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Binti builds software for state and county government agencies focused on reinventing social services, starting with child welfare. The company has helped approve over 100,000 families to foster or adopt and supports 49% of the nation's child welfare system. Binti is a mission-driven, for-profit software company based in San Francisco with ~90 employees and backing from Founders Fund, First Round Capital, and Kapor Capital.
You will serve as the senior technical voice in Binti's sales motion, partnering with Government Sales Managers to design the technical shape of each deal. You'll lead security, integrations, and architecture conversations with prospective agencies, own technical RFP responses, and build technical-win plans for strategic deals. Your role is central to growth: turning complex, high-stakes government buying processes into confident technical yeses.
Key responsibilities include:
- Lead security, integrations, and technical-architecture conversations with prospective customers and their IT/security teams
- Run technical discovery and solution architecture, mapping Binti to each agency's systems, data, and workflows
- Own technical RFP responses, security questionnaires, and technical-win plans for strategic deals
- Partner with Product to develop demo resources, environments, and scripts that Government Sales Managers can self-serve
- Act as a force multiplier: build reusable, scalable resources (playbooks, templates, reference architectures, RFP libraries, demo scripts) that enable the broader GSM team
- Partner with Sales on deal qualification, technical feasibility, and pipeline strategy
- Coordinate with Integrations and Customer Delivery teams to ensure scoped work is deliverable
- Champion security and privacy, including HIPAA compliance
- Synthesize field learnings into structured product feedback
- Use AI tooling to accelerate RFP and security questionnaire responses
The role includes up to 25% travel for discovery sessions, security conversations, and on-site pitches. Binti operates on a hybrid model with in-office days on Monday and Thursday from the SF headquarters; the Seattle satellite office sets its own hybrid policy.
REQUIREMENTS:
- Minimum 8 years of experience, including prior time as a Sales Engineer or Solutions Architect at a cloud or SaaS company
- Ideally gov-tech or government sales experience with understanding of public-sector procurement, security, and compliance processes
- Excellent objection handling and ability to hold your own as the technical voice in executive customer conversations
- Adaptable, resilient, results-oriented, with ownership and urgency
- Deep product and technical knowledge; fluent in APIs, integrations, data, and security
- Excel at cross-functional collaboration across sales, product, delivery, and security
- Track record of winning through technical trust and making customers happy
- Think like a force multiplier: turn one-off solutions into reusable assets rather than becoming a bottleneck
- Allergic to hero culture; actively work to avoid being a single point of failure
- Strong storytelling ability and ability to translate complex technical concepts for non-technical government buyers
- Comfortable with legacy and government systems and their tradeoffs
- Excellent verbal, written, and interpersonal communication skills; strong technical writing for RFPs
- Comfortable with up to 25% travel; SF Bay Area or Seattle preferred but remote welcome for right candidate
- Interested in Gen AI, with experience and judgment a plus
- Nice to have: integrations experience, startup experience, relevant certifications
- Genuine passion for using technology to improve outcomes for children and families in child welfare
