Partnerships Growth Lead

Urban Ridge Supplies•New York, NY

7d•$131,000 - $131,000•Remote

About The Position

Recidiviz is expanding its partnerships team and seeking a Partnerships Growth Lead to drive efforts in deepening government partnerships, generating sustainable funding, and building relationships for impact. This role is for an enterprise sales operator with experience selling to state and local governments, who is motivated by building a sales motion within a mission-driven organization. The position involves significant travel to state capitals and industry convenings (30-40% in the first year). The role is full-time and remote, with visa sponsorship not available. The company is focused on improving outcomes for people involved in the criminal justice system through technology, aiming to reduce incarceration and help justice-impacted individuals thrive. Success at Recidiviz requires kindness, humility, a learning mindset, problem-solving skills, strong listening abilities, and empathy for those served by the mission. The Partnerships Growth Lead will focus on expanding Recidiviz's work into new product areas and markets, owning the end-to-end sales cycle for new agencies. While State Engagement and Product teams handle the relationship and substance, this role complements them on the commercial side, managing the enterprise sales pipeline, capture management, deal mechanics, procurement strategy, proposal crafting, competitive positioning, and pipeline management. Initially, this role will be a senior individual contributor, with the future goal of building and leading a team to scale this function.

Requirements

Meaningful experience selling to state and local government, with a thoughtful approach to customer engagement.
Savvy navigation of procurement processes and creative use of political levers.
Ability to sell without the customer feeling overtly sold to.
Experience pitching compelling partnerships to agencies administering large-scale benefit programs and serving high-need populations.
Willingness to both perform the work directly and build systems for others to do the work; comfortable building playbooks.
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) and forecast accurately.
Understanding of how and when to shorten sales cycles while maintaining focus.
Motivation driven by the mission to connect high-need populations with government support and resources.
Career focus on serving high-need populations and intellectual engagement with the product substance.
Self-motivation and excitement for ambiguity, building in greenfield environments.
Fast learner with a growth mindset, proactive in 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.
Meaningful 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, having been on the "other side of the desk" as a customer.
A network among state procurement officers and other key government stakeholders, including procurement officers, CIO/CDO offices, and key agency leaders.
Prior sales experience at a scaling gov tech company, having witnessed the transition from founder-led sales to a formal sales motion.
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, 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 resolving bureaucratic delays.
Design competitive pricing and packaging for the product offering to win bids, ensuring alignment with state procurement realities, federal mechanics, and Recidiviz's nonprofit structure.

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 for 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
An annual company offsite and other ad-hoc gatherings