Obvio

Role Description At Obvio, we believe traffic deaths are preventable when a community-oriented approach merges with purpose-built technology. But technology alone doesn't win contracts. Telling the right story to the right city at the right moment does. Every RFP we respond to puts us against 5+ competitors, nearly all of them incumbents who have been operating with the same technology and the same fixed playbook for decades. We are newer, faster, and better, but that doesn't matter if an evaluator doesn't understand why our story, our approach to traffic safety, and our long-term vision are fundamentally different from every other vendor in the market. This role exists to close that gap, across every proposal we write and every piece of content we put out. Winning requires holding two things at once: - Meeting municipalities exactly where they are by checking every compliance box. - Being the most tailored and compelling response in the pile. Compliance gets you in the room but creativity gets you the contract. Cities aren't just buying cameras; they're deciding whether the promise of real safety impact is worth betting on a vendor they don't yet know. The best response answers both questions at once. This is not a role for someone who treats RFPs as a document-filling exercise. We are looking for someone who has already cracked this problem: who has beaten larger, better-known competitors by doing the research and finding the specific angle that makes Obvio the obvious choice. What You'll Do This role has two components, both requiring a deep understanding of our products and the customers they serve: - Proposal Planning and Writing (70%): - Own RFP responses end-to-end from opportunity identification through contract award: set deadlines, hold internal teams accountable, and chase down whatever is needed to make the response sharper. - Ask the right questions before writing: what does this municipality care about, what did the incumbent get wrong, and what data do we have that speaks directly to them. - Research each municipality before writing: Vision Zero plans, crash data, council priorities, legislative landscape, incumbent vendor history, and relevant state statutes; translate legal requirements into accurate proposal language. - Partner closely with our operations and technical teams to ensure every response is grounded in what we can actually deliver. - Build and maintain a proposal asset library of reusable prose, briefs, and graphics: compliance language by state, case studies, data points, and personnel bios so each response starts from a strong base. - Monitor procurement channels and flag relevant opportunities to the sales team. - Content and Marketing (30%): - Build a content playbook from scratch: decide what to write, where to publish, and how to turn our customer results and market insights into a recognizable external voice. - Write blog posts, op-eds, and thought leadership on traffic safety, enforcement policy, and community outcomes. - Produce customer-facing collateral: one-pagers, product explainers, capability statements, landing pages, conference material, and sales documents. - Maintain a consistent voice across everything Obvio publishes. Qualifications - 2-5 years spanning both structured proposal writing and marketing or editorial content. - Experience at a fast-growing startup in govtech, public safety, or civic tech, preferably with direct exposure to GTM and product teams. - Clear examples of winning contracts against larger, better-known competitors on the strength of the proposal. - Strong municipal research instincts: you know how to find what an agency cares about. - Comfortable reading and synthesizing regulatory and statutory language. - Assertive enough to push internal teams for better material. "We don't have that" is not an acceptable answer if getting it would make the doc win. - You've built proposal or content infrastructure from scratch: templates, asset banks, compliance trackers. - You track contract wins, not RFP completions. - You have opinions about what good writing looks like and can defend them. Benefits - Your work will help save lives and improve road safety. - Series A of $22M led by Bain Capital. - Fast-moving startup environment with meaningful ownership. - Competitive compensation and early-stage equity.

Role Description We're looking for a builder—someone who wakes up thinking about how to open doors, close deals, and move an entire market forward. As General Manager / Market Lead, you are the Founder’s proxy in your territory. You drive market growth through strategic coordination across sales, government relations, customer pilots, lobbyists, and cross-functional teams. You won’t directly manage every function—but you’ll have dotted-line influence across all of them, ensuring nothing falls through the cracks and the market moves forward. This is not a “manage from a dashboard” role. You’ll be in the room with legislators and on-site with pilot customers. Think of the person who would have jumped at the chance to launch a new city for a company like Uber or Lyft in the early growth days—but with the added complexity of navigating public-sector stakeholders and shaping policy. What You’ll Drive - Market Strategy & Revenue Growth: Build and execute the go-to-market plan for your assigned territory (e.g., Maryland). Own the revenue target and coordinate the people and resources needed to hit it. - Outbound Sales & Business Development: Personally prospect and close new government and enterprise accounts. - Legislative & Government Relations: Meet with state and local legislators, attend hearings, and build the relationships that turn policy conversations into procurement opportunities. - Lobbyist Guidance: Strategically direct external lobbyists to ensure alignment with company priorities and messaging. Hold them accountable to outcomes, not activity. - Pre-Sales Pilots & Customer Success: Coordinate pilot programs across product, engineering, and customer teams. Ensure pilots convert to contracts by staying close from kickoff through go-live. - Sales Troubleshooting: Diagnose stalled deals, remove blockers, re-engage champions, and rescue at-risk opportunities. If something is broken in the funnel, you find it and fix it. - Courtroom & Regulatory Presence: Attend court sessions, regulatory meetings, and public comment periods as the company’s representative on the ground. - Cross-Functional Coordination: Serve as the connective tissue between HQ and your market. Rally product, marketing, legal, and ops teams around market-specific needs without needing a formal reporting line. Qualifications - Entrepreneurial to your core. You’ve either started something yourself or operated like a founder inside a fast-scaling company. Ambiguity is where you do your best work. - Relentlessly outbound. Your default mode is action: picking up the phone, walking into an office, sending the follow-up. - A strategic thinker who can also execute. You can map a 12-month market entry plan on a whiteboard, then spend the afternoon knocking on doors to make it real. - Comfortable in government and political environments. You understand how procurement cycles, legislative calendars, and policy advocacy work—or you learn fast and aren’t intimidated by them. - An exceptional communicator. Whether it’s a 1:1 with a county commissioner or a panel at an industry conference, you command the room and build trust quickly. - Energized by public-private partnerships. You see the intersection of technology and government as a feature, not a bug. - Scrappy and resourceful. You’re the person who figures out the workaround, calls in the favor, and ships it anyway. Requirements - 8+ years of experience in high-growth, operationally intense environments. Startups, marketplace businesses, or territory-based sales organizations are ideal. - High intellectual and strategic horsepower. You pattern-match quickly, synthesize complex information, and make sharp decisions under uncertainty. MBA, management consulting, or a founded-and-operated-something background are strong signals. - Track record of opening or scaling a new market, city, or territory. You can point to a geography or vertical you built from zero (or near-zero). - Strong outbound presence. You’re credible and compelling in a room with senior stakeholders—whether that’s a C-suite buyer, a state legislator, or a skeptical procurement officer. - Government or public-sector experience is a plus, not a requirement. - Experience at companies that operate at the intersection of technology and the public sector would be a strong plus. Benefits - Competitive base salary plus aggressive performance-based compensation tied to market revenue targets. - Equity participation — you’re building this with us. - Full benefits package including health, dental, and vision. - Travel budget and autonomy to run your market the way it needs to be run.

