Career Opportunities at SJF Portfolio Companies

SJF Ventures
SJF Ventures

Business Development Director-Federal

City Innovate

City Innovate

Sales & Business Development
Washington, DC, USA
Posted on Tuesday, October 24, 2023

City Innovate is a SaaS startup in the GovTech space on a mission to make the government a force for social good. We are strategically structured as a public-benefit corporation to ensure that we keep our focus not just on revenues but also on the needs of the people served by the government. We are passionate about making our customers' lives better and building products that help them deliver better services to the public. Our Founders have also placed a strong emphasis on company culture, promoting a collaborative team environment where entrepreneurship is always celebrated.

The Business Development Director - Federal - will be responsible for supporting the revenue team (sales, success, account management) in its work to increase total revenue growth. They will

manage the entire federal territory, with a focus on acquiring anchor customers. They will also manage all “Partner” relationships, which are defined as any relationship with a 3rd party entity that is involved in our Go-To-Market, including product partnerships, lobbyists, procurement partners, & resellers. This involves acquiring new partners, and managing performance of existing partners. Your performance will be measured by revenue growth.


  • Drive efforts to secure anchor federal accounts, establishing a strong market foothold
  • Manage relationships with our partner ecosystem as listed below. This includes acquiring new partners, and managing performance of existing ones.
  • Product Partnerships (ie. GTM partners with complimentary products)
  • Procurement Partners (ie. Resellers on procurement vehicles)
  • Value Added Resellers (VARs) (ie. Resellers responsible for reselling and implementing the CI platform)
  • Identify new accounts and contacts for the revenue organization
  • Evaluate target agencies and develop a deployment strategy in coordination with cross functional teams
  • Conduct research to identify new markets and customer needs within that territory
  • Located in the DC area
  • Minimum10 years in a business development role (customer facing)
  • Minimum 10 years in the public sector vertical, with strong relationships in federal
  • 2 years working with lobbyists and resellers
  • Selling complex solutions
  • Growth and “mission builder” mindset
  • Strong familiarity with federal sales cycle and government contracts
  • Ability to thrive in an environment where the path to success is self-directed
  • Passion for growing and maintaining relationships (interpersonal skills)

Nice to Have

  • Experience selling a platform as a service
  • A network of contacts in the federal government
  • Experience working with resellers & other procurement partners in the public sector
  • Experience with speaking engagements
  • $150,000-$300,000 based on experience
  • Up to 100% of the Employee’s Medical, Dental, and Vision insurance paid for by City Innovate
  • 401k after 1 year + 6% match
  • Unlimited PTO
  • Home office stipend