VP, Business Development and Earned Revenue

Code for America; Indiana; Remote; USD 173,000 - 212,000; Full time

Benefits offered by this job

Laptop provided

Remote work across the US

401k with employer match

Professional development stipend

Paid holidays and parental leave

Job summary

Code for America is seeking a VP of Business Development and Earned Revenue to lead the earned-revenue strategy for a nonprofit with a roughly $40 million annual budget. You will translate ideas into focused commercial experiments and personally secure early paid engagements, guiding decisions on where to invest and grow.

Reporting to the CEO and working with Product, Programs, Engineering, and Finance, you will develop repeatable offerings—products, services, or a mix—and manage portfolio

Qualifications

• At least 12 years of experience in business development, commercial strategy, or related executive-level roles.
• Proven track record building a new line of business from early stages and securing paying customers.
• Experience designing and running commercial experiments and making investment decisions.
• Strong financial and commercial judgment including pricing, margins, and forecasts.
• Experience partnering with product, technology and delivery teams in a matrixed organization.
• Hands-on sales and contract negotiation skills to secure early agreements without a formal sales team.
• Experience leading teams and shaping staffing around validated needs.
• Executive-level communication skills to explain assumptions, results, risks, and recommendations to leadership and the Board.
• Ability to navigate complex stakeholders and purchasing processes across organizational boundaries.
• Collaborative, curious leadership that values feedback and adapts with new evidence.
• Deep commitment to Code for America's mission.

Responsibilities

• Earned revenue strategy and opportunity selection.
• Paid experiments and business model validation.
• Repeatable offerings and commercial growth.
• Investment decisions and operational readiness.
• Other duties as assigned.

Skills

Business development

Commercial strategy

Executive leadership

Customer discovery

Pricing and packaging

Cross-functional collaboration

Contract negotiation

Team leadership

Remote/work from home leadership

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 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.

About the role:

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. Code for America is a nonprofit with an approximately $40 million annual budget, funded primarily through philanthropy. This leader will identify which mission-aligned offerings, buyers, and business models can strengthen that funding base, test them with paying customers, and guide decisions about where to invest and grow.

This is a hands-on executive role for someone who has built a new line of business from an uncertain starting point. Working with the CEO and across Product, Programs, Engineering, and Finance, the VP will translate ideas into focused commercial experiments, personally secure early paid engagements, and turn the strongest opportunities into repeatable offerings. Those offerings may include products, standardized services, implementation support, or a combination. As a member of the executive leadership team, the VP owns Code for America’s earned-revenue strategy, makes portfolio decisions within an agreed investment threshold, and brings larger investment decisions to the CEO and Board. The VP leads in a matrixed environment, partnering with Delivery and Enablement teams.

The Strategic Partnerships team will continue to own ongoing government partnership development within Code for America's existing strategy. The VP will collaborate with that team when testing paid government offerings. Ownership of government buyer relationships, commercial testing, and customer commitments will be defined in a shared agreement with Strategic Partnerships leadership before outreach begins.

Specific revenue and learning targets will be agreed with the CEO. Success in the first year will include:

• A prioritized earned-revenue strategy grounded in customer discovery, mission value, and business cases with explicit assumptions.
• A small number of paid tests that generate revenue and credible evidence about buyer demand, pricing, procurement, and delivery economics.
• Clear recommendations – made in close partnership with the CEO – about which models deserve further investment, which need refinement, and which should stop, with a practical growth and staffing plan for the strongest opportunities.

This role will report to the CEO and is expected to travel no more than 25% of the time.

Code for America is based in California and can employ those who reside full-time within the United States. This is a remote position.

In this position you will focus on:

• Earned revenue strategy and opportunity selection
• Paid experiments and business model validation
• Repeatable offerings and commercial growth
• Investment decisions and operational readiness
• Other duties as assigned
• For more details on these focus areas, please see our full posting via our organization's careers page.

About you:

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. Experience may come from products, standardized services, implementation work, or a combination.

• 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.
• Experience designing and running commercial experiments, evaluating evidence, and making decisions to invest, change direction, or stop. Ability to create practical structure without requiring certainty before acting.
• 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.

It’s a bonus if you have:

• 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.

What You’ll Get -

Code for America’s salary bands are transparent as a part of our commitment to transparency and fairness. As part of our hiring practices, we aim to target the midpoint of the 2nd quartile of the range for all new hires.

Offer targets vary based on market / geographic location. The offer targets for this role range from $172,975 to $211,750, annually. Your Recruiter will discuss compensation in more detail & answer any related questions, during the initial Recruiter phone screen.

Benefits and perks:

This role includes a comprehensive benefits package including the following:

• Values:
• Leadership and teammates who share a strong work ethic and values, and who respect and care for one another
• A collaborative, cross‑functional, hardworking, and joyful environment
• Employee Enablement Support:
• Laptop provided
• A one‑time $700 payment for remote environment setup; $200 stipend (in first paycheck) and up to $500 reimbursement, in accordance with our equipment policy
• Cell phone and/or internet reimbursement of $50 per month
• Professional Development:
• $500 annual (per calendar year) stipend towards professional development; prorated at time of hire
• Up to $500 of professional development funds can be rolled over each year, up to a maximum of $1000
• 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
• Retirement & 401k Plans:
• Employees receive a 100% employer match on the first 3% of contributions.
• Employees with 3+ years of service receive an additional 50% match on contributions between 3% and 5%, for a maximum employer contribution of 5%
• Medical:
• 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
• Code for America employees main residence must be within the US
• Full‑time employees work 40 hours per week, Monday - Friday
• Collaborative working hours: we aim to hold all internal meetings between 10 AM - 3 PM PT. We expect all Code for America staff to be available during these set working hours
• 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

Timeline:

From the time you are contacted by a Recruiter, you can expect a 1-2 month, or longer, hiring process. The specific hiring process and timeline goals for this role will be covered during the initial Recruiter phone screen. Code for America's standard interview process details are also available on our careers page.

Code for America is an equal opportunity employer. Applicants will not be discriminated against because of race, color, creed, sex, sexual orientation, gender identity or expression, age, religion, national origin, citizenship status, disability, ancestry, marital status, veteran status, medical condition or any protected category prohibited by local, state or federal laws.

This position is not covered by a Collective Bargaining Agreement between Code for America and Code for America Workers United, affiliated with OPEIU, Local 1010. The agreement was ratified on January 14, 2026, and is currently in effect.