Role Description We're looking for a builder—someone who wakes up thinking about how to open doors, close deals, and move an entire market forward. As General Manager / Market Lead, you are the Founder’s proxy in your territory. You drive market growth through strategic coordination across sales, government relations, customer pilots, lobbyists, and cross-functional teams. You won’t directly manage every function—but you’ll have dotted-line influence across all of them, ensuring nothing falls through the cracks and the market moves forward. This is not a “manage from a dashboard” role. You’ll be in the room with legislators and on-site with pilot customers. Think of the person who would have jumped at the chance to launch a new city for a company like Uber or Lyft in the early growth days—but with the added complexity of navigating public-sector stakeholders and shaping policy. What You’ll Drive - Market Strategy & Revenue Growth: Build and execute the go-to-market plan for your assigned territory (e.g., Maryland). Own the revenue target and coordinate the people and resources needed to hit it. - Outbound Sales & Business Development: Personally prospect and close new government and enterprise accounts. - Legislative & Government Relations: Meet with state and local legislators, attend hearings, and build the relationships that turn policy conversations into procurement opportunities. - Lobbyist Guidance: Strategically direct external lobbyists to ensure alignment with company priorities and messaging. Hold them accountable to outcomes, not activity. - Pre-Sales Pilots & Customer Success: Coordinate pilot programs across product, engineering, and customer teams. Ensure pilots convert to contracts by staying close from kickoff through go-live. - Sales Troubleshooting: Diagnose stalled deals, remove blockers, re-engage champions, and rescue at-risk opportunities. If something is broken in the funnel, you find it and fix it. - Courtroom & Regulatory Presence: Attend court sessions, regulatory meetings, and public comment periods as the company’s representative on the ground. - Cross-Functional Coordination: Serve as the connective tissue between HQ and your market. Rally product, marketing, legal, and ops teams around market-specific needs without needing a formal reporting line. Qualifications - Entrepreneurial to your core. You’ve either started something yourself or operated like a founder inside a fast-scaling company. Ambiguity is where you do your best work. - Relentlessly outbound. Your default mode is action: picking up the phone, walking into an office, sending the follow-up. Pipeline doesn’t build itself, and you don’t wait for inbound leads. - A strategic thinker who can also execute. You can map a 12-month market entry plan on a whiteboard, then spend the afternoon knocking on doors to make it real. - Comfortable in government and political environments. You understand how procurement cycles, legislative calendars, and policy advocacy work—or you learn fast and aren’t intimidated by them. - An exceptional communicator. Whether it’s a 1:1 with a county commissioner or a panel at an industry conference, you command the room and build trust quickly. - Energized by public-private partnerships. You see the intersection of technology and government as a feature, not a bug. The bureaucracy is the puzzle you want to solve. - Scrappy and resourceful. You’re the person who figures out the workaround, calls in the favor, and ships it anyway. Requirements - 8+ years of experience in high-growth, operationally intense environments. Startups, marketplace businesses, or territory-based sales organizations are ideal. - High intellectual and strategic horsepower. You pattern-match quickly, synthesize complex information, and make sharp decisions under uncertainty. MBA, management consulting, or a founded-and-operated-something background are strong signals. - Track record of opening or scaling a new market, city, or territory. You can point to a geography or vertical you built from zero (or near-zero). - Strong outbound presence. You’re credible and compelling in a room with senior stakeholders—whether that’s a C-suite buyer, a state legislator, or a skeptical procurement officer. - Government or public-sector experience is a plus, not a requirement. We have sales specialists and lobbyists who know the space—we need someone with the strategic chops and executive presence to lead the orchestra. - Experience at companies that operate at the intersection of technology and the public sector would be a strong plus. Benefits - Competitive base salary plus aggressive performance-based compensation tied to market revenue targets. - Equity participation — you’re building this with us. - Full benefits package including health, dental, and vision. - Travel budget and autonomy to run your market the way it needs to be run.