Associate Director, Government Partnerships

Accountabilities: Government Account Management: Own a portfolio of state and local government agency accounts, cultivating trusted relationships with agency leaders and program staff. Develop account plans that identify partner needs, strategic priorities, and opportunities to establish or expand partnerships. Partnership Development & Deal Execution: Lead discovery meetings, pitch presentations, scoping discussions, and follow-up. Develop tailored proposals, statements of work (SOWs), memorandums of understanding (MOUs), and presentation materials, guiding opportunities from initial conversations through signed agreements. Cross-Functional Agreement Management: Coordinate the path to signature with Legal, Privacy, Security, and delivery teams. Partner with business development colleagues when opportunities involve procurement, and ensure agreements are completed accurately and efficiently. Partner Handoffs & Ongoing Relationships: Facilitate clear transitions to delivery teams by communicating partner context, agreed commitments, and outstanding risks. Remain engaged as the primary account lead after launch to support relationship development and identify future opportunities. Offering & Pitch Development: Collaborate with program, product, and engineering teams to shape services for government partners, including defining scope, value propositions, and the most effective approaches for presenting solutions. Identify promising agencies and share account-level insights to inform organizational offerings and priorities. Pitch Materials & Partnership Infrastructure: Maintain and improve partnership decks, case studies, one-pagers, proposal language, and other reusable resources. Collaborate with Marketing and Communications to develop supporting materials that clearly demonstrate program value and results. Pipeline & Process Improvement: Keep account records and opportunity data accurate and up to date, provide regular updates to leadership, and improve templates and processes that move opportunities from initial engagement to signed agreement. Internal Collaboration & Ecosystem Engagement: Represent government partner perspectives in product decisions and communicate product strategy and priorities back to agency stakeholders. Support Development with proposals and grant reporting related to assigned accounts, and build relationships with civic technology organizations, advocates, and intermediaries. Team Development & Strategic Support: Mentor colleagues on partnership best practices, test new approaches to engagement and pitching, and share successful methods across the Strategic Partnerships team. Contribute to additional projects and initiatives as organizational needs evolve. Travel: Travel as needed, expected to be no more than 10% of the time. Requirements Professional Experience: At least 5 years of professional experience, including a minimum of 2 years securing partnerships or contracts with state and local government agencies. Government Partnership Execution: Demonstrated success taking government partnerships from initial conversation to signed agreement, including experience with MOUs, data-sharing agreements, and statements of work. Account Management: Experience managing government relationships and growing accounts over time, including identifying partner priorities, building account plans, and developing new opportunities. Strategic Pitching & Offer Development: Ability to shape service offerings, develop persuasive value propositions, identify appropriate target agencies, and tailor pitches to government stakeholders. Government Decision-Making Knowledge: Understanding of how state and local agencies evaluate, approve, and execute agreements, including philanthropically funded arrangements and, where relevant, procurement processes. Public Sector Subject Matter Knowledge: Familiarity with human services and public benefit systems, such as safety-net programs, tax benefits, and other services that support individuals and families. Exceptional Written Communication: Strong writing and presentation skills, particularly in proposals, follow-up emails, MOUs, statements of work, and executive-facing materials. Organization & Pipeline Management: Ability to manage multiple accounts and opportunities simultaneously while maintaining high-quality proposals, timely follow-up, and accurate records. Collaboration & Negotiation: Strong interpersonal skills and negotiation abilities, with the capacity to advocate for organizational goals and community needs while approaching partners with empathy and humility. Technology & AI Awareness: Curiosity about emerging AI tools and a commitment to using them responsibly and effectively in professional workflows. Mission Alignment: A deep commitment to improving government services and helping public institutions deliver more effective, accessible, and people-centered experiences. Preferred Experience: Personal or professional experience with public benefits programs, including SNAP, TANF, Medicaid, childcare assistance, housing support, and the Earned Income Tax Credit (EITC), is an advantage. Additional Preferred Qualifications: Experience with digital services, agile practices, human-centered government design, or established relationships across the civic technology ecosystem. Benefits Annual Salary: Target compensation ranges from $108,503 to $132,825, depending on market and geographic location. Compensation details are discussed during the initial recruiter screening. Remote Work: Fully remote work within the United States, with a standard schedule of 40 hours per week, Monday through Friday. Collaborative Working Hours: Internal meetings are generally scheduled between 10 a.m. and 3 p.m. Pacific Time, and employees are expected to be available during these hours. Health Insurance: At least one no-cost health insurance option for full-time employees covering employee-only coverage, with at least 80% of dependent coverage costs covered. Retirement Plan: 100% employer match on the first 3% of employee contributions. Employees with at least 3 years of service receive an additional 50% match on contributions between 3% and 5%, for a maximum employer contribution of 5%. Flexible Time Off: Open personal time off, subject to manager approval, at least 14 paid holidays, and an organization-wide closure from Christmas Day through New Year's Day. Paid Sick Leave: Up to 96 hours annually. Family Leave: 17 weeks of paid parental and family leave. Sabbatical: Three weeks of paid sabbatical after 5 years of service. Remote Work Support: A company-provided laptop, a one-time $700 remote setup benefit consisting of a $200 stipend and up to $500 in reimbursement under the equipment policy, plus $50 per month toward cell phone and/or internet expenses. Professional Development: $500 annual professional development stipend, prorated in the year of hire. Up to $500 of unused professional development funds may roll over annually, up to a maximum of $1,000. AI Training & Career Growth: Training and guidance for employees required to use AI in their roles, along with opportunities to build AI-related skills for career development. Supportive Culture: A collaborative, cross-functional environment with colleagues who value meaningful work, mutual respect, accountability, and a shared commitment to public impact.