Director of State Government Affairs

Innovators Wanted Are you ready to achieve what others deem impossible? If the idea excites you, we invite you to learn more about this opportunity. In 2015, we revolutionized the biotech landscape with our “moneyball for biotech” approach, uniting projects and promising early-stage research from academia under a single financial umbrella to mitigate risks a…

Wonderschool is revolutionizing child care by leveraging technology to offer extensive support to home-based child care providers and those in government and non-profit sectors. Our innovative solutions empower child care providers to establish high-quality environments that meet their business needs while creating an accessible marketplace for parents seeking childcare options. We are in search of a visionary Director of State Government Sales – a first-principles thinker with a solid history of successful government sales. While we prefer candidates based in San Francisco, we are open to exceptional talent from anywhere across the United States. This pivotal role reports directly to the CEO. With existing partnerships in 15 states and a robust sales pipeline, you will not be starting from scratch; instead, you will be tasked with scaling proven strategies that are already yielding results. This role is dynamic and requires extensive travel, as you will participate in various events nationwide. You will collaborate with the marketing team to generate leads and manage the entire sales funnel, while also leading a sales team and directly engaging with customers to close deals.

Astranis is pioneering the future of satellite technology, creating advanced satellites designed for high orbits that extend humanity's reach into the cosmos. Our satellites deliver dedicated and secure networks to a diverse clientele, including major enterprises, governmental bodies, and the U.S. military. Currently, with five satellites successfully in orbit and numerous launches planned, we are actively managing a backlog exceeding $1 billion in commercial contracts.Director of Sales Finance – U.S. Government ProgramsAs the Director of Sales Finance for U.S. Government Programs at Astranis, you will be pivotal in shaping the financial structure of our federal sales operations. We are on the lookout for an exceptional senior finance leader with expertise in government contracting, proposal pricing, and revenue forecasting. Your role will include developing scalable processes that cater to our rapidly expanding business with the U.S. government.The ideal candidate thrives at the intersection of government sales and finance, capable of constructing compliant cost-volume proposals, modeling sustainable revenue streams, and collaborating with business development, contracts, and program management teams to maintain financial discipline across all deals. You should be equally comfortable preparing pricing packages and presenting revenue forecasts and risk analyses to senior leadership. Most importantly, you should possess a builder's mindset, creating scalable financial processes that address the complexities of federal sales within a fast-growing aerospace organization.Astranis is at the forefront of launching satellites into orbit, with government contracts being integral to our mission. If you excel under pressure, operate with precision, and aspire to play a vital role in developing a business-critical function, we invite you to explore this opportunity.

Join Cloudflare as a Senior Solutions Engineer focused on State and Local Government (SLED). In this role, you will leverage your expertise in cloud solutions to collaborate with public sector clients, driving successful project implementations and ensuring client satisfaction. Engage with cross-functional teams to deliver innovative solutions that meet the unique challenges faced by government agencies.

Join Databricks as the Director of Engineering Governance!Databricks is the Lakehouse company. Over 7,000 organizations globally—including industry leaders like Comcast, Condé Nast, and H&M, as well as over 50% of the Fortune 500—trust the Databricks Lakehouse Platform to unify their data, analytics, and AI needs. Our headquarters in San Francisco is complemented by offices worldwide. Founded by the original creators of Apache Spark™, Delta Lake, and MLflow, we are dedicated to assisting data teams in addressing the world's most challenging problems. Discover more about our journey on Twitter, LinkedIn, and Facebook.For further insights, visit www.databricks.com.About the TeamWe are on the lookout for a highly technical and influential Director of Engineering Governance to spearhead the integration of security, privacy, and responsible data practices into the core of Databricks’ products and infrastructure. This role transcends traditional program management; it involves architecting and scaling engineering platforms, guardrails, and operational models that ensure secure and compliant product development is the norm within our rapidly growing, multi-cloud environment.This strategic, hands-on technical leadership position will have a significant cross-company impact. You will lead a team of senior security engineers, collaborate with product and infrastructure leaders, and shape the foundational governance systems that empower Databricks to innovate swiftly while upholding exceptional security and customer trust.

