Partnerships Growth Lead

This is a fully remote position, open to applicants in California, +1 more state.

📋 Description

• Manage enterprise sales processes from start to finish. You will establish a new sales approach within the organization, creating a pipeline that includes qualification, scoping assistance, proposal development, procurement navigation, and closing deals. Expect sales cycles of 12 to 24 months, involving multiple decision-makers. You will adeptly navigate federal funding mechanisms and promote sustainability for Recidiviz and our partners.

• Lead procurement strategies. Collaborate with cross-functional teams on procurement strategies, including responses to RFPs and RFIs, navigating the federal landscape, and overcoming bureaucratic obstacles.

• Create competitive pricing and packaging. Develop a pricing model for our product offerings that secures bids. This model must align with state procurement realities, federal procedures, and Recidiviz's nonprofit framework.

⛳️ Requirements

• You have significant experience selling to state and local governments, yet you are not overly aggressive in your sales approach. You possess a deep understanding of state and local government clients and are thoughtful in your selling methods. You’ve faced the challenges of responding to RFPs that were not on the level and have successfully navigated those that were. You are a skilled procurement navigator, creative in utilizing political strategies when faced with obstacles. You know how to present compelling partnerships to agencies managing large-scale benefit programs that serve high-need populations.

• You aspire to perform the work yourself while also creating systems that empower others to succeed. You are as comfortable closing deals as you are designing frameworks for future deals. You enjoy crafting playbooks rather than merely executing them. You may have built a sales motion from the ground up at a gov-tech startup, or held a senior position at a larger sales organization where you contributed to redesigning one.

• You possess the patience and persistence necessary to navigate extended sales cycles effectively. You will manage a disciplined pipeline even with a sales cycle of 12–24 months. You forecast with accuracy and understand when to implement strategies that can expedite the sales process while maintaining focus during lengthy cycles.

• You are drawn to this role because you are passionate about the mission. The prospect of connecting underserved populations with the government support they need is incredibly motivating to you. Your career has revolved around serving high-need communities, and you are eager to engage deeply with the substance of our offerings.

• You are self-driven and thrive in uncertain environments. You are excited about joining a growing team and are energized by the opportunity to build from the ground up. A quick learner with a growth mindset, you actively seek and resolve problems as they arise.

• A minimum of 8 years of experience in public enterprise sales, capture management, procurement management, government affairs, business development, or a related field, including experience in building or contributing to a sales motion from scratch. You have substantial experience selling to state and local governments, particularly to agencies that manage complex benefit programs. You have a proven track record of closing multi-year deals with an ACV of $1M or more, with sales cycles exceeding 9 months.

🏝️ Benefits

• 90% coverage for medical, dental, and vision insurance for you and your dependents.

• Flexible time off policy, including 20 days of PTO, 3 days for paid volunteering, and 13 paid holidays each year.

• 401(k) retirement plan featuring a 5% company match with no vesting period.

• 12 weeks of paid parental leave.

• Complimentary One Medical membership (availability based on location).

• Partnership with Carrot to offer inclusive fertility and family-forming benefits, along with a growing selection of hormonal health and gender-affirming care benefits.

• Monthly ClassPass credit for personal wellness activities.

• Access to free mental health support through Talkspace.

• Conveniently located offices in Oakland and Manhattan, with the option to work remotely or visit either office at your preference.

• Annual company offsite events and other spontaneous gatherings.

• Experience all the exciting challenges and growth opportunities of a tech startup, combined with the mission-driven focus of a nonprofit.