Partnerships Growth Lead

Urban Ridge Supplies•New York, NY

6d•$131,000 - $131,000•Remote

About The Position

Recidiviz is expanding its partnerships team and seeking a Partnerships Growth Lead to be at the forefront of their efforts to deepen government partnerships, secure sustainable funding, and build relationships that drive impact. This role is ideal for an enterprise sales operator with significant experience selling to state and local governments, who is motivated by building a sales motion within a mission-driven organization. The position involves substantial travel to state capitals and industry convenings, with an expectation of 30-40% travel in the first year. The role is full-time and remote, with visa sponsorship not available. The compensation for this role is $131,000, and it requires 8+ years of experience.

Requirements

Meaningful experience selling to state and local government, with a thoughtful approach to customer engagement.
Experience responding to RFPs and understanding their nuances.
Savvy navigation of procurement processes and creative use of political levers.
Ability to sell compelling partnerships to agencies administering large-scale benefit programs and serving high-need populations without the customer feeling oversold.
Comfort with both direct execution of sales tasks and designing systems for future scalability.
Experience building a sales motion from scratch at a gov-tech startup or redesigning one as a senior member of a larger sales organization.
Patience and persistence to navigate long sales cycles (12-24 months).
Disciplined pipeline management and accurate forecasting.
Understanding of how to shorten sales cycles and maintain focus during long ones.
Motivation driven by a mission to connect underserved populations with government support and resources.
Career focus on serving high-need populations and intellectual engagement with the product's substance.
Self-motivation and comfort with ambiguity in a growing team and greenfield environment.
Fast learner with a growth mindset and a proactive approach to problem-solving.
8+ years of experience in public enterprise sales, capture management, procurement management, government affairs, business development, or a similar role.
Experience building or contributing to a sales motion from the ground up.
Experience selling to state and local governments, ideally to agencies administering complex benefit programs.
Track record of closing multi-year deals in the $1M+ ACV range, with sales cycles of 9+ months.

Nice To Haves

Experience working within government systems, with an understanding shaped by being sold to.
A network among state procurement officers and other key government stakeholders.
Prior sales experience at a scaling gov tech company.
Experience with the transition from founder-led sales to a formal sales motion at organizations like Civic Analytics, Mark43, OpenGov, Unite Us, Bamboo Health, Carbyne, AssureCare, Tyler Technologies, or similar.
Experience selling technology to states and understanding the dynamics between state agencies and state IT.

Responsibilities

Run enterprise sales cycles end-to-end, establishing a new sales motion within the organization by building the pipeline from qualification, scoping support, proposal, procurement navigation, to close.
Navigate federal-funding mechanics and drive sustainability for Recidiviz and its partners.
Own procurement strategy, partnering with cross-functional teams on strategies including RFP and RFI response, navigating the federal landscape, and overcoming bureaucratic delays.
Design competitive pricing and packaging for the product offering to win bids, ensuring the structure fits state procurement realities, federal mechanics, and Recidiviz's nonprofit structure.
Capture management, deal mechanics, procurement strategy, proposal craft, competitive positioning, and pipeline management to convert scoping conversations into statewide engagements.
Personally execute on the first waves of state engagements and build the mechanics to lead a growing team that scales this line of work.

Benefits

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
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