Join Appian as an Account Executive focused on State and Local Government (SLED) organizations. In this dynamic role, you will leverage your sales expertise to drive new business and cultivate strong relationships. You will collaborate with a talented team to deliver innovative solutions that empower government agencies to improve their operations and serve their communities better.

Join Databricks as a Director of Engineering GovernanceAt Databricks, we are the Lakehouse company, empowering over 7,000 organizations globally—including industry leaders like Comcast, Condé Nast, and H&M—to harness the power of data, analytics, and AI through our innovative Lakehouse Platform. Our headquarters is located in San Francisco, with a dynamic presence around the world.Founded by the original creators of Apache Spark™, Delta Lake, and MLflow, our mission is clear: to assist data teams in tackling the world's most challenging problems. Learn more about us on Twitter, LinkedIn, and Facebook.To discover more, visit www.databricks.com.About the TeamWe are on the lookout for a highly skilled and influential Director of Engineering Governance to lead our efforts in integrating security, privacy, and responsible data practices into the core of Databricks’ products and infrastructure. This role goes beyond merely managing programs; it involves architecting and scaling robust engineering platforms and operating models that foster secure and compliant product development across a rapidly evolving, multi-cloud ecosystem.In this strategic, hands-on leadership position, you will guide a talented team of senior security engineers, collaborate with product and infrastructure leaders, and establish foundational governance systems that empower Databricks to innovate swiftly while maintaining top-tier security and customer trust.

Scale AI is on the lookout for a dynamic and seasoned Director of Governance, Risk, and Compliance (GRC) to spearhead our centralized GRC function. This crucial role is designed to fortify and propel the organization forward. The selected candidate will play a key role in enhancing and guiding our GRC framework, establishing a long-term strategic vision, collaborating with various teams across the company, and representing Scale’s GRC interests to partners, regulators, and stakeholders. A strong foundation in corporate regulatory compliance and risk management, alongside excellent leadership and relationship-building skills, is essential for success in this role.Key Responsibilities:Lead the GRC function, encompassing compliance governance, advisory, risk management, and regulatory adherence.Develop and mentor a team of compliance professionals focused on governance, assurance, and GRC engineering to create efficient systems and processes.Enhance Scale’s Enterprise Risk Management (ERM) program, focusing on risk identification, assessment, mitigation, and reporting.Collaborate with Legal, Security, Product, Engineering, and Operations teams to support Scale’s growth in a regulated environment.Contribute to Scale’s AI governance strategy, including the implementation of new AI regulations such as the EU AI Act and NIST AI RMF.Drive the vision for how GRC can protect Scale while also serving as a competitive advantage.Represent the GRC team to internal and external stakeholders, including partners and regulators.Maintain a strategic outlook on compliance while being detail-oriented on specific compliance issues.

Discord serves a vibrant community of over 200 million monthly users, primarily engaging in video gaming. With over 90% of our users participating in gaming, they collectively spend 1.5 billion hours each month enjoying thousands of unique titles on our platform. As a key player in the gaming landscape, Discord is committed to enhancing communication and interaction before, during, and after gameplay.As a Public Policy Advisor within our Public Policy and Government Relations team, you will play a crucial role in fostering trust and collaboration with policymakers, regulators, and various stakeholders across U.S. States. This hybrid position is based at our San Francisco headquarters and reports directly to the Director of Americas Public Policy.

