- Develop the earned-revenue strategy with executive leadership, identifying mission-aligned offerings, buyers, and business models.
- Conduct customer and market discovery to assess buyer needs, budgets, willingness to pay, alternatives, and purchasing processes.
- Develop business cases that specify assumptions about pricing, acquisition and delivery costs, support needs, demand, and investment.
- Translate promising ideas into bounded commercial experiments with defined offerings, buyers, price hypotheses, timelines, and decision criteria.
- Identify and cultivate early customers, shape paid pilots or initial engagements, and negotiate commercial terms with relevant staff.
- Evaluate customer value, willingness to pay, procurement feasibility, delivery and support costs, and potential for repeat purchases or renewals.
- Turn validated opportunities into repeatable offerings and build a focused sales approach and pipeline.
- Set revenue and learning goals, track performance, and provide the executive team and Board with business cases, forecasts, risks, and investment recommendations.
- Partner across Finance, Product, Programs, Engineering, Strategic Partnerships, Philanthropy, and contracting and compliance teams to support selected offerings.