What should come as no surprise to anyone reading this post: school district buying conditions are tighter in 2025. ESSER III expired with final obligations due by September 30, 2024, and many systems are reassessing software budgets with more scrutiny on usage and outcomes.
Districts are simplifying their digital ecosystems. LearnPlatform’s latest EdTech Top 40 data shows an average of 2,739 unique tools accessed in 2023-24, followed by district efforts to rationalize and cut overlap. Vendors that reduce complexity and demonstrate impact align best with this environment. K-12 DiveMarketbriefEdSurge
Capital for edtech is also tighter than a year ago. HolonIQ and EdWeek Market Brief report that global edtech VC fell again in early 2025 after a steep drop in 2024, which affects hiring plans and increases pressure on profitability and renewals. Marketbrief
M&A continues to reshape portfolios. A recent example is Cambium’s plan to combine Learning A-Z and ExploreLearning, a move positioned around a broader, integrated supplemental suite. Portfolio changes like this often catalyze role realignment and new leadership needs. Cambium Learning THE Journal
On the supply side, there is fresh talent on the market from broader tech and edtech restructuring. Broader tech layoff trackers show continued, though smaller, waves of reductions this year. ReutersChannel FuturesTrueUp
State-aligned sales leadership
State policy is steering district purchases in areas like structured literacy, math acceleration, AI guidance, and privacy. Sales leaders with track records in specific states and familiarity with state funding programs, adoption calendars, and approved-provider processes are better equipped to open and retain business. Marketbrief+1
Customer success and implementation
Districts are trimming duplicative tools and watching usage closely. Teams that drive onboarding quality, classroom adoption, and measurable outcomes are central to renewals in a post-ESSER world. EdSurge
Cybersecurity, data privacy, and interoperability
District leaders consistently rank cybersecurity at the top of their priority lists. Reports from CoSN and CIS MS-ISAC highlight rising threats and the need for staffing strategies that protect school systems. Vendors that can meet districts’ security expectations benefit from leaders who understand K-12 risk, data sharing, and procurement requirements. CoSN+1CIS
AI-aware product and curriculum leadership
District technology leaders are evaluating where AI fits and how to support teachers. Product and curriculum leaders who can connect evidence, safety, and workflow to real classroom use are in demand. CoSNMarketbrief
Post-deal integration and portfolio alignment
Recent combinations in the sector require leaders who can align roadmap, GTM, data, and services across brands without disrupting customers. Cambium LearningTHE Journal
Make your targets state-specific
Define the first five states that matter for growth and screen for candidates who have sold into those exact ecosystems and can speak to funding flows, timelines, and evaluation criteria. Use current state trend work as your rubric. Marketbrief
Get ahead of the competition
Many companies are in a holding pattern, waiting to see how funding or policy trends evolve. This creates a window to recruit top candidates who are on the market now but may not be available later. Teams that move decisively can hire proven talent without competing in a crowded bidding cycle.
Use skills-based evaluation and job simulations
Cross-functional exercises and deal reviews surface the competencies that predict success. SHRM and LinkedIn’s 2025 reports highlight the advantages of skills-based hiring for expanding qualified pipelines and reducing mishires. SHRMeconomicgraph.linkedin.com
Validate renewal math and adoption playbooks
Ask candidates to walk through a real renewal save, week-by-week implementation plan, or usage turnaround tied to district outcomes. This aligns with districts’ tool consolidation and impact focus. EdSurge
Tighten security and data diligence in interviews
Request concrete examples of working with district security reviews, SIS/LMS integrations, and incident response expectations. CoSN and CIS MS-ISAC materials outline the bar districts are trying to meet. CoSNCIS
Plan for portfolio change
If your roadmap or ownership structure is evolving, include a scenario interview that tests how candidates would maintain customer continuity through product or organizational shifts. The current M&A climate makes this a practical screen. Cambium Learning
FieldPros partners with U.S. K-12 edtech vendors to build teams that match current buyer conditions. We recruit district and state-aligned sales leaders, customer success and implementation pros, AI-aware product and curriculum talent, and leaders who can navigate security, privacy, and integration work with districts. If you are refining your strategy for the post-ESSER market or restructuring after a portfolio change, we can help you hire the people who will execute that plan.
Lucas Ingmire has extensive experience in education leadership and EdTech strategy. In his role as VP Recruitment & Operations at FieldPros, Lucas is dedicated to cultivating long-term relationships with clients in the K-12 Education Technology vertical.
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