Weave equips experts in drug development with AI tools to improve how therapeutic knowledge is managed and shared. The Weave Platform integrates AI into regulatory workflows, supporting the full therapeutic lifecycle in partnership with leaders across the industry. The company’s mission centers on bringing new drugs to patients more quickly, safely, and affordably. Role overview The Director of Sales leads a team of mid-market Account Executives, each responsible for a regional territory focused on Biotechnology, Pharmaceutical, and CRO clients. Reporting to the Vice President of Sales, this leader builds and coaches a high-performing sales team, emphasizing disciplined deal management with the MEDDIC framework, cross-functional collaboration, and a strong understanding of how life sciences organizations adopt new technology. This role works closely with Marketing, Product, and Customer Success to refine the go-to-market approach and ensure Account Executives deliver a consistent, high-quality sales process. Scaling the team is a key focus, including recruiting, interviewing, and developing future sales leaders. Expect frequent travel within the assigned territory (about 60-70% of the time), often joining Account Executives for client meetings. Key responsibilities Manager development & team building Lead, mentor, and develop a team of 4-6 mid-market Account Executives, guiding them in executing a disciplined sales process and building a strong pipeline in the Biotech, Pharma, and CRO sectors. Oversee recruitment, hiring, and development for the sales team: design an interview process to assess coachability, sales skills, and life sciences fluency, and ensure new hires ramp up effectively. Plan for team growth as Weave scales, anticipate future capacity needs, maintain a strong candidate pipeline, and uphold high standards for talent. Deal excellence & sales process Promote and reinforce a MEDDIC-based selling approach across the Account Executive team, leading structured deal reviews focused on qualification, stakeholder mapping, and strategies for successful deal closure. Location This position is based in the San Francisco Bay Area, California. Significant travel within the territory is required.

Astranis is pioneering the development of advanced satellites designed for high orbits, thereby broadening humanity's exploration capabilities within our solar system. Currently, our satellites deliver dedicated and secure networks to a diverse range of sophisticated clients, including large enterprises, sovereign governments, and the U.S. military. With five satellites successfully in orbit and numerous launches on the horizon, we are addressing a substantial backlog of over $1 billion in commercial contracts.Astranis stands out as the go-to satellite communications provider for customers who demand exceptional uptime, robust data security, comprehensive network visibility, and tailored solutions. Having secured over $750 million in funding from esteemed investors, including Andreessen Horowitz, Blackrock, and Fidelity, our team consists of 450 talented engineers and entrepreneurs. Our satellites are designed, constructed, and operated from our expansive 153,000 sq. ft. headquarters in Northern California, USA.Position OverviewWe are seeking a dynamic USG Intel Community Sales Manager to join our USG Sales team, focusing on developing and capturing business opportunities within the U.S. government sector. The ideal candidate will possess a strong background in space system development and sales, particularly in the Intelligence and National Security Space sectors. This role will involve direct engagement with government program managers, senior decision-makers, industry partners, and various stakeholder organizations. Regular collaboration with Astranis' senior management, program management, engineering, operations, and legal teams will be essential. This position reports to the Senior Director of USG Sales and Solutions Engineering.Key ResponsibilitiesEstablish and nurture relationships with customers and partners in the Intelligence and National Security Space communities.Create comprehensive materials supporting customer interactions, including briefing documents and presentations that align Astranis capabilities with U.S. government national space strategy.Lead and assist in proposal activities, acting as capture manager or proposal manager for U.S. government responses and RFIs.Enhance visibility of Astranis solutions by pinpointing key decision-makers within Intelligence and National Security Space organizations.Monitor relevant U.S. government programs, including budgets, Congressional actions, industry participation, and technical requirements.

About Our TeamThe SaaS Enablement & Governance (SEG) team is a vital part of our IT department, responsible for overseeing the entire SaaS and software lifecycle across the organization. Our mission is to implement robust governance frameworks while minimizing friction for business operations. We collaborate closely with Security, Governance, Risk Management, Compliance (GRC), Procurement, Finance, Legal, and Engineering to ensure that software selection, approval, provisioning, and operations adhere to our standards for security, compliance, cost management, and operational transparency.Our emphasis is on optimizing and standardizing our software portfolio. We create streamlined pathways for approved tools, facilitating quick onboarding for teams without resorting to new applications. The SEG team acts as a center of governance excellence, defining standards and controls, managing integrations comprehensively, embedding security and compliance protocols by design, and actively monitoring for use case drift to ensure tools are utilized correctly, securely, and efficiently over time. Our ultimate goal is to maintain a curated, well-governed SaaS ecosystem that scales alongside the company.About the RoleWe are searching for a Head of SEG who can enhance and expand our SaaS operating model. In this role, you will craft the strategy and execution plan for portfolio optimization, intake and approval processes, onboarding, enablement, and lifecycle governance, with a clear focus on ownership from adoption to decommissioning.You will establish a reuse-first approach that simplifies processes for teams. This includes creating clear pathways, mapping capabilities to solutions, and implementing efficient intake workflows that allow teams to operate swiftly while adhering to governance standards. Furthermore, you will enforce strong controls such as centralized administration, Single Sign-On (SSO) requirements, integration governance, and continuous monitoring.Your responsibilities will also involve fostering healthy use case growth and expansion, while proactively identifying and rectifying any unintended use or configuration drift that could pose risks without proper oversight. This entails developing scalable workflows, telemetry, and lifecycle controls that maintain security, compliance, and audit readiness as the company scales.This position is suitable for a seasoned leader with extensive experience in SaaS operations, a strong sense of governance judgment, and a proactive approach to enablement in dynamic environments.This role is based at our headquarters in San Francisco and requires in-office attendance.

