Public Sector Growth Lead

Summary

Join Code for America as a Public Sector Growth Lead and significantly contribute to our mission of improving government services. You will cultivate strong relationships with government agencies, secure substantial revenue through sales of advisory services and technology products, and expand our impact. This role demands a proven track record in public sector sales, strategic thinking, and a passion for our mission. You will collaborate with various teams, manage multiple projects, and contribute to the long-term growth of Code for America. The position offers a competitive salary, comprehensive benefits, and opportunities for professional development within a supportive and flexible work environment. Travel is expected to be less than 25% of the time.

Requirements

• 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 written and verbal communication skills
• Strong collaboration skills with the ability to effectively work across teams (technology, program/policy, finance, etc.)
• Skilled negotiator who advocates for Code for America and the people we serve with empathy and humility
• Flexibility, adaptability, and creativity in the face of challenges and new information
• Juggle multiple opportunities and tasks without sacrificing quality
• Experience with state and local government sales

Responsibilities

• 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

Preferred Qualifications

• Professional experience with public benefits programs like SNAP, TANF, Medicaid, child care, housing, EITC, and others
• Personal/lived experience with public benefits programs like SNAP, TANF, Medicaid, child care, housing, EITC, and others
• Digital service, agile, and human-centered government experience
• Knowledge of and relationships with other partners in the civic technology ecosystem

Benefits

• Salary: 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 $139,953 - $171,325, annually
• Values: Leadership and teammates who share 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 $700 remote environment setup; $200 stipend and up to $500 reimbursement, in accordance with our equipment policy Cell phone and/or internet reimbursement of $50 per month
• Professional Development: $1000 annual (per calendar year) stipend towards professional development; prorated at time of hire Up to $1000 of professional development funds can be rolled over each year, up to a maximum of $2000
• Retirement & 401k Plans: Employees under 3 years are eligible for a 100% employer match of up to 3% of employee contribution Employees with 3+ years are eligible for an additional 50% employer contribution over 3%, to a maximum of 5%
• Medical: Full benefits package with options up to 100% coverage toward select medical, dental, and vision plans Employer contributes up to 80% of the cost towards dependent and family 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, a minimum of 16 paid holidays, and an org-wide closure from Christmas Day through New Year's Day Paid sick time; up to 96 hours annually Competitive paid parental and family leave 4 weeks of paid sabbatical after 4 years of service, with an option of up to 4 additional weeks of unpaid time away