**AI Fluency & Adoption Leadership:** Use AI tools fluently in daily work and hold that standard for the team. Lead the team's evolutionary AI adoption (identifying where AI can make workflows faster, more consistent, or higher quality) and transformative AI adoption (asking what becomes possible that wasn't before). Set a clear point of view on where AI should and shouldn't be used in client-facing work. Partner with Product, Engineering, and other functions piloting AI capabilities. Build team fluency and comfort with AI tools through modeling, training, and clear expectations.
**Cross-Functional Coordination:** Serve as primary point of coordination between Professional Services and Product, Engineering, and Technical Services. Ensure adoption insights and client feedback make their way into product roadmap conversations. Represent team priorities, constraints, and client insights in cross-functional planning forums. Build strong working relationships with peer leaders.
**Direct Client Engagement & Executive Presence:** Engage directly with district superintendents, administrators, and senior client stakeholders on strategic adoption conversations, especially for largest or highest-risk accounts. Represent Panorama's point of view on platform adoption best practices in client-facing settings, conferences, and executive briefings. Step into escalated or high-stakes client situations. Balance guiding clients toward proven practices with listening to and adapting for what each district needs.
**Operational Excellence & Initiative Ownership:** Build and continuously improve operating systems (playbooks, dashboards, health scoring, cadences) that let the adoption team scale without losing quality. Directly lead high-impact initiatives that improve adoption outcomes. Identify bottlenecks and drive process changes. Deliver results, not just activity, holding the team and initiative portfolio accountable to measurable adoption outcomes.
**Requirements:**
- 10+ years of progressive leadership experience in client success, account management, or professional services, ideally in K-12 education, SaaS, or another relationship-driven, outcomes-based industry
- Demonstrated experience personally owning and scaling a large, complex service delivery or implementation operation—including staffing, budgeting, and operational rigor at scale—not just an adoption or client-success function
- Track record of driving measurable adoption, usage, or outcome improvements at scale across a diverse client base
- Experience operating at the senior leadership level, including direct engagement with C-suite or superintendent-level client stakeholders
- Demonstrated personal fluency with AI tools in daily professional work, and experience leading a team through AI adoption—both incremental workflow improvements and more fundamental changes to how work gets done
- Strong cross-functional experience partnering with Product, Engineering, and other revenue-adjacent functions
- Familiarity with the K-12 education landscape—district structures, school-year rhythms, and the pressures facing educators—is a strong plus
- Excellent written and verbal communication skills, with the judgment to adapt messaging for different audiences, from frontline educators to executive stakeholders
