Partnerships Growth Lead

RemoteUnited States only

PublishedJul 29, 2026

Role: Business Development
Experience: Lead
Employment: Full-time
Company size: Startup

$131k+/yr

Check eligibility

Open to US only. Set where you work from to check your eligibility.

No BS summary

Senior enterprise sales/growth lead with 8+ years in public-sector sales, capture, procurement, government affairs, or business development. Must have meaningful state and local government sales experience and be able to own long 12–24 month sales cycles, RFP/RFI, procurement strategy, and $1M+ ACV deals. US remote role with 30–40% travel; visa sponsorship is not available.

What you'll do

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 12–24 month cycles with multiple decision-makers.
Navigate federal-funding mechanics and drive sustainability for Recidiviz and 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 the product offering in a way that wins bids and fits state procurement realities, federal mechanics, and Recidiviz's nonprofit structure.
Own the enterprise sales pipeline: capture management, deal mechanics, procurement strategy, proposal craft, competitive positioning, and underlying pipeline management that turns scoping conversations into statewide engagements.
Do the first waves of state engagements personally and build the mechanics to lead a growing team that scales this line of work over the next several years.

What they require

Meaningful time selling to state and local government without being a sales hound.
Deep understanding of state and local government customers and thoughtful approach to selling to them.
Experience responding to RFPs, including knowing the difference between wired and unwired RFPs.
Savvy navigator of procurement.
Ability to get creative with political levers when roadblocks arise.
Ability to sell without the customer feeling like they are being sold to.
Ability to pitch compelling partnerships to agencies that administer large-scale benefit programs and serve high-need populations.
Desire to both do the work personally and build the system that allows others to do the work.
Comfort running a deal and designing the system that runs the next ten deals.
Interest in building playbooks, not just executing them.
Either built a sales motion from scratch at a gov-tech startup or been senior enough at a larger sales org to help redesign one.
Patient and persistent enough to navigate a long sales cycle.
Ability to run a disciplined pipeline despite a 12-24 month sales cycle.
Accurate forecasting.
Understanding of how and when to pull levers to shorten the sales cycle and stay focused during long cycles.
Mission-driven interest in connecting high-need populations with government benefits and resources.
Career built around serving high-need populations and excitement to engage intellectually with the substance of what is being sold.
Self-motivated and excited by ambiguity.
Excited to join a growing team and energized by building in greenfield.
Fast learner with a growth mindset who fixes problems when they find them.
8+ years of experience in public enterprise sales, capture management, procurement management, government affairs, business development, or a similar role, including experience building or contributing to a sales motion from the ground up.
Meaningful time selling to state and local governments, ideally to agencies that administer complex benefit programs.
Track record of closing multi-year deals in the $1M+ ACV range, with sales cycles in the 9-month-plus range.
Preferred: Experience working within government systems and understanding how to sell shaped in part by being sold to.
Preferred: Network among state procurement officers and other key government stakeholders.
Preferred: Roster of procurement officers, CIO/CDO offices, and key leaders in agencies relevant to this work who can be tapped while building the pipeline.
Preferred: Prior sales experience at a gov tech company that scaled.
Preferred: Experience with transition from founder-led sales to a real sales motion at organizations like Civic Analytics, Mark43, OpenGov, Unite Us, Bamboo Health, Carbyne, AssureCare, Tyler Technologies, or similar.
Preferred: Experience selling technology to states and understanding the dynamics between state agencies and state 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 hormonal health and gender-affirming care benefits.
Monthly ClassPass credit for personal wellness.
Free mental health support via Talkspace.
Well-located offices in Oakland and Manhattan, with the flexibility to work remotely or go into either office as you choose.
An annual company offsite and other ad-hoc gatherings.
All the exhilarating challenges and stretch opportunities of a tech startup, combined with the mission-driven heart of a nonprofit.

Recidiviz

Recidiviz is creating safer, healthier communities by improving outcomes for people in the criminal justice system. We build technology to reduce the number of people in prison and to help criminal justice leaders embrace data-driven decision-making.

GovTechStartup

Details

Visa sponsorshipNo

Apply routeGreenhouse