Partnerships Manager

Clearpath; San Francisco (CA); Hybrid; USD 100,000 - 114,000; Full time

Benefits offered by this job

Health benefits

401K with matching

Job summary

Pavilion is seeking a Partnerships Manager to source, pitch, close, and launch public agency partners from our San Francisco base. You will engage executives and procurement staff, drive adoption of Pavilion’s free procurement tools, and travel domestically for conferences and meetings.

You will build a pipeline, manage partnerships end-to-end, onboard agencies, and maintain relationships across the public sector while collaborating with product and marketing teams to shape our market approach.

Qualifications

• Experience in a sales, business development, or partnerships role at an early stage technology startup.
• Experience working in the public sector or selling to public sector stakeholders.

Responsibilities

• Prospect and build pipeline by identifying public sector targets and outreach.
• Close new partnerships from discovery to commitments and deployment.
• Onboard new partners and train agency teams to use Pavilion.
• Build and nurture relationships with stakeholders at all levels across agencies.
• Represent Pavilion at conferences and events to generate leads and visibility.
• Share learnings with product, marketing, and go-to-market teams to inform strategy.

Skills

Sales experience

Relationship building

Job description

About Pavilion

Pavilion is on a mission to improve the lives of all Americans by making public procurement work better. Public agencies spend $2 trillion annually on everything from school buses to software, but the process can take months and relies on technology that hasn't changed since the '90s. Our marketplace matches government buyers with pre-qualified suppliers giving public servants modern, 100% free tools to deliver better services and enabling more businesses to participate in solving public problems.

About the role

Our Partnerships team drives public agency adoption of Pavilion's free suite of tools for procurement teams and their departments. As Partnerships Manager, you'll source, pitch, close, and launch new public agency partners with a focus on large agencies. You'll represent Pavilion externally to stakeholders throughout the public sector ecosystem—from executives like Chief Procurement Officers to department directors and public procurement staff on the front-lines of purchasing decisions. You'll work closely with internal stakeholders across our product, platform data, and supplier sales team to share market insights and help shape our approach as we scale.

What you'll do:

• Prospect and build pipeline. You'll identify, research, and reach out to public sector agency targets. This includes cold calling, email outreach, LinkedIn engagement, and leveraging your network to generate new opportunities.

• Close new partnerships. You'll manage opportunities from the first conversation through commitment - running discovery calls, delivering demos and presentations, navigating stakeholder buy-in, and getting commitments to deploy Pavilion throughout their agency.

• Onboard new partners. You'll help agencies get set up on Pavilion and train their teams and departments to use the platform effectively, ensuring a smooth transition from committed partner to active user.

• Build and nurture relationships. You'll develop strong, lasting relationships with public sector stakeholders at all levels, from procurement staff to elected officials, and maintain those relationships over time to drive ongoing adoption and referrals.

• Represent Pavilion at conferences and events. You'll attend industry conferences, host meetups, and participate in events to build Pavilion's presence and generate leads. Expect to travel domestically several times per year.

• Share learnings with the team. You'll be the voice of the demand-side of our marketplace internally, communicating what you're hearing from prospects and partners to help inform product, marketing, and go-to-market decisions.

This role is a good fit if:

• You're energized by building relationships. You genuinely enjoy meeting new people and building trust over time. You have a track record of forging strong relationships across organizations and levels of influence—from executives to front-line operators.

• You have a reputation for getting things done. You do what it takes to meet and exceed your goals. You're resourceful, creative in overcoming obstacles, and excited to roll up your sleeves.

• You're comfortable picking up the phone. Cold calling doesn't intimidate you. You're persistent, resilient, and know that outbound prospecting is how pipelines get built.

• You're a clear, compelling communicator. Whether you're writing an email, running a demo, or working a conference booth, you know how to deliver the right message at the right time.

• You love being part of a team. You're excited to contribute to a high-performing group of people working toward ambitious goals together.

• You're excited to travel. Domestic travel for conferences, in-person meetings, and events is a regular part of the role.

Preferred qualifications:

• Experience in a sales, business development, or partnerships role at an early stage technology startup.

• Experience working in the public sector or selling to public sector stakeholders.

Our culture

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. Our team is energetic, mission-driven, and collaborative - and we'd be thrilled to have you join!

Compensation

Compensation at Pavilion consists of salary and equity. The salary for this position is $100-114K per year. We also provide health benefits and a 401K with matching.

We've spent a lot of time thinking about compensation at Pavilion. Our compensation philosophy is designed to be fair, competitive, and right-sized to our company. We make our best offer to candidates up-front.