Director, Public Sector Sales (Partnerships)

About Backpack HealthcareBackpack Healthcare delivers accessible, culturally competent behavioral health care to Medicaid-insured children, adolescents, and families across Maryland, Georgia, Illinois, Michigan, and Virginia. We partner with schools, government agencies, and community organizations to close critical gaps in behavioral health access for under-served populations. As we scale our public sector footprint, we're building a dedicated individual contributor role to drive school-based expansion, unlock government funding, and develop community and agency networks that extend our reach into the communities we serve.Role OverviewThis is an individual contributor role designed for someone who understands how public institutions make decisions, how government funding moves, and how to navigate the complexity of school districts and state agencies.You'll own Backpack's growth across school-based behavioral health services, government grants and contracts, and strategic community partnerships. This is not a traditional healthcare sales role; it requires equal parts relationship-building, grant development expertise, and public sector fluency.What You'll DoSchool-Based ExpansionDevelop and execute strategy for school district partnerships including MOUs, embedded clinician agreements, and district-wide service contractsNavigate school procurement, board approvals, and academic calendar constraintsBuild relationships with superintendents, student services directors, and state education agenciesRepresent Backpack at education conferences and school health forumsGovernment Grants & ContractsIdentify and pursue federal, state, and local grant opportunities Lead grant applications from concept through submission in collaboration with internal teamsRespond to government RFPs and navigate public sector contracting processesBuild relationships with state Medicaid offices, departments of education, and behavioral health authoritiesMonitor policy developments that create funding opportunities for school and youth mental health servicesStrategic Public Sector PartnershipsCultivate referral partnerships with government agencies and community-based organizations serving youth and familiesDevelop partnership frameworks suited to public and nonprofit institutional decision-makingCollaborate with internal teams to ensure public sector commitments are operationally feasibleCross-Functional LeadershipPartner with clinical, operations, marketing, and finance teams on public sector strategyMaintain accurate pipeline and grant tracking in CRMContribute to market expansion and revenue forecasting for public sector segmentQualifications:Required:A minimum of 8 years of experience in healthcare sales with 2+ years in public sector sales, government relations, partnership development, or grant acquisitionProven track record closing partnerships or contracts with school districts and/or government agenciesExperience with government grants and RFP processesUnderstanding of how school districts, state agencies, and public institutions operateExceptional written and verbal communication skillsSelf-directed with ability to manage long, complex sales cyclesWillingness to travel up to 40%Preferred:Experience in behavioral health, mental health, telehealth, or youth-serving healthcare organizationsExisting relationships with state departments of education, state behavioral health authorities, or Medicaid agencies in MD, GA, IL, MI, or VABackground in Medicaid-funded school-based health services or school-based health centers (SBHCs)Grant writing experience with demonstrated award history ($500K+ in secured funding)Familiarity with MTSS, IEP/504 frameworks, and school behavioral health integration modelsExperience with foster care, juvenile justice, child welfare, or social services sectorsKnowledge of Title IV-E, IDEA, or Medicaid school-based claiming programsBackground working in or with community-based organizations or nonprofit sectorCompensation & BenefitsBase Salary: $125,000 - $150,000 (depending on experience)Performance Incentives: Uncapped commission structure tied to contracts closed, grant awards secured, and referral partner activationOn-Target Earnings (OTE): $200,000 - $240,000+Equity: Competitive stock option packageBenefits PackageBackpack Health is an Equal Opportunity Employer. We believe that the strength of our care depends on the diversity and well-being of our team. We celebrate differences in age, color, disability, ethnicity, gender identity or expression, national origin, physical and mental ability, race, religion, sexual orientation, veteran status, and other traits that make each person unique. We welcome and encourage diverse candidates to apply for any position for which they are qualified and to bring their unique perspectives, experiences, and talents to our team.Originally posted on Himalayas