VP, Business Development and Earned Revenue

Role Overview

The VP of Business Development and Earned Revenue will establish evidence-backed earned-revenue models that advance Code for America’s mission and contribute to its long-term financial sustainability.

What You Will Do

The VP will build and prove Code for America’s earned-revenue strategy, conduct customer and market discovery, assess opportunities, develop business cases, and prioritize a manageable set of hypotheses.

Why It Might Be a Fit

This role is suited to a commercial leader who can create direction through customer discovery and testing, then build the discipline needed to grow a viable business.

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: identifying what to sell and to whom, personally securing early paying customers, and establishing a repeatable model.
• Strong financial and commercial judgment, including pricing and packaging, financial modeling, full delivery and support costs, margins, forecasts, and investment tradeoffs.
• Experience working closely with product, technology, and program or delivery teams in a matrixed organization to shape feasible offerings and connect customer demand to organizational capabilities.
• Hands-on customer development, sales, and contract negotiation skills, with the ability to build trust, navigate complex stakeholders and purchasing processes, and secure early agreements without an established sales team or proven offering.
• Experience building and leading teams, coaching staff, and coordinating cross-functional work. Ability to shape staffing around validated needs and lead through influence before a dedicated team is in place.
• Executive-level communication skills: clearly explain assumptions, results, risks, and recommendations to leadership, the Board, colleagues, and prospective customers.
• Ability to navigate complex stakeholders and purchasing processes, and establish clear ownership and commitments across organizational boundaries.
• A collaborative, curious leadership approach that welcomes feedback, changes course with new evidence, and values the expertise of colleagues and people closest to the problem.
• A deep commitment to Code for America’s mission of making government services work well for the people who need them most.
• Sound judgment about which commercial opportunities fit Code for America’s mission, and willingness to decline those that don’t.
• 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.

Benefits

• Salary: $172,975 to $211,750 annually
• Comprehensive benefits package including health insurance, retirement plans, and professional development opportunities
• Laptop provided
• Cell phone and/or internet reimbursement of $50 per month
• Professional Development: $500 annual stipend towards professional development
• Training / guidance for staff required to utilize AI as part of their role, plus opportunities for employees to gain AI-related skills to support job and career growth
• 100% employer match on the first 3% of contributions to 401k plans
• 50% employer match on contributions between 3% and 5% to 401k plans
• At least one no cost health insurance option for full-time employees for employee-only coverage
• A minimum of 80% of the cost of dependent coverage
• Remote Work: Code for America employees may work remotely across the US
• Time Off: Open personal time off (subject to manager approval), 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