VP, Business Development, Earned Revenue

This is a fully remote position, open to applicants in United States.

📋 Description

• Develop evidence-based earned-revenue models to support Code for America’s mission and ensure long-term financial sustainability.

• Oversee the earned-revenue strategy alongside executive leadership, identifying promising offerings, target buyers, and viable business models.

• Conduct customer and market discovery to evaluate buyer needs, budgets, willingness to pay, alternatives, and purchasing processes.

• Analyze opportunities in collaboration with Product, Programs, Engineering, and Finance teams.

• Create business cases that encompass pricing, acquisition and delivery costs, support requirements, demand, and investment needs.

• Prioritize hypotheses and collaborate with the CEO to determine which opportunities to test, postpone, or decline.

• Convert concepts into structured commercial experiments, defining the offerings, target buyers, pricing hypotheses, timelines, and criteria for success.

• Identify and nurture early customers, shape paid pilot programs, and negotiate commercial agreements.

• Develop and evaluate pricing and payment models while assessing delivery viability.

• Collaborate with Product, Engineering, Programs, Resource Management, and People Operations to outline pilot scope, staffing, feasibility, and delivery commitments.

• Assess customer value, willingness to pay, procurement feasibility, delivery and support costs, renewals, and standardization opportunities.

• Transform experimental outcomes into actionable recommendations to expand, refine, or discontinue opportunities.

• Convert validated opportunities into scalable offerings, defining buyer segments, value propositions, pricing, purchasing pathways, delivery models, and financial expectations.

• Establish a focused sales strategy and pipeline; collaborate with MarComms and Product Marketing on positioning and lead generation.

• Work with Strategic Partnerships on government buyers, aligning relationship management and customer commitments.

• Suggest staffing and investments for validated models and build and lead an earned-revenue team as approved.

• Set revenue and learning objectives, tracking conversion rates, revenue, costs, margins, renewals, and customer concentration.

• Present executive leadership and the Board with business cases, forecasts, risks, and investment suggestions.

• Establish invoicing, procurement, payment, security, support, and reporting arrangements in collaboration with cross-functional teams.

• Coordinate with Philanthropy to ensure alignment of earned revenue with the organization’s overall funding strategy.

• Represent Code for America to prospective customers, partners, and funders.

• Participate in ad hoc projects and initiatives as needed.

⛳️ Requirements

• A minimum of 12 years of experience in business development, commercial strategy, new business creation, or related fields, including executive-level responsibility.

• Proven track record of establishing a new line of business from inception, securing early paying customers, and creating a repeatable model.

• Experience in designing and executing commercial experiments and making data-driven investment, pivot, or cessation decisions.

• Strong financial and commercial acumen, encompassing pricing and packaging, financial modeling, delivery and support costs, margins, forecasts, and investment tradeoffs.

• Background in collaborating with product, technology, and program or delivery teams within a matrixed organization.

• Proficient in customer development, sales, and contract negotiation.

• Capability to navigate complex stakeholder environments and purchasing processes, securing initial agreements.

• Experience in building and leading teams, mentoring staff, and coordinating cross-functional initiatives.

• Executive-level communication skills with leadership, the Board, colleagues, and prospective customers.

• A collaborative, inquisitive leadership style with the adaptability to shift direction based on new information.

• A strong commitment to Code for America's mission.

• Prudent judgment regarding mission-aligned commercial opportunities.

• A keen interest in emerging AI tools and a commitment to utilizing them responsibly and effectively.

• Ability to work efficiently in a remote setting and willingness to travel up to 25% of the time.

• Experience in healthcare, managed care organizations, nonprofits, government procurement, public benefits programs, nonprofit earned-revenue models, or technology commercialization is advantageous.

🏝️ 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 the time of hire.

• Up to $500 of professional development funds can be carried over each year, up to a maximum of $1000.

• Training and support for staff required to utilize AI, along with opportunities to acquire AI-related skills.

• 100% employer match on the first 3% of 401(k) contributions.

• An additional 50% match on contributions between 3% and 5% after 3+ years of service, with a maximum employer contribution of 5%.

• At least one no-cost health insurance option for full-time employees covering employee-only plans.

• A minimum of 80% coverage for dependent costs.

• Remote work opportunities available across the US.

• Monday to Friday, 40-hour workweek.

• Collaborative working hours between 10 AM and 3 PM PT.

• Open PTO, pending manager approval.

• Minimum of 14 paid holidays.

• Organization-wide closure from Christmas Day through New Year's Day.

• Paid sick leave, up to 96 hours annually.

• 17 weeks of paid parental and family leave.

• 3 weeks of paid sabbatical after 5 years of service.

• A collaborative, cross-functional, dedicated, and enjoyable work environment.