[Hiring] VP of Business Development and Earned Revenue @Code for America

Role Description

Code for America is looking for a talented VP of Business Development and Earned Revenue who will establish evidence-backed earned-revenue models that advance Code for America's mission and contribute to its long-term financial sustainability. Impact will include paying customers, viable delivery economics, disciplined investment decisions, and a practical path to growing the strongest offerings.

The VP of Business Development and Earned Revenue will build and prove Code for America’s earned-revenue strategy, from identifying promising business models to testing them with paying customers and growing what works.

• Lead the development of Code for America’s earned-revenue strategy in partnership with executive leadership.
• Conduct customer and market discovery to understand buyer needs, budgets, willingness to pay, alternatives, and purchasing processes.
• Assess opportunities with Product, Programs, Engineering, and Finance.
• Develop business cases that make assumptions explicit.
• Prioritize a manageable set of hypotheses and decide which opportunities to test, defer, or decline.
• Translate promising ideas into bounded commercial experiments.
• Personally identify and cultivate early customers.
• Develop and test pricing and payment models suited to the offering and buyer.
• Evaluate actual customer value, willingness to pay, procurement feasibility, cost to deliver and support.
• Turn validated opportunities into repeatable offerings.
• Set revenue and learning goals with executive leadership and report progress against both.
• Engage in ad hoc projects and initiatives as required by the organization's evolving needs.

Qualifications

• At least 12 years of experience in business development, commercial strategy, new business creation, or related work.
• A demonstrated record of building a new line of business from an early stage.
• Experience designing and running commercial experiments.
• Strong financial and commercial judgment.
• Experience working closely with product, technology, and program or delivery teams.
• Hands-on customer development, sales, and contract negotiation skills.
• Experience building and leading teams, coaching staff, and coordinating cross-functional work.
• Executive-level communication skills.
• A collaborative, curious leadership approach.
• A deep commitment to Code for America's mission.
• Curiosity about emerging AI tools.
• Ability to work effectively in a remote environment.

Requirements

• Experience with healthcare, managed care organizations, nonprofits, or other buyers relevant to Code for America's work.
• Experience with government procurement or selling technology or services to government agencies.
• Familiarity with SNAP, Medicaid, WIC, TANF, EITC, or other public benefits programs.
• Experience developing earned-revenue models in a nonprofit or social-impact organization.
• Experience commercializing technology or working with product teams through iterative development.

Benefits

• Salary range: $172,975 to $211,750 annually.
• Comprehensive benefits package including:
• Leadership and teammates who share a strong work ethic and values.
• A collaborative, cross-functional, hardworking, and joyful environment.
• Laptop provided.
• A one-time $700 payment for remote environment setup.
• Cell phone and/or internet reimbursement of $50 per month.
• $500 annual stipend towards professional development.
• 100% employer match on the first 3% of contributions to retirement plans.
• At least one no cost health insurance option for full-time employees.
• Open personal time off, a minimum of 14 paid holidays, and an org-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.