Partnerships Growth Lead

About the role

The role is remote, with substantial travel to state capitals and industry convenings - expect 30-40% travel in the first year.

Responsibilities

• Run enterprise sales cycles end-to-end.
  • Stand up a new sales motion within the organization, building the pipeline from qualification, scoping support, proposal, procurement navigation, to close.
  • Navigate federal-funding mechanics and drive sustainability for Recidiviz and our partners.
• Own procurement strategy.
  • Partner with cross-functional teams on procurement strategies including RFP and RFI response, navigating the federal landscape, and unsticking bureaucratic delays.
• Design competitive pricing and packaging.
  • Design a pricing structure for our product offering in a way that wins bids.
  • Your structure must fit state procurement realities, federal mechanics, and Recidiviz's nonprofit structure.

Requirements

• You've spent meaningful time selling to state and local government, but you're not a sales hound.
• You understand the state and local government customers in the marrow of your bones, and you're thoughtful about how you sell to them.
• You have the battle scars from responding to RFPs that turned out to be wired and you've written responses to plenty that weren't.
• You know the difference and how to tell.
• You're a savvy navigator of procurement.
• You get creative with political levers when roadblocks are thrown up.
• You know how to sell without the customer feeling like you're selling to them.
• You know how to pitch compelling partnerships to agencies that administer large-scale benefit programs and serve high-need populations.
• You want to both do the work yourself and build the system that allows others to do the work.
• You're equally comfortable running a deal and designing the system that runs the next ten deals.
• You like building playbooks, not just executing them.
• You've either built a sales motion from scratch at a gov-tech startup, or you've been senior enough at a larger sales org that you helped redesign one.
• You're patient and persistent enough to savvily navigate a long sales cycle.
• You'll run a pipeline that's disciplined despite a 12-24 month sales cycle.
• You forecast accurately.
• You understand how and when to pull the levers that will shorten the sales cycle and keep your eye on the ball when the cycle is long.

Qualifications

• You've spent meaningful time selling to state and local governments, ideally to agencies that administer complex benefit programs.
• You have a track record of closing multi-year deals in the $1M+ ACV range, with sales cycles in the 9-month-plus range.

Skills

• You're drawn to this work because you care about the mission.
• You've built your career around serving high-need populations and you're excited to engage intellectually with the substance of what we're selling.
• You're self-motivated and excited by ambiguity: You're excited to join a growing team and energized by the idea of building in greenfield.
• You're a fast learner with a growth mindset and when you find a problem, you fix it.

Benefits

• Effective, extremely thoughtful colleagues, working together on a mission that matters
• 90% medical, dental, and vision insurance coverage for you and your dependents
• Flexible time off, including 20 days of PTO, 3 days of paid volunteering time, and 13 paid holidays per year
• 401(k) retirement plan with 5% company match and no vesting period
• 12 weeks of paid parental leave
• Complimentary One Medical membership (availability based on location)
• Partnership with Carrot to provide employees with inclusive fertility and family-forming benefits, as well as a small but growing number of hormonal health and gender-affirming care benefits
• Monthly ClassPass credit for personal wellness
• Free mental health support via Talkspace
• All the exhilarating challenges and stretch opportunities of a tech startup, combined with the mission-driven heart of a nonprofit

Pay

Compensation is standardized based on roles and responsibilities. This ensures equitable compensation and responsible stewardship of our resources. As such, we do not negotiate compensation offers. The expected salary range for this role is $131,000. Actual pay depends on a combination of demonstrated skills, scope, and relevant experience.

Schedule

The role is remote, with substantial travel to state capitals and industry convenings - expect 30-40% travel in the first year.