Director of SalesLocation: San Francisco (in-person, in-office, full-time ONLY)Compensation: $400K–$800K TC | $125K - $180K baseAbout VirioVirio is at the forefront of revolutionizing the B2B go-to-market (GTM) landscape. With the backing of seasoned investors and industry leaders from LinkedIn, YouTube, HubSpot, Rippling, and Google, we empower high-growth B2B companies to effectively penetrate the market through executive-driven content that generates significant revenue.We are seeking a passionate and results-oriented Director of Sales to lead and expand our outbound strategy and top-of-funnel initiatives.ResponsibilitiesAchieve personal sales targets and actively close deals — this role is hands-on, not solely managerial.Recruit, train, and mentor a team of high-performing Account Executives (AEs).Develop and manage the revenue operations infrastructure, including pipeline tracking, forecasting, attribution, and reporting.Define, enhance, and implement the sales process, ideal customer profile (ICP) targeting, and playbooks based on effective strategies.Conduct deal reviews, provide call coaching, and lead weekly pipeline reviews to sharpen team performance.Collaborate closely with GTM, marketing, and content teams to ensure alignment between top-of-funnel activities and sales execution.Exemplify content-driven and AI-enhanced behaviors, setting an example for your team.QualificationsProven track record of closing enterprise-level B2B SaaS deals actively and recently, not just through management.Experience in building and scaling sales teams from the ground up, including recruitment and onboarding of AEs.Strong instincts in revenue operations; capable of building and owning systems.Content-savvy; maintains an engaging LinkedIn presence or is eager to build one, with an understanding of how content drives sales pipelines.AI-savvy; utilizes tools for efficiency and encourages the same from team members.A hands-on coach who actively participates in calls, revises communications, and conducts live deal reviews.Demonstrated success in achieving targets both as an individual contributor and as a leader.Key Traits at VirioHigh Agency & Execution Bias: Proactive and decisive, taking initiative without awaiting direction.

Join Anthropic as a Solutions Architect specializing in Applied AI, focusing on state and local government initiatives. You will leverage cutting-edge AI technologies to develop innovative solutions that enhance public services. Collaborate with government agencies to identify challenges and implement effective AI strategies that improve efficiency and accessibility.

At Upgrade, we empower individuals to take control of their financial futures through our accessible and responsible financial products. Since our inception in 2017, we have successfully assisted over 7.5 million customers in securing more than $42 billion in consumer credit. Our unwavering commitment to enhancing financial well-being drives us to design products that enable our customers to save money and achieve their financial goals. As a testament to our impact, we are supported by leading technology investors and have recently been valued at an impressive $7.3 billion.We take pride in fostering a collaborative and inclusive workplace culture, earning accolades as one of the World’s Top Fintech Companies by CNBC, Best Places to Work by Built In, and several other recognitions for our commitment to employee satisfaction and health.Join our team and contribute to revolutionizing financial products that enhance the lives of millions.About the Role:We are seeking a dynamic Director of Financial Institution Sales who will spearhead the development of our banking and credit union funding channel within their designated territory. This role involves promoting Upgrade’s suite of credit products, including personal unsecured loans and other consumer credit offerings, directly to CLOs, CFOs, and CEOs at depository institutions. The position reports to the EVP, Head of Investor Group.The role offers the flexibility of remote or hybrid work arrangements alongside our San Francisco headquarters.What You’ll Do:Present Upgrade’s unsecured consumer loans and emerging products to banks and credit unions.Represent Upgrade at regional conferences, delivering presentations to cultivate potential partnerships.Manage the sales pipeline from lead generation through to closing.Collaborate with onboarding and execution teams to advance partnership relationships and track success metrics in our CRM.

