Director of Business Development - California

As a member of Rainmaker’s State Business Development team, you will grow Rainmaker’s business with state government customers in California. You will identify and develop opportunities for Rainmaker’s precipitation enhancement and water resource programs — from state appropriations and grant programs to agency contracts and pilot programs — while building the long-term relationships and policy environment that turn those opportunities into funded work.

Because our customers are primarily state agencies and publicly funded entities, success in this role combines business development instincts with the legislative, budget, and procurement fluency needed to work effectively with government partners. The role also offers the opportunity to coordinate public/private partnerships — bringing together state agencies, water districts, agricultural interests, and private capital — making this a dynamic opportunity to build the business across both public and private channels.

What You'll Do

• Drive New Business: Own a revenue target tied to state-funded programs in California. Build and manage a pipeline of opportunities including appropriations, grants, agency contracts, and pilot programs, and drive pursuits from identification through award.

• Opportunity Identification & Capture: Identify emerging state funding pathways — infrastructure bills, budget line items, grant programs, and procurement vehicles — and convert them into qualified opportunities. Develop multi-year capture plans spanning fiscal years and legislative sessions.

• Customer & Stakeholder Relationships: Cultivate and sustain relationships with the legislators, agency leaders, regulatory staff, water districts, and industry associations who influence and award state-funded work. Build coalitions of supporters who champion Rainmaker programs.

• Legislative & Budget Engagement: Drive Rainmaker’s engagement in California legislative sessions and budget cycles to create and protect funding for water infrastructure, agricultural resilience, and precipitation enhancement programs. Prepare and deliver testimony, briefings, and presentations to committees and decision-making bodies.

• Policy Shaping in Support of Growth: Advocate for policies that expand the market for Rainmaker’s services, aligning policy initiatives directly with funding and contract opportunities.

• Public/Private Partnerships: Identify and coordinate public/private partnership opportunities that pair state programs with private-sector partners and funding, structuring collaborations that expand Rainmaker’s reach and accelerate program delivery.

• Cross-Functional Deal Support: Partner with leadership, technical, legal, and communications teams to scope winnable programs, develop compelling proposals, and ensure compliance with state regulations and procurement requirements.

• Events & Demonstrations: Organize site visits, demonstrations, roundtables, and educational forums for lawmakers, agency officials, and prospective customers to showcase Rainmaker’s technology and economic and environmental impact.

• Market Intelligence & Reporting: Track legislative, regulatory, and budgetary developments across the water, agriculture, and environmental sectors to keep the pipeline ahead of the market. Report pipeline status, forecasts, and strategic recommendations to leadership.

Requirements

• 5+ years of experience in business development, government relations, capture management, or public policy involving California state government — ideally in water, natural resources, agriculture, infrastructure, or environmental sectors.

• Proven track record of winning state funding, contracts, or appropriations — or of shaping legislative and budgetary outcomes that translated into funded programs.

• Strong understanding of how state budget cycles, grant programs, and procurement processes work, and how policy frameworks intersect with water supply, environmental protection, and agricultural needs.

• Demonstrated ability to build trusted relationships with elected officials, agency staff, and external partners, and to navigate long, multi-stakeholder sales cycles.

• Self-starter comfortable owning a pipeline and a number while working collaboratively in a fast-paced, cross-functional environment.

• Bachelor’s degree required; advanced degrees in political science, business, economics, law, or related fields welcomed but not mandatory.

• Willingness and ability to travel (approximately 50% or more) for legislative sessions, customer engagements, and project site visits.