Public Sector Growth Lead

Code for America; San Francisco (CA); On-site; USD 150,000 - 200,000; Full time

Job description

Code for America believes government can work for the people, by the people, in the new digital age, and that government at all levels can and should work well for all people. For more than a decade, we’ve worked to show that with the mindful use of technology, we can break down barriers, meet community needs, and find real solutions.Our employees build and transform government and community tools and services, making them so good they inspire change. We merge the best parts of technology, nonprofit, and government to help support the people who need it most.With a focus on transparency and fairness, and deep empathy for partners in government and community organizations and the people that our partners serve, we’re building a movement of motivated change agents driven by meaningful results and lasting impact.At Code for America, you contribute to exciting work while learning and developing in a supportive and flexible environment. Our compensation and benefits are holistic and thoughtfully curated to represent our employees and our mission. Help us drive real generational change that lasts.Code for America is looking for a talented **Public Sector Growth Lead** who will grow our government revenue in a mission-aligned manner, forge strong government relationships, champion Code for America’s human-centered approach to government technology, and secure critical government partnerships that allow Code for America to achieve our mission of making government work well for everyone. You will build on our multi-year track record, improving infrastructure and processes to ensure long-term revenue growth and mature operations. You will primarily focus on state and local revenue, but have the ability to drive federal revenue opportunities to align with our mission and impact goals as well. ****About the Role:****We are seeking an energetic, mission-driven and experienced Public Sector Growth Lead to help grow Code for America’s impact. The Public Sector Growth Lead will do this by:* Building critical government and ecosystem relationships * Closing new government business and expand existing government accounts * Collaborating with Code for America teams to bring innovative, impact driven-approaches to market We are seeking someone with a proven track record of success in business development and capture management within the government sector, with experience in closing government contracts and grants. This role requires a strategic thinker with a deep understanding of the government procurement process, a roll-up-your-sleeves attitude, and a passion for our mission of building a government that works well for everyone. We expect you to bring expertise in partnership development, networking, lead generation, funnel development, sales generation, and strategic planning.You'll be a good fit for this role if you: are committed to keeping the people served at the forefront of your work, you thrive in a fast-paced environment, you can juggle multiple responsibilities, work creatively and collaboratively to solve problems, are skilled at building relationships naturally, and are impact-motivated. You also must have experience with state and local government sales. This role will report to the **VP of Growth and Partnerships**, and will join an established but growing team within the Partnerships and Government Revenue department at Code for America. This role is expected to travel no more than **25%** of the time.****In this Position You Will:***** **Build relationships and generate leads:**+ Take initiative to build an understanding of unmet government needs and challenges in order to position Code for America advisory services and technology products for additional partnership and revenue opportunities;+ Build, develop, and manage trusted relationships with key federal, local, and state government decision-makers and private sector executives relevant to the public interest technology (“PIT”) ecosystem;+ Promote Code for America’s work and impact to government and ecosystem partners by participating in and speaking at industry events, conferences, panels, and member associations;+ Build and manage a robust network of ecosystem partner relationships for strategic bid opportunities;+ Identify and qualify new funding opportunities through energetic and proactive outreach, market research, and networking.* **Secure new revenue:**+ Secure a target of $3-5m in total state and local government revenue per year through sales of advisory services and/or technology products;+ Identify, target, cultivate, structure, and close new funding opportunities throughout the PIT ecosystem, such as RFPs, RFIs, RFQs, vendor pools, term lists, and other procurement vehicles;+ Write customized proposals and Scopes of Work for government partners;+ Cultivate and negotiate strategic partnerships to jointly secure local, state and federal-level funding opportunities;+ Lead internal assessments of funding opportunities and align senior stakeholders around bid/no bid decisions;+ Lead well-organized proposal development efforts, ensuring winning, compelling, and compliant submissions that meet deadlines and incorporate cross-functional input, in collaboration with Code for America subject matter experts:- Drive and define pricing strategy- Collaborate with product and technology leadership to scope the opportunity and define the team - Review and refine submissions and ensure compliance with proposal requirements+ Identify opportunities to expand Code for America’s impact and revenue by augmenting existing partnerships and contracts;+ Negotiate the business terms of the contracts and close deals.* **Improve Code for America’s positioning & solutions:**+ Engage with product, technology, program, and policy teammates to collaboratively define new solutions and service offerings that meet government needs and drive impact;+ Collaborate with the Marketing team and other Government Partnerships colleagues to develop and promote new content that drives high-quality leads;+ Stay abreast of industry trends, best practices, competition, and innovations.* **Report on and analyze progress:**+ Collaborate with the VP of Growth and Partnerships, CFO, and CEO to set targets to grow revenue over time;+ Contribute well-organized data to CRM systems (Salesforce, Hubspot, and Google spreadsheets/docs), pipeline management tools, and other internal reports;+ Collaborate with the Revenue leadership, Code for America C-Suite, Finance, and Operations teams to support revenue and operations forecasts;+ Provide regular updates on business development opportunities, pipeline, competitive analysis, and other initiatives in various Code for America forums;+ Continuously improve our business development practices, including your own, by analyzing data and implementing improvements.* **Other duties as assigned******About You:***** At least 10 years of professional experience, including a minimum of 3 years in a similar job function and closing public sector sales, primarily with state and local governments;* Proven track record of success in public sector technology sales, capture, and business development, including winning government grants and contracts, meeting revenue targets (especially at the state and local level), and negotiating agreements (SOWs, MSAs, etc.);* Experience driving pricing, teaming, staffing, and scoping strategies;* Ability to read and assess RFPs, RFIs, RFQs, and other government procurement documents to assess if Code for America is a good fit;* Subject matter awareness of public sector human services, social safety net benefits, and/or the tax benefits system;* Understanding of, and ability to schedule and align efforts to, state, federal and local budget and procurement cycles;* Ability to build relationships and secure partnerships and revenue with senior local, state, and federal government stakeholders;* Executive-level