Director, SLED & Adjacent Markets (GovTech)

TL;DR

Director, SLED & Adjacent Markets (GovTech): Establishing and scaling a new business development practice for State, Local, and Education markets with an accent on market entry strategy and relationship building. Focus on translating federal success into SLED-specific narratives and identifying high-probability entry points for digital services and applied AI.

Location: US Remote. Must be authorized to work in the U.S. (E-Verify). No visa sponsorship available.

Salary: $180,000 to $230,000 base, plus commission and performance-based equity.

Company

A federal digital services company focused on building software for government partners like VA and HHS, utilizing an economics-first lens and an ESOP ownership model.

What you will do

• Develop and execute a comprehensive market entry strategy for SLED markets, identifying high-probability entry points.
• Build and cultivate relationships with state and local program offices, procurement officials, and channel partners.
• Qualify a pipeline of opportunities focused on digital modernization, health/human services, and grants management.
• Collaborate with delivery leadership to ensure BD strategies are grounded in execution capabilities.
• Translate federal past performance into capability narratives that resonate with state and local government buyers.
• Leverage AI tools actively for research, pipeline analysis, and competitive intelligence.

Requirements

• 5+ years of experience in business development, sales, or growth within SLED technology markets.
• Deep understanding of SLED procurement mechanics, including cooperative purchasing and RFP processes.
• Proven track record of building pipelines from scratch in new markets or geographies.
• Ability to translate technical delivery capabilities into compelling narratives for government buyers.
• Authorization to work in the US; company participates in E-Verify and cannot sponsor visas.
• Demonstrated ability to use AI-enabled tools in a business development practice.

Nice to have

• Experience in SLED health and human services IT, grants management systems, or digital modernization.
• Familiarity with federal-to-state technology transfer opportunities.
• Prior experience at a GovTech firm or digital services company with a dedicated SLED practice.
• Understanding of how applied AI is being adopted in state and local government contexts.

Culture & Benefits

• Employee Stock Ownership Plan (ESOP) for all employees.
• Self-managed work/life balance, flexibility, and generous paid time off.
• 401(k) matching, medical, dental, and vision insurance.
• Annual performance bonuses tied to team and individual objectives.
• Paid parental leave and self-managed professional development spending.
• Employer-paid life and disability insurance.