Full-Time VP of Business Development and Sales @ social venture saas startup - Remote, USA

About the Company

Mon Ami builds modern technology for the growing sector of aging and disability services. We’re a women-founded, mission-driven startup tackling the $100B+ social services market to enable the delivery of life-sustaining services for older adults and people with disabilities.

Our customers are large public agencies (think state departments on aging, or state departments of health) across the country who coordinate complex networks of care, but who are currently wasting 60% of their time on administrative paperwork that can be digitized and automated. Mon Ami’s cloud-based solutions allow them to streamline workflow, increase capacity to serve more people, and track outcomes. We have raised over $15M in capital and are backed by leading VCs in healthcare and SaaS, including Ulu Ventures, Maverick Ventures, Pivotal Ventures, and others.

About the Role

We are seeking a VP of Business Development & Sales to lead our growth strategy and manage our high-stakes enterprise sales cycles. Reporting to the CEO and Founders, this is a leadership role for someone who thrives on navigating the complexity of large-scale procurements and long-term relationship building.

You will lead Mon Ami's next era of growth by providing the strategic oversight needed to close deals with state-level government partners and aggressively establish new vertical markets. This role requires a deeply entrepreneurial leader who can both optimize existing success and pioneer new market entry. You will build and codify a repeatable sales process to ensure continued dominance in our current markets while simultaneously creating a whole new set of playbooks for successfully penetrating adjacent verticals. You are a rare blend: a master of the "long game" who navigates complex budget cycles and IT reviews, a mentor who coaches a team through complex negotiations, and an entrepreneurial "player-coach" who isn't afraid to get in the fray when necessary.

A Day in the Life

• Strategy & Coaching: Meet with your Account Executives to white-board a strategy for navigating a particularly complex state procurement process or IT security review.
• High-Level Diplomacy: Join a late-stage negotiation call with a state government agency to address final contracting hurdles and ensure alignment with their fiscal year budget.
• Cross-Functional Collaboration: Partner with the VP of Customer Success to ensure the transition from "sold" to "implemented" is seamless. Partner with the VPs of Product and Data Analytics to turn sales insights into product features for prospects.
• RFP (Request for Proposal) Leadership: Oversee the drafting of detailed RFP responses, ensuring our mission and technical capabilities are communicated with clarity and empathy.
• Startup Agility: Jump into a leadership meeting to share market trends that will influence our product roadmap and long-term scaling strategy.

Primary Responsibilities

• Sales Leadership: Manage and mentor a team of Enterprise Account Executives, helping them navigate high-level conversations, politics, and complex buying committees.
• Pipeline & Execution: Lead the end-to-end sales process for enterprise-level and government-level contracts, often involving cycles of 12+ months.
• Negotiation & Contracting: Step in as the senior closer for high-value partnerships, managing the nuances of government legal reviews and procurement departments.
• RFP Management: Lead the strategy and drafting of proposals for RFPs; while previous RFP experience isn't required, you must be a strong writer and strategist.
• Market Navigation & Expansion: Effectively manage the intersection of budget cycles, political priorities, and technical requirements of government buyers. Expand Mon Ami’s reach into adjacent markets, evaluate and build new partnership opportunities.

About You

• Experience: You have 10+ years of experience, including a proven track record leading and scaling SaaS sales organizations from $10M to $100M in Annual Recurring Revenue (ARR), ideally in GovTech, Healthcare, or other highly regulated environments.
• Leadership: You have experience both as a successful individual contributor (owning your own bag) and as a manager who has scaled and led high-performing teams. You have experience as an executive leader, developing organizational strategy, not just executing a pre-set playbook.
• Strategic Thinker: You excel at developing the long-term growth strategy for a growth-stage startup. You can translate market trends into actional product roadmaps and influence stakeholders across multiple departments.
• Startup Mindset: You are flexible, adaptive, and thrive in an environment where processes are being built as we scale.
• Communication: Exceptional written and verbal skills; you can translate complex technical or bureaucratic requirements into a compelling story.
• Organized & Proactive: You are comfortable managing multiple streams of work and keeping long-term projects on track.

Our Culture

We value high performance and high enjoyment. In addition to having the privilege of working hard on a mission we believe in, we get to do it on a team of people we genuinely respect and like being around. Our hybrid/remote company of ~40 gets together in person 2x per year for team-proposed activities like board games, cooking competitions, and time in nature. In between those retreats, we make time for 1-1 connections across the company. We have a flat hierarchy: ideas for innovation that come from our interns make it into the hands of our users. Founded by two women of color, we know diversity in our team leads to higher quality decisions, so we continually invest in recruiting from under-represented groups and maintaining an inclusive environment.

Benefits

• Health insurance, 15 days PTO (20 days after year two), and sick leave.
• 401K, disability insurance, FSA, and HSA.
• Generous paid family leave.
• The opportunity to do work that matters with a team that treats one another with respect and kindness.

To Apply

Send a resume or LinkedIn and cover letter to job-vp-bd@monami.io.

A word about cover letters: Short ones are great—we just want to know what drew you to this opportunity and why you could be a good fit.