Partnership Account Manager

Onetera; Los Angeles (CA); On-site; USD 85,000 - 125,000; Full time

Job summary

Onetera in Los Angeles is seeking a Partnerships Manager to lead the full sales cycle with municipalities and local agencies, from first conversations to signed agreements. You'll collaborate with the Director of Partnerships on strategy while owning opportunities end to end.

This role requires government experience, a consultative mindset, and the ability to build trusted relationships with city officials and department leaders; travel may be required as the role expands.

Qualifications

• 2+ years in sales, account management, or business development, preferably with government or regulated sectors.
• Ability to travel.
• Experience in early-stage or high-growth environments is a plus.
• Proven track record of hitting quota, renewal, pipeline, or revenue targets.
• Experience owning a full sales cycle from prospecting to close.
• Understanding of government procurement processes or quick learner of complex buying processes.
• Strong consultative selling, discovery, value positioning, objection handling, negotiation, and closing.
• Excellent written and verbal communication, translating between technical and government audiences.
• Comfortable using CRM systems to manage pipeline, forecasting, and account records.

Responsibilities

• Own the full sales cycle with municipalities and local agencies - prospecting, discovery, solution positioning, negotiation, and close.
• Collaborate with the Director of Partnerships on account strategy, warm introductions, and deal structure, while owning each opportunity from qualification through signature.
• Build and manage a pipeline of city and agency opportunities, maintaining accurate forecasting and deal progression.
• Develop trusted relationships with city officials, department heads, finance leaders, and other government decision-makers.
• Drive expansion and renewals within existing government accounts by understanding partner priorities and usage.
• Navigate government procurement and decision-making processes, structuring deals that work for both public sector partners and Onetera.
• Lead government stakeholders through the buying process with a consultative approach - discovery, value positioning, objection handling, and closing.
• Act as the voice of the customer internally, translating government needs into product direction with our team.
• Represent Onetera at industry events, conferences, and in direct government engagements.
• Get your hands dirty - build our sales process and playbooks as we grow.

Skills

Sales

Account Management

Business Development

Government sales

CRM

Tools

Salesforce

HubSpot

Job description

We care much more about how you think and communicate than polished presentation.

About Onetera

Onetera is dedicated to redesigning how communities interact with local government agencies - critical to community well-being and opportunity. Our vision is a world where anyone is one conversation away from any local public sector service, with a level of personalization, accessibility, and proactiveness not previously possible.

The Role

We're seeking a Partnerships Manager as we begin to expand. This is a foundational role where you'll collaborate closely with our Director of Partnerships while owning the sales cycle end to end - from first conversation with cities and local agencies through negotiation, close, and expansion. The Director of Partnerships will help open doors and shape overall partnership strategy; you'll be the one who drives opportunities through the pipeline and converts them into signed agreements and growing accounts. You'll combine a consultative approach with real sales discipline: building trust with government stakeholders while consistently converting pipeline into signed partnerships and growing the accounts you win.

This isn't a "manage a few accounts and send a few emails" kind of job. You'll be opening doors, running deals end to end.

What You'll Do

• Own the full sales cycle with municipalities and local agencies - prospecting, discovery, solution positioning, negotiation, and close
• Collaborate with the Director of Partnerships on account strategy, warm introductions, and deal structure, while serving as the owner of each opportunity from qualification through signature
• Build and manage a pipeline of city and agency opportunities, maintaining accurate forecasting, account notes, and deal progression
• Develop trusted relationships with city officials, department heads, finance leaders, and other government decision-makers
• Drive expansion and renewals within existing government accounts by understanding partner priorities, usage, and satisfaction
• Navigate government procurement and decision-making processes, structuring deals that work for both public sector partners and Onetera
• Lead government stakeholders through the buying process with a consultative approach - discovery, value positioning, objection handling, and closing
• Act as the voice of the customer internally, translating government needs into product direction alongside our team
• Represent Onetera at industry events, conferences, and in direct government engagements
• Get your hands dirty - like any true startup, no two weeks will be the same, and you'll help build our sales process and playbooks as we grow

Who You Are

• Mission-aligned: You're passionate about improving how government serves communities
• A proven closer: You have a track record of meeting or exceeding sales, renewal, or revenue targets
• Government-fluent: You've sold into or worked closely with the public sector and understand its unique dynamics, constraints, and timelines
• Relationship-driven: You build trust fast, engage confidently with stakeholders at every level of seniority, and are comfortable picking up the phone
• Consultative: You lead with discovery and empathy, and know that public sector deals require patience and a solutions-oriented mindset
• A self-starter: You thrive in ambiguity, create structure where none exists, and stay organized while juggling multiple accounts, deadlines, and stakeholders
• Resilient and accountable: You follow through, own your numbers, and keep momentum through long sales cycles

Preferred Qualifications

• 2+ years of experience in sales, account management, or business development, ideally selling to government, education, and/or any regulated industry
• Ability to travel
• Experience in early-stage or high-growth environments is a plus
• Proven track record of hitting or exceeding quota, renewal, pipeline, or revenue targets
• Experience owning a full sales cycle, from prospecting through negotiation and close
• Understanding of government procurement processes and partnership structures (or demonstrated ability to learn complex buying processes quickly)
• Strong consultative selling skills: discovery, value positioning, objection handling, negotiation, and closing
• Excellent communication skills, with the ability to translate between technical and government audiences
• Comfortable using CRM systems to manage pipeline, forecasting, and account records

Why Join

You will have a direct line to leadership, meaningful ownership over your territory and approach, and the chance to see your work translate into better public services for real communities. If you're ready to roll up your sleeves, we'd love to hear from you.