About UsAt Sierra, we are dedicated to revolutionizing the way businesses interact with their customers through the power of AI. Our headquarters is in San Francisco, complemented by rapidly expanding offices in cities such as Atlanta, New York, London, Paris, Singapore, and Japan.Our core values—Trust, Customer Obsession, Craftsmanship, Intensity, and Family—serve as the guiding principles of our culture and operations. We are steadfast in our commitment to these values in every aspect of our work.Our visionary co-founders, Bret Taylor and Clay Bavor, bring unparalleled experience to Sierra. Bret has held esteemed positions as Board Chair of OpenAI and co-CEO of Salesforce, and he was a pivotal figure in the development of Google Maps. Clay, with an impressive 18-year tenure at Google, led transformative initiatives such as Google Lens and the AR/VR effort, Project Starline.Your RoleProspecting & Lead Generation: Identify and engage potential customers through strategic research, networking, and outreach efforts. Cultivate relationships with enterprise clients to enhance revenue and deployment capabilities.Relationship Management: Establish and nurture robust relationships with key stakeholders and decision-makers among our largest customers, acting as their primary liaison and consistently exceeding their expectations.Negotiation & Closing: Lead complex negotiations with both existing and prospective clients, overcoming objections and finalizing agreements efficiently, in close collaboration with legal and finance teams.Sales Strategy & Planning: Formulate and implement innovative sales strategies aimed at achieving or surpassing sales goals. Design customized sales presentations that address the specific needs of our enterprise clients while partnering with the marketing team to execute successful campaigns.Defining Sales Motion: As part of an early-stage team, your contributions will significantly influence our go-to-market strategies and overall success.

Director of Sales DevelopmentLocation: San Francisco (in-person, full-time only)Compensation: $280K–$420K total annual compensationAbout VirioVirio is pioneering the future of B2B go-to-market strategies with an innovative AI-driven content engine designed to transform executive thought leadership into scalable pipelines.We empower the fastest-growing B2B companies to penetrate the market effectively through executive-focused content that generates revenue rather than mere vanity metrics. As a company backed by esteemed investors and operators from LinkedIn, YouTube, HubSpot, Rippling, and Google, we have established a proven system for converting founder-led content into meetings, pipelines, and brand authority.Our mission is to develop go-to-market infrastructure that operates with high efficiency, blending strategy, execution, and systemic thinking. Recently, we achieved a remarkable milestone by adding $1 million in ARR in just 30 days, prompting our recruitment team to accelerate the search for exceptional talent.We are seeking a Director of Sales Development to take charge of and expand Virio’s outbound and top-of-funnel initiatives.Key ResponsibilitiesOversee every aspect of Virio's outbound operation, including targeting, messaging, automation, and execution through email, LinkedIn, and events.Actively source and close strategic opportunities in collaboration with founders and Account Executives.Lead, mentor, and manage a dynamic team of high-performing Business Development Representatives (BDRs).Develop scalable outbound playbooks for effective prospecting, outreach, and meeting scheduling.Coordinate outbound campaigns with growth, content, paid media, and event strategies.Conduct rapid experiments with messaging, cadences, and tools to enhance conversion rates.Lead by example as one of the most active outbound representatives.Foster a culture of speed, accountability, and continuous improvement through ongoing coaching.Collaborate closely with the CEO, Head of Growth, and GTM leadership to align on strategy and execution.

