Associate Director, Business Development

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
Associate Director of Business Development
who will own the execution of key government contract opportunities and secure critical government partnerships that allow Code for America to achieve our mission. You will focus on the day-to-day of managing relationships and opportunities, primarily concentrating on state and local revenue within a defined area of work. You will ensure the timely and high-quality completion of activities that directly lead to securing funding and high-impact partnerships, set Code for America up for success in state and local procurement, proactively improve infrastructure and processes for moving opportunities through the funnel, and surface market insights about our products and services in order to drive greater impact over time.

About the Role:
We are seeking an energetic, mission-driven, and results-oriented Associate Director of Business Development to support Code for America's financial sustainability and long-term impact. This Associate Director of Business Development will

• Build strong relationships with state and local government partners
• Move qualified opportunities with government partners through the sales cycle
• Secure government contracts to support our mission-driven work

We are seeking someone with a proven track record of success in business development and capture within the government sector, with experience in closing government contracts at the state and local level. This role requires executing on strategy defined by senior leadership, including thoughtful and warm relationship-building, crafting compelling presentation materials, and deep knowledge of state and local government procurement rules and contract vehicles. We expect you to bring a track record of supporting a sales pipeline, pitching advisory and technology services, navigating government procurement processes, and securing contracts at the state and local level.

This role will report to the Director of Strategic Partnerships 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:

• Execute Sales Funnel & Secure Revenue

• Develop, maintain, and grow relationships with local and state government agencies;

• Write customized proposals, SOWs, and decks for government partners, ensuring high quality and mission-alignment;
• Take initiative on all follow-up communications (e.g., emails) to keep opportunities advancing;
• Guide opportunities through state and local procurement processes to ensure compliant and smooth purchasing;
• Negotiate the business terms of contracts and close deals to meet revenue targets.

Ensure appropriate procurement and sales infrastructure

• Identify, target, and executive against funding opportunities (RFPs, RFIs, RFQs) that align with pre-defined strategic goals;
• Proactively identify and pursue new procurement pathways that will reduce the friction for a state to partner with Code for America, including enhancing reseller partnerships and executing on cooperative procurement opportunities.

Collaborate internally and continuously improve

• Proactively collaborate with Product, Technology, and Program teams to gather information and define solutions;
• Gather and synthesize leadership and cross-functional input to execute on a pricing, teaming, and scoping strategy;
• Communicate the voice of government partners internally and in product decision making, and be fluent in communicating product strategy and priorities to government partners;
• Accurately contribute well-organized data to CRM systems (Salesforce, Hubspot) for pipeline management;
• Provide regular and insightful updates on opportunities, pipeline, and the market to leadership.

Other duties as assigned
About You:
This position is a perfect fit for someone with state and local government sales experience who thrives in a high-momentum, mission-driven environment.

• At least 5 years of professional experience, including a minimum of 2 years in a job function focused on closing public sector sales, primarily with state and local governments
• Proven track record of success in public sector sales execution, including winning government contracts and meeting revenue targets (especially at the state and local level)
• Deep, demonstrated understanding of state and local government procurement processes (RFPs, RFIs, RFQs, cooperative procurements, etc.) and the ability to read and assess these opportunities
• Exceptional written communication skills, particularly for high-quality follow-up emails, proposals, SOWs, and presentation slides
• Ability to manage a sales funnel, juggle multiple opportunities, and complete tactical tasks (follow-up, proposal writing) without sacrificing quality
• Subject matter awareness of public sector human services, social safety net benefits, and/or the tax benefits system
• Strong collaboration skills, with the ability to effectively work across internal teams (technology, program/policy, finance, etc.)
• Skilled negotiator who advocates for Code for America and the people we serve with empathy and humility

It's a Bonus if You Have:

• Professional or 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

What You'll Get
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
$108,503 to $132,825
, annually.

Benefits and Perks:

• 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

• $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

Equal Employment Opportunity:
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.

Code for America Workers United:
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 October 27, 2023, and is currently in effect.