VP, Business Development, Earned Revenue

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🔥 0 minutes ago

🇺🇸 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 evidence-backed earned-revenue models that advance Code for America’s mission and long-term financial sustainability • Lead earned-revenue strategy with executive leadership and identify promising offerings, buyers, and business models • Conduct customer and market discovery to assess 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 • Translate ideas into bounded commercial experiments with defined offerings, buyers, pricing hypotheses, timelines, and success criteria • Identify and cultivate early customers, shape paid pilots, and negotiate commercial terms • Develop and test pricing and payment models and evaluate delivery viability • Partner with Product, Engineering, Programs, Resource Management, and People Operations to define pilot scope, staffing, feasibility, and delivery commitments • Evaluate customer value, willingness to pay, procurement feasibility, delivery and support costs, renewals, and standardization opportunities • Turn experiment results into recommendations to expand, refine, or stop opportunities • Convert 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; partner with MarComms and Product Marketing on positioning and lead generation • Work with Strategic Partnerships on government buyers and align relationship ownership and customer commitments • Recommend staffing and investment for proven models 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 with cross-functional teams • Coordinate with Philanthropy to align earned revenue with the organization’s 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 making evidence-based investment, pivot, or stop 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 with leadership, the Board, colleagues, and prospective customers • 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 • Experience with healthcare, managed care organizations, nonprofits, government procurement, public benefits programs, nonprofit earned-revenue models, or technology commercialization is a bonus

🏖️ Benefits

• Laptop provided • One-time $700 payment for remote environment setup; $200 stipend and up to $500 reimbursement • Cell phone and/or internet reimbursement of $50 per month • $500 annual professional development stipend, 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 and guidance for staff required to utilize AI, plus opportunities to gain AI-related skills • 100% employer match on the first 3% of 401(k) 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 80% of dependent coverage costs • Remote work across the US • Monday-Friday, 40-hour workweek • Collaborative working hours between 10 AM and 3 PM PT • Open PTO, subject to manager approval • Minimum 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 • Collaborative, cross-functional, hardworking, and joyful work environment

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