Astranis is at the forefront of satellite technology, crafting cutting-edge satellites for high orbits that enhance humanity's presence in the solar system. Our satellites offer dedicated, secure networks for a variety of sophisticated clients, including large corporations, government entities, and the U.S. military. With five satellites successfully launched and several more on the horizon, we are managing a robust backlog of over $1 billion in commercial contracts.Astranis has established itself as the go-to satellite communications partner for customers who demand exceptional uptime, data security, network transparency, and tailored solutions. Backed by over $750 million in funding from top investors like Andreessen Horowitz, Blackrock, and Fidelity, our team consists of 450 talented engineers and innovators working from our expansive 153,000 sq. ft. headquarters in Northern California, USA.As the Senior Manager of Sales Finance for U.S. Government Programs, you will play a pivotal role in shaping the financial backbone of our federal sales initiatives. You will be an essential business partner to our Government Programs, Business Development, and Contracts teams, ensuring accurate pricing, regulatory compliance, and robust forecasting as we expand our U.S. government portfolio.This position is perfect for a proactive finance leader who excels at the intersection of government contracting and strategic business development. You will spearhead pricing strategies, model long-term revenue projections, and enforce stringent financial execution across proposals and programs. Additionally, you will contribute to developing scalable systems and processes to support our rapidly growing federal business.If you are a professional who merges extensive government finance knowledge with a passion for building and scaling, and you are motivated to support one of the most crucial segments of a thriving aerospace company, we would love to hear from you!

Our MissionAt Roboflow, we are pioneering the future of computer vision AI infrastructure. Our platform empowers enterprises to create, deploy, and maintain vision systems in various sectors including manufacturing, logistics, retail, healthcare, agriculture, and defense.As we continue to grow, our product has proven its efficacy, and enterprise clients are already leveraging it in their operations. We are now seeking to establish a robust leadership layer that can scale our operations while preserving our high standards.Your RoleIn this key leadership position, you will oversee a team of Enterprise Account Executives targeting new client acquisition and rapid expansion within existing accounts. Our strategy emphasizes a Land-and-Expand approach, where initial engagements lead to widespread platform adoption. You will play a crucial role in driving your team to secure significant contracts, often reaching seven-figure deals within the first year of engagement.Your Responsibilities1. Driving ResultsYou will ensure full quota attainment for your team by managing coverage, pipeline quality, and maintaining high conversion standards.Transparency is key; you will be accountable for accurate forecasting and will lead any necessary post-mortem analyses if targets are missed.2. Cultivating a Pipeline CulturePerformance Standard: Each representative should secure a minimum of 2 new meetings and 1 qualified opportunity weekly.Proactive Pipeline Generation: Your team will be responsible for generating leads, enforcing outbound initiatives daily to build a sustainable pipeline.3. Ensuring Deal QualityYou will lead rigorous deal qualification processes with structured weekly reviews, ensuring all deals are thoroughly vetted and any gaps are addressed promptly.Prioritize factual evaluations over optimistic projections, focusing on alignment with use cases and feasibility of implementation.4. Coaching and DevelopmentYou will provide hands-on coaching, guiding your team through live deal scenarios and offering feedback on their performance.Utilizing established methodologies, you will foster a culture of excellence in value-based selling.

About LeagueEstablished in 2014, League stands at the forefront of healthcare consumer experience (CX) platforms, harnessing the power of artificial intelligence (AI) to serve over 63 million individuals globally. Our innovative solutions enable payers, providers, and consumer health partners to enhance healthcare engagement, leading to improved health outcomes. With over $285 million raised in venture capital, League is trusted by leading healthcare brands such as Highmark Health, Manulife, Medibank, and Shoppers Drug Mart to power their digital experiences.Position Summary:As the Sales Director at League, you will join our dynamic growth team during a pivotal phase of expansion. With a robust platform supporting 63 million individuals and substantial investment backing, your role will involve driving enterprise-scale business development and strategic sales initiatives. Partnering with industry giants like Highmark Health and Telus, you will play a crucial role in shaping customer partnerships that enhance digital transformation within consumer, member, or patient experiences.Responsibilities:Manage the complete sales cycle for targeted strategic platform accounts.Utilize your network to generate leads and collaborate with the Business Development Manager and Marketing team on Account-Based Marketing campaigns.Work closely with League's Executives and Go-to-Market leaders to develop compelling narratives and materials for prospective accounts.Collaborate with the Go-to-Market leadership team to refine persuasive sales processes and improve buyer journeys, especially within emerging industry sectors.