Vice President, Adoption & Services

The Vice President, Adoption & Services is a critical member of the Client Partnerships Senior Leadership Team. The two key purposes of our Client Partnerships team are:
- To drive platform adoption by our clients, which are K12 schools, districts, and state education agencies across the United States, in support of their strategic priorities
- To retain and expand our relationship with every client

The VP, Adoption & Services owns the adoption purpose. The Vice President, Account Management is their peer and counterpart and owns the retention and expansion purpose. Both report to the Chief Client Officer.

This role leads the team most directly responsible to help educators use our platform to improve student outcomes. This is the promise we make to our clients, and it is evergreen. Clients’ needs change, so their priorities shift each school year and even within a school year. We adapt to clients’ evolving goals with thoughtful changes in how we support them with our products and services. We guide clients and are guided by them, consistently both sharing best practice and learning how we can serve them better.

The VP, Adoption & Services shows deep expertise in strategic planning, operational leadership, cross-functional coordination, people leadership, direct client engagement, executive presence, and initiative ownership. The role is focused on delivering results rather than completing tasks. Its North Star metric of success is client platform adoption, as measured by the health of each use case a client expects our platform to perform for them.

This role owns not only the adoption strategy but the operation that delivers it: a large, distributed professional services and implementation organization responsible for delivering initial and ongoing services for every client.

Key Responsibilities
Platform Adoption Strategy & Vision
- Own the platform adoption strategy for all K-12 district clients, translating the North Star metric — use-case health — into concrete team priorities.
- Define what "adoption success" looks like for each client segment and build the frameworks that let the team diagnose adoption health at scale.
- Partner with the Chief Client Officer; the VP, Account Management; and Product leadership to align adoption strategy with retention and expansion goals, ensuring the two halves of Client Partnership pull in the same direction with our Technology team.
- Anticipate shifts in district priorities (state policy changes, funding cycles, school-year rhythms) and adjust the adoption playbook proactively rather than reactively.
- Set and track the metrics, targets, and reporting cadence that make adoption progress visible to the CCO and the broader leadership team.

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 and maintain a repeatable, multiproduct implementation and services operation that delivers consistent, high-quality service across hundreds of simultaneous client engagements; includes staffing models, capacity planning, project management systems, quality standards.
- Partner with Revenue, Finance, and Product on services development strategy, including: pricing, packaging, attach strategy, margins, cost-to-serve and when services should be included vs. sold separately.
- Set and manage budget, headcount, and utilization targets for the delivery organization, balancing cost-to-serve against adoption outcomes.

- Establish clear service-delivery standards and SLAs, and hold the organization accountable to them.
- Build the escalation and risk-management processes that catch delivery problems before they become client-health problems.

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

- 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.

Base Salary: The base salary range for this position is $204,000 - $300,000. Our salary is just one component of Panorama’s competitive total rewards strategy that also includes annual bonuses or commission awards, equity awards, as well as other region-specific health and welfare benefits

Some of the additional benefits offered are:
- 401K with an employer match
- Health, dental, vision, life insurance, and short-term and long-term disability coverage.
- Flexible spending account for health care and dependent care
- Wellness Reimbursement
- Work from Home Reimbursement
- Flexible vacation policy
- Parental leave program
- Company Issued Laptop