Supplier Growth Manager

Pavilion’s mission is to improve the lives of all Americans by making public procurement work better. As consumers, public servants can do almost anything quickly and online. But at work, completing a purchase on behalf of their agency takes months — or years — and relies on tech that hasn’t changed since the ‘90s. The process isn’t just painful for public servants; long timelines and high costs deter many businesses from serving this $2T / year industry and produce suboptimal outcomes for Americans who rely on public services.

Our marketplace empowers public entity buyers to find and buy from suppliers that have been pre-qualified to sell into the public sector, reducing costs and the time to purchase from months to just weeks or even days. We’ve already become the go-to resource for thousands of public entities that spend over $1.5B annually through our platform. Fueled by strong buyer growth, we’re now building out the supply side of our marketplace and scaling our paid supplier offering, “Pavilion Pro.” 

About the role:

As a Supplier Growth Manager, you’ll play a critical role in helping us to drive a better public sector buyer experience, improve our supplier-facing product experience, and grow revenue for the company. You’ll work closely with customer success and product to identify businesses and categories that will benefit most from our product, close those accounts, and support their continued growth on the platform. You’ll directly manage a book of business and bring new paid supplier accounts (“Pros”) onto the platform. But this isn’t a typical business development role. At Pavilion, you’ll be expected to directly influence the supplier product experience and the categories that Pavilion invests in to deliver an even better buyer and supplier marketplace product as we expand to serve more categories over time. This role has a direct impact on the company’s revenue growth, the product’s development, and the quality of the product experience for both suppliers and the public entities we serve.

We are looking for someone with an entrepreneurial ownership mentality who is a strong critical thinker and collaborative partnerships-builder. You’ll drive critical business impact externally with paid suppliers as well as cross-functionally with product and customer success teams. 

Responsibilities:

• Bring new supply onto Pavilion’s marketplace, developing and owning the entire cycle end-to-end, from identifying prospects to navigating the sales process and closing the sale to making the customer successful throughout their first engagement
  
  
• Build and iterate on a repeatable process to improve your own workflow and support a growing team
  
  
• Contribute to our sales strategy and product development as we expand our product offering to more customer segments
  
  
• Communicate learnings & feedback from suppliers cross-functionally to inform engineering, product, customer success, and marketing

Requirements:

• Experience going 0 to 1. You can speak to times or experiences where you’ve had to build something new and influence others to join you on that journey (whether it’s building a new sales process, a product, a political campaign, etc.)

• Comfort with open-ended problems in unstructured or ambiguous environments.

• An entrepreneurial ownership mentality. You’ve been able to consistently and quickly deliver impact, even when you’ve had to operate with high levels of ambiguity. You’re an owner at heart: you take responsibility for outcomes, not just inputs.

• Outstanding written and verbal communication, relationship-building skills. You’re a practiced and clear communicator with strong intrapersonal skills. You’re able to navigate building relationships and communicating with different types of internal and external stakeholders, from in-the-weeds implementation partners to business executives.

• Demonstrated ability to learn and iterate at high velocity. You’re a strong problem-solver with a growth mindset. You can point to many instances where you’ve had to learn something new or rapidly develop domain expertise to deliver impact. You’re not afraid to get into the weeds to execute; you’re also able to step back and learn from patterns to up-level your own work.

• A track record of influencing without authority. You have experience shaping key decisions to meet or exceed goals with external stakeholders. You’re also able to influence internal decisions, e.g. shape product roadmap based on customer insights and learnings. 

Nice to have, but not required:

• Sales experience: You have worked in a closing, quota-carrying role for at least 3+ years

• Startup experience: You’re familiar with a startup environment 

• Mid-market experience:  You’ve interfaced with B2B customers in some capacity (e.g. sales, marketing, product, etc.)

Pavilion’s compensation philosophy: Be generous with equity, meet needs with salary. We like to make our best offer to candidates up-front to promote fairness in compensation for all candidates.

• While this isn’t a traditional sales role, compensation has a variable component to reward high performers. The expected compensation range for this position is $140 OTE (+ uncapped commission).