VP, Business Development and Earned Revenue
C
Code for AmericaCivic technology
Remote (in the U.S.), All internal meetings are aimed to be held between 10 AM–3 PM PT; staff are expected to be available during these hours.Full-TimeVp
Salary172,975 - 211,750 USD per year
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Job Details
- Experience
- At least 12 years of experience in business development, commercial strategy, new business creation, or related work, including executive-level responsibility.
- Required Skills
- Business Development
Requirements
- At least 12 years of experience in business development, commercial strategy, new business creation, or related work, including executive-level responsibility.
- A 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, evaluating evidence, and deciding whether to invest, change direction, or stop.
- 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, including navigating complex stakeholders and purchasing processes.
- Experience building and leading teams, coaching staff, and coordinating cross-functional work.
- Executive-level communication skills to explain assumptions, results, risks, and recommendations to leadership, the Board, colleagues, and prospective customers.
- Ability to establish clear ownership and commitments across organizational boundaries.
- Commitment to Code for America’s mission and sound judgment about which commercial opportunities fit that mission.
- Curiosity about emerging AI tools and a 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.
Responsibilities
- 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.
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