Public Sector Contract & Partner Strategy Lead

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Your Impact

You will design and lead the strategy that unlocks scalable procurement and partner-driven growth across our US Public Sector business. By building and optimizing our state and cooperative contract portfolio, activating high-impact commercial partnerships, and proactively clearing procurement hurdles for new products, you will remove friction from the buying process, expand market access and accelerate revenue growth. This role sits at the intersection of Sales, Legal, Product, Finance, and Government Affairs — translating go-to-market priorities into executable contracting and commercialization frameworks that drive measurable growth.

What You’ll Do

Location: This role is based out of our San Francisco, CA office and follows a hybrid schedule. We rely on in-person collaboration and ask that team members work onsite Tuesdays through Fridays, with the flexibility to work remotely on Mondays, unless there is an approved workplace accommodation. We believe that connection fuels innovation, and our in-office culture is designed to foster meaningful teamwork, mentorship, and shared success.Reports to: Senior Director, Strategy & EnablementDirect Reports: None

State & Cooperative Contract Strategy

Develop and execute a forward-looking state and cooperative contract strategy aligned to go-to-market priorities; anticipate procurement needs 12–18 months in advance and establish required vehicles ahead of revenue timelines.
Establish, expand, and renew statewide and cooperative contracts to include new products, services, and pricing models that support growth objectives.
Lead negotiations for new and expanded contracts, aligning Legal, Sales, Finance, and external stakeholders to secure favorable commercial and operational terms.
Own strategic relationships with cooperative purchasing organizations and evaluate new vehicles based on revenue potential and market coverage.
Track contract utilization and performance, identifying opportunities to optimize scope, usability, and adoption across priority markets.

Commercial Partner Strategy & Activation

Operationalize new commercial partnerships identified by Corporate Development by designing the revenue activation plan and establishing repeatable pathways to secure the first deals on Axon paper.
Identify priority accounts and use cases where partner products strengthen Axon’s solution; align Sales, Product, Marketing, and the partner on positioning, pricing, and enablement readiness.
Build scalable procurement and contracting frameworks that allow Axon to compliantly resell partner products within public sector constraints, tracking early performance and refining activation strategy based on results.

New Product Growth Enablement

Proactively identify and remove procurement, contracting, and regulatory barriers that could delay adoption of new products in state and local markets.
Ensure state-specific requirements and contract inclusion strategies are understood early and addressed in alignment with launch revenue timelines.
Translate complex procurement considerations into actionable guidance for Sales and Enablement teams.

What You Bring

7+ years of experience in public sector strategy, government contracting, channel/partner strategy, business development, or sales operations within a complex, multi-stakeholder environment.
Demonstrated success designing and executing strategies that expanded market access and accelerated revenue growth.
Experience operationalizing commercial partnerships or resell models, translating partnership agreements into executable revenue plans.
Comfortable balancing legal, financial, and commercial considerations in negotiations.
Proven ability to influence senior stakeholders and drive cross-functional alignment without direct authority.
Experience supporting new product launches or commercialization strategies within regulated or procurement-constrained markets.
Analytical mindset with ability to assess performance metrics, identify friction points, and refine strategy based on data.
Strategic thinker with a bias for action and a track record of delivering complex, long-horizon initiatives to completion.
Deep understanding of public sector procurement, including statewide master contracts and cooperative purchasing organizations is a plus.
Experience in Government Technology, SaaS, or Public Safety Technology preferred.

Benefits that Benefit You

Competitive salary and 401k with employer match
Discretionary paid time off
Paid parental leave for all
Medical, Dental, Vision plans
Fitness Programs
Emotional & Mental Wellness support
Learning & Development programs
And yes, we have snacks in our offices

Benefits listed herein may vary depending on the nature of your employment and the location where you work

Details

Location

San Francisco, CA, USA

Salary

$133,500 – $213,600/year

Experience

Min. 7 years

Your Impact

You will design and lead the strategy that unlocks scalable procurement and partner-driven growth across our US Public Sector business. By building and optimizing our state and cooperative contract portfolio, activating high-impact commercial partnerships, and proactively clearing procurement hurdles for new products, you will remove friction from the buying process, expand market access and accelerate revenue growth. This role sits at the intersection of Sales, Legal, Product, Finance, and Government Affairs — translating go-to-market priorities into executable contracting and commercialization frameworks that drive measurable growth.

What You’ll Do

Location: This role is based out of our San Francisco, CA office and follows a hybrid schedule. We rely on in-person collaboration and ask that team members work onsite Tuesdays through Fridays, with the flexibility to work remotely on Mondays, unless there is an approved workplace accommodation. We believe that connection fuels innovation, and our in-office culture is designed to foster meaningful teamwork, mentorship, and shared success.Reports to: Senior Director, Strategy & EnablementDirect Reports: None

State & Cooperative Contract Strategy

Develop and execute a forward-looking state and cooperative contract strategy aligned to go-to-market priorities; anticipate procurement needs 12–18 months in advance and establish required vehicles ahead of revenue timelines.
Establish, expand, and renew statewide and cooperative contracts to include new products, services, and pricing models that support growth objectives.
Lead negotiations for new and expanded contracts, aligning Legal, Sales, Finance, and external stakeholders to secure favorable commercial and operational terms.
Own strategic relationships with cooperative purchasing organizations and evaluate new vehicles based on revenue potential and market coverage.
Track contract utilization and performance, identifying opportunities to optimize scope, usability, and adoption across priority markets.

Commercial Partner Strategy & Activation

Operationalize new commercial partnerships identified by Corporate Development by designing the revenue activation plan and establishing repeatable pathways to secure the first deals on Axon paper.
Identify priority accounts and use cases where partner products strengthen Axon’s solution; align Sales, Product, Marketing, and the partner on positioning, pricing, and enablement readiness.
Build scalable procurement and contracting frameworks that allow Axon to compliantly resell partner products within public sector constraints, tracking early performance and refining activation strategy based on results.

New Product Growth Enablement

Proactively identify and remove procurement, contracting, and regulatory barriers that could delay adoption of new products in state and local markets.
Ensure state-specific requirements and contract inclusion strategies are understood early and addressed in alignment with launch revenue timelines.
Translate complex procurement considerations into actionable guidance for Sales and Enablement teams.

What You Bring

7+ years of experience in public sector strategy, government contracting, channel/partner strategy, business development, or sales operations within a complex, multi-stakeholder environment.
Demonstrated success designing and executing strategies that expanded market access and accelerated revenue growth.
Experience operationalizing commercial partnerships or resell models, translating partnership agreements into executable revenue plans.
Comfortable balancing legal, financial, and commercial considerations in negotiations.
Proven ability to influence senior stakeholders and drive cross-functional alignment without direct authority.
Experience supporting new product launches or commercialization strategies within regulated or procurement-constrained markets.
Analytical mindset with ability to assess performance metrics, identify friction points, and refine strategy based on data.
Strategic thinker with a bias for action and a track record of delivering complex, long-horizon initiatives to completion.
Deep understanding of public sector procurement, including statewide master contracts and cooperative purchasing organizations is a plus.
Experience in Government Technology, SaaS, or Public Safety Technology preferred.

Benefits that Benefit You

Competitive salary and 401k with employer match
Discretionary paid time off
Paid parental leave for all
Medical, Dental, Vision plans
Fitness Programs
Emotional & Mental Wellness support
Learning & Development programs
And yes, we have snacks in our offices

Benefits listed herein may vary depending on the nature of your employment and the location where you work