Head of Public Sector Partnerships and Business Development

Promise•Oakland, CA

1d•Hybrid

About The Position

Promise modernizes how government agencies and utilities support people in financial difficulty. We build technology that makes it simple for residents to receive benefits, engage with assistance programs, set up flexible payment plans, and stay on track—while helping agencies increase efficiency, recover revenue, and deliver services with dignity. Our mission is to transform public systems so they work better for everyone, especially the most vulnerable. Our team includes experts from companies like Palantir, Google, Stripe , and esteemed government leaders. We work hard and believe deeply in what we do. We're looking for excellent people to build innovative, resilient technology. Backed by over $50 million in funding from top investors – such as Reid Hoffman, Howard Schultz, Michael Seibel, Y Combinator, 8VC, The General Partnership, First Round Capital, Kapor Capital, XYZ Ventures, and Bronze Investments – Promise has been recognized as one of Fast Company's "World's Most Innovative Companies of 2022,” “Forbes Next Billion-Dollar Startups 2024,” and Y Combinator’s #1 GovTech startup. Role Overview Promise’s go-to-market goal is to be operating relevantly in all 50 states. This role is a strategic lever to help us get there. As the Head of Public Sector Partnerships & Business Development, you will build and actively manage a focused network of partnerships that drives growth and expansion across the US, including state government, city government, federal government, and utilities. You will sit at the intersection of partnerships, business development, RFI/RFP strategy, and executive prioritization. Promise does not grow by chasing volume, announcing partnerships, or building wide but shallow networks. We grow by earning trust in complex public-sector environments, and by being disciplined about where that trust turns into real outcomes. This is not a relationship-for-relationship’s-sake role. It is a judgment-heavy role for someone who can build deep and trusting relationships, partner effectively with sellers, and generate high-quality pipeline without slowing the company down or diluting standards. This role reports to the COO and is based in Oakland.

Requirements

8+ years of experience selling into or partnering within state, local, and/or federal government environments, with direct exposure to complex, multi-stakeholder deals.
Demonstrated ability to build and manage partnerships that produce real pipeline and outcomes, not just logos or announcements.
Experience working closely with sellers or carrying quota yourself, with a strong understanding of pipeline quality, deal stages, and seller capacity.
Proven judgment in deciding which opportunities, partnerships, RFIs, and RFPs are worth pursuing, including comfort walking away.
Deep familiarity with public-sector procurement, political dynamics, and budget constraints, and how they impact deal viability.
Credibility with senior government leaders and the ability to earn trust through preparation, clarity, and follow-through.
Strong written and verbal communication skills, including the ability to synthesize complexity and state clear next steps.
Comfort operating in ambiguous, early-stage environments without a fully built partnership or BD machine.
A disciplined operating style: prepared, responsive, accountable, and focused on outcomes.
Alignment with Promise’s mission and values, and respect for the communities we serve and the public institutions we partner with.

Responsibilities

Build and actively manage a small number of high-leverage partnerships across state, local, and federal government ecosystems, with clear, measurable outcomes.
Identify, evaluate, contract with, and manage business development relationships with partners focused on specific public-sector markets, with targeted outcomes (for example: 3 to 5 qualified sales opportunities per BD relationship per year).
Generate qualified, partner-sourced opportunities that align with Promise’s product, pricing, and delivery model.
Partner closely with Account Executives to advance complex, long-cycle deals, focusing effort on the opportunities that are truly worth pursuing.
Identify, vet, and build a small number of strategic partnerships (including consulting service providers and software providers) that materially improve Promise’s ability to win and deliver larger, more complex solutions.
Own the identification, qualification, response strategy, and tracking for relevant RFIs and RFPs, including deciding when not to pursue them.
Navigate procurement, legal, pricing, and executive review processes with discipline and clarity, keeping momentum without over-escalation.
Engage credibly with senior public-sector leaders, including commissioners, CIOs, deputies, and agency executives, in politically sensitive environments.
Protect Promise’s credibility and leadership attention by applying judgment, setting clear guardrails, and escalating only when it matters.
Translate market signals, objections, and cross-jurisdiction patterns into actionable insight for sales, product, and leadership.
Help define what “good” looks like as Promise builds a repeatable, scalable public-sector partnerships and BD system.