[Hiring] Director of Public Sector Startups @Microsoft

Role Description

The Director of Public Sector Startups is accountable for the commercial development of a defined industry portfolio of startups. Leveraging deep industry expertise and market research, the role develops the investment thesis that guides Recruit team targeting, generates qualified enterprise customer access through account team orchestration, and drives co-sell and marketplace execution with founders. The role advances startups to the maturity where they transition into managed sales coverage, and represents Microsoft for Startups across the investor, partner, and industry ecosystem.

Responsibilities

• Develop the industry investment thesis, leveraging deep industry expertise and market research, to guide Recruit team targeting toward startups with the highest propensity to scale.
• Orchestrate with Microsoft account teams and field leadership to generate qualified enterprise customer access and pipeline for portfolio startups.
• Drive co-sell and marketplace execution with founders and account teams, converting pipeline into transactable opportunities and marketplace billed sales.
• Coach portfolio startups on GTM execution and Microsoft engagement models to accelerate commercial maturity and readiness for managed coverage.
• Transition startups into managed sales coverage at the maturity where field sellers can scale their Azure consumed revenue.
• Build and sustain relationships across the VC, partner, and industry ecosystem to generate qualified referrals into the Recruit motion.
• Serve as the industry subject matter expert for Microsoft for Startups, advising account teams, customer executives, and founders, and representing the portfolio externally at industry and ecosystem events.

Qualifications

• Required: Bachelor's Degree in Business, Liberal Arts, Sciences, or related field AND 10+ years relevant work experience (e.g., investment banking, consulting, finance, marketing, corporate strategy, sales, venture capital, legal, business development, product management, project management, software development, or related field) OR equivalent experience.
• Preferred: Bachelor's Degree in Business, Liberal Arts, Sciences, or related field AND 12+ years relevant work experience OR Master's/Advanced Degree in Business, Sciences, or related field AND 10+ years relevant work experience OR equivalent experience.
• 8+ years experience in the technology industry OR in a technical role (e.g., IT, Engineering).

Requirements

• Business Development IC5 - The typical base pay range for this role across the U.S. is USD $130,900 - $251,900 per year.
• Different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $165,600 - $272,300 per year.

Benefits

• Certain roles may be eligible for benefits and other compensation.
• Find additional benefits and pay information here .

Company Description

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.