VP, Business Development, Earned Revenue

🕒 October 29

🇺🇸 United States – Remote

💵 $173k - $211.8k / year

⏰ Full Time

🔴 Lead

💰 Business Development (BDR)

👻 Ghost score 0%

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Code for America

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2009

🤲 Charity

🏛️ Government

🌍 Social Impact

Charity • Government • Social Impact

Code for America is a non-partisan, non-political 501(c)(3) charitable organization dedicated to improving government services and fostering resilient communities. The organization leverages technology to simplify access to food benefits, tax filing, criminal record clearance, and more, aiming to break down barriers and find real solutions for individuals across the country. Through partnerships with governments and communities, Code for America designs human-centered applications and provides consulting and advisory services to enhance social safety nets and government processes. By building tools and resources that facilitate easier benefit enrollment and tax services, Code for America strives to create a more inclusive government that works for everyone.

📋 Description

• Establish and lead Code for America's earned-revenue strategy • Identify promising offerings, buyers, and business models that generate sustainable revenue and mission impact • Conduct customer and market discovery regarding buyer needs, budgets, willingness to pay, alternatives, and purchasing processes • Assess opportunities with Product, Programs, Engineering, and Finance • Develop business cases covering pricing, acquisition and delivery costs, support needs, demand, and investment requirements • Prioritize hypotheses and decide which opportunities to test, defer, or decline with the CEO • Design and run bounded commercial experiments and paid pilots • Personally identify and cultivate early customers, negotiate commercial terms, and secure initial engagements • Develop and test pricing and payment models • Partner cross-functionally to define pilot scope, learning goals, staffing, feasibility, and delivery commitments • Evaluate customer value, willingness to pay, procurement feasibility, delivery and support costs, repeat demand, and standardization opportunities • Turn experiment results into recommendations to expand, refine, or stop opportunities • Turn validated opportunities into repeatable offerings with buyer segments, value propositions, pricing, purchasing pathways, delivery models, and financial expectations • Build a focused sales approach and pipeline, partnering with MarComms and Product Marketing • Work with Strategic Partnerships on government buyers and customer commitments • Recommend staffing and investment, and build and lead an earned-revenue team as approved • Set revenue and learning goals and track conversion, revenue, costs, margins, renewals, and customer concentration • Provide executive leadership and the Board with business cases, forecasts, risks, and investment recommendations • Establish invoicing, procurement, payment, security, support, and reporting arrangements • Coordinate earned revenue with Philanthropy and the overall funding approach • Represent Code for America with prospective customers, partners, and funders • Engage in ad hoc projects and initiatives as required

🎯 Requirements

• At least 12 years of experience in business development, commercial strategy, new business creation, or related work, including executive-level responsibility • Demonstrated record of building a new line of business from an early stage, securing early paying customers, and establishing a repeatable model • Experience designing and running commercial experiments and evaluating evidence for investment, redirection, or stopping decisions • Strong financial and commercial judgment, including pricing and packaging, financial modeling, delivery and support costs, margins, forecasts, and investment tradeoffs • Experience working with product, technology, and program or delivery teams in a matrixed organization • Hands-on customer development, sales, and contract negotiation skills • Ability to navigate complex stakeholders and purchasing processes and secure early agreements • Experience building and leading teams, coaching staff, and coordinating cross-functional work • Executive-level communication skills for explaining assumptions, results, risks, and recommendations • Collaborative, curious leadership approach and ability to change course with new evidence • Deep commitment to Code for America's mission • Sound judgment about mission-aligned commercial opportunities • Curiosity about emerging AI tools and commitment to using them responsibly and effectively • Ability to work effectively in a remote environment and willingness to travel up to 25% of the time • Full-time residence within the United States

🏖️ Benefits

• Leadership and teammates who share a strong work ethic and values, and who respect and care for one another • A collaborative, cross-functional, hardworking, and joyful environment • Laptop provided • One-time $700 payment for remote environment setup; $200 stipend and up to $500 reimbursement, in accordance with the equipment policy • Cell phone and/or internet reimbursement of $50 per month • $500 annual stipend towards professional development, prorated at time of hire • Up to $500 of professional development funds can be rolled over each year, up to a maximum of $1000 • Training / guidance for staff required to utilize AI as part of their role, plus opportunities to gain AI-related skills • 100% employer match on the first 3% of retirement contributions • Additional 50% match on contributions between 3% and 5% after 3+ years of service, for a maximum employer contribution of 5% • At least one no-cost health insurance option for full-time employees for employee-only coverage • Minimum of 80% of the cost of dependent coverage • Remote work across the US • Open personal time off, subject to manager approval • Minimum of 14 paid holidays • Organization-wide closure from Christmas Day through New Year's Day • Paid sick time, up to 96 hours annually • 17 weeks of paid parental and family leave • 3 weeks of paid sabbatical after 5 years of service

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