Partnerships Manager

About this role

As a B2B marketplace, Pavilion engages both with public sector stakeholders (the “demand” or “buyer” side) and private businesses that sell goods and services to local governments (the “supply” side). As a Partnerships Manager (Public Sector), you’ll develop, execute, and iterate on the playbooks that drive Pavilion’s acquisition, retention, and engagement with public entities across a region. In service of this work, you’ll represent Pavilion externally to stakeholders throughout the “demand” ecosystem -- from executives like Chief Procurement Officers and elected council members to public procurement staff on the front-lines of a purchasing decision. You’ll work closely with internal stakeholders across product, marketing, and our supplier team to shape our business decisions in support of building an awesome product for public entity users and driving wider adoption and engagement of the product as we prepare to scale our go-to-market efforts across the country.

This is a full-time role based in San Francisco, CA. We enjoy working together in person. We support a hybrid work environment: most of our team members spend 3 days in our San Francisco office and the other days working from home, with occasional longer stints working remotely.

What you’ll do:

• Develop and execute the playbooks that drive demand-side acquisition, retention, and engagement across a region.From cold calls to customer walkthroughs and one-on-one conversations with executive leaders, attending conferences to creating your own events, you’ll plan, execute, and iterate on different tactics for driving growth with a focus on repeatability.

• Represent Pavilion to external stakeholders throughout our buyer ecosystem.You’ll build and maintain relationships across all levels of influence, from electeds and Chief Procurement Officers to public procurement staff on the front-lines of day-to-day buying decisions.

• Communicate learnings to internal stakeholders.You’ll be the voice of the demand-side of our marketplace to our internal team, working closely with product marketing and marketing, our supplier team, and our product team. You’ll shape decisions and features that drive adoption and engagement with buyers and help the business scale.

This role is a good fit if:

• You’re self-motivated, highly autonomous, and embrace ambiguity. You thrive in environments where you have a lot of autonomy and responsibility. You love the thrill of doing something that has never been done before, and you have a track record of building “0 to 1” processes, playbooks, and/or relationships.

• You have a reputation for “GSD” (getting shit done). You do what it takes to meet and exceed your goals, regardless of the obstacles in your way. You’re a fast learner, and you use data as you prioritize, problem-solve, and iterate. You’re able to get creative and resolve roadblocks when you encounter them. You’re excited to roll up your sleeves!

• You have a track record of influencing others to desired outcomes. You can point to examples of when you were able to influence a major decision or relationship, especially when the decision or relationship was complicated (involved multiple stakeholders and/or was expected to take a long time).

• Relationship-building is one of your strengths. You’re able to build strong, trusting, long-term relationships with internal and external stakeholders. You have experience forging new relationships from scratch across an organization and levels of influence - from the executive/leadership level to boots-on-the-ground operators.

• You’re an expert communicator.You’re clear, concise, and compelling in your written and verbal communication. You have a knack for being able to deliver the right message at the right time (usually proactively!) and format to the most appropriate stakeholder(s), whether you’re writing an email or executive summary, scripting a webinar, preparing a conference session or site visit, or simply getting on a call.

• You love being part of a high-performing team. You’re excited to contribute to the special alchemy that happens when talented, passionate people with different superpowers come together in service of highly ambitious goals.

• You would be excited to travel domestically for conferences, in-person meetings, and other similar events a few times each year.

Preferred qualifications:

• Experience in a technology startup in a partnerships, chief of staff, business operations, or other similar roles.

• Experience working in the public sector or with public sector stakeholders.

Pavilion’s compensation philosophy: Be generous with equity, meet needs with salary. We like to make our best offer to candidates up-front to promote fairness in compensation for all candidates.

• Salary: The expected salary range for this position is $110k - $153k

• Equity: We offer a higher than average equity package compared to companies in our stage