Partnerships Growth Lead

Location: Remote, New York City, or Oakland, CA

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

Role Type: Full-time

Compensation : $131,000

Visa sponsorship: Not available

Hires remotely in: United States

Experience: 8+ years

-

Recidiviz is thrilled to be expanding our partnerships team. We’re a small, fast-moving group that leads our nonprofit’s efforts to deepen our government partnerships, generate sustainable funding for our work, and build the relationships that underpin all of our impact. We’re bringing on a Partnerships Growth Lead to be at the tip of the spear as we expand our work to support new partners and new markets. We’re looking for an enterprise sales operator who’s spent meaningful time selling to state and local governments and is energized by the idea of building the sales motion at a mission-driven organization.

About us

Recidiviz is creating safer, healthier communities by improving outcomes for people involved in the criminal justice system. We build technology to reduce the number of people in prison, to help criminal justice leaders embrace data-driven decision-making, and to help justice-impacted people access the resources they need to thrive when they return to their communities.

Using software tools and thoughtful product design, we’ve been able to safely and permanently reduce incarceration and improve outcomes. We work side-by-side with leaders of the criminal justice system, people in prison and on supervision, and ecosystem partners to build a better path forward. In addition to the revenue we earn from state partners, some of the most respected philanthropists and foundations support our work.

People who succeed at Recidiviz lead with kindness and humility, assume good intent, learn from failure, and fix problems when they see them. They are excited to work arm in arm with government leadership and staff to improve outcomes. They are great listeners. They build deep relationships with and empathy for the people we work with and the people who our mission serves, even when those two groups feel at odds.

About the role

All of Recidiviz’s impact flows through deep and direct partnerships with state agencies. In this role, you’ll focus on expanding our work to nascent product areas with agencies that are brand-new to the platform. You’ll join a Partnerships team with deep experience selling to Departments of Corrections and uplevel the team immediately by owning the sales cycle, end-to-end, for new agencies.

You’ll establish new partnerships with state and local agencies where federal policy shifts are creating new needs and our model is a strong fit. Our State Engagement and Product teams own the relationship and substance side of the work; you’re their complement on the commercial side. You’ll own the enterprise sales pipeline: capture management, deal mechanics, procurement strategy, proposal craft, competitive positioning, and the underlying pipeline management that turns scoping conversations into statewide engagements. You’ll do this work personally on the first waves of state engagements, and you’ll build the mechanics to lead a growing team that scales this line of work over the next several years.

Note: This is a senior IC role on a small team, reporting into the Director of State Growth. The role is remote, with substantial travel to state capitals and industry convenings - expect 30-40% travel in the first year.

Core responsibilities

• Run enterprise sales cycles end-to-end. You’ll stand up a new sales motion within the organization, building the pipeline from qualification, scoping support, proposal, procurement navigation, to close. You can expect 12–24 month cycles with multiple decision-makers. You’ll navigate federal-funding mechanics and drive sustainability for Recidiviz and our partners.
• Own procurement strategy. You’ll 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. You’ll 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.

Minimum qualifications

• 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.
• You’re drawn to this work because you care about the mission. The idea of spending your days getting a population that badly needs the government’s support connected with the benefits and resources that will help them thrive is deeply exciting to you. 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.
• 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. You’ve spent meaningful time selling to state and local governments, ideally to agencies t