Director of Earned Revenue 

Tech Goes Home is a nonprofit dedicated to addressing the digital inequities that pose a significant barrier to opportunity and success for thousands of students, workers, and families across Massachusetts. We bring computers, internet, and training to those without so students can do homework, adults can find jobs and manage finances, seniors can connect with loved ones, and all can lead healthier lives.

In the past five years alone, 21,000 learners have graduated from TGH programs, and we have distributed more than 15,000 new computers in communities across Eastern Massachusetts.

The coronavirus pandemic along with the growing national consciousness of systematic racism has substantially increased awareness of the digital inequities that low income households face as many of our school, employment, healthcare and civic programs have moved to virtual platforms. The increase in awareness has triggered substantial growth in funding interest and commitments, allowing us to explore new efforts like expanding our public sector advocacy, virtual offerings, and earned revenue partnerships.

The Opportunity

Tech Goes Home is searching for a dynamic, energetic, and results-driven Director of Earned Revenue. The role will be responsible for leading growth strategies for existing and emerging revenue opportunities. As part of our long term sustainability plan, Tech Goes Home (TGH) is in the process of refining our earned revenue “fee-for-service” model. Currently, this model is utilized by a small percentage of our community program partners who pay a subsidized per learner cost to deliver courses focused on fundamental digital skills to their constituents. This work, and its potential for an increased revenue stream, is critical to the success of our rapid fire expansion across Massachusetts, and nationally, in the coming years. In this role, you will support refining the earned revenue strategy within the current scope of work that Tech Goes Home does, explore and implement new streams of earned revenue, identify and close deals with new partners, expand relationships with existing partners, and manage the activation of partner programs. 

The Director of Earned Revenue must understand how TGH leverages’ our connections to external partnerships to revamp our current earned revenue model, then be able to drive a consultative sales process by identifying prospects, cultivating current relationships toward closure, leading pitch presentations, negotiating partnership terms, and ensuring smooth execution of partner programs. This role will also explore other potential lines of business for TGH, such as consulting, training institutes, upscaling programs and/or social impact bonds. 

This role is ideal for someone who is entrepreneurial and strategic, and who has previously grown or led a program that earned revenue of at least $250K annually. The ideal candidate is seeking to build their relationship base across nonprofit and government sectors, and is passionate about creating equity within the digital divide. The position also provides a significant opportunity to collaborate with senior leaders, with whom you will partner to close these new deals and deepen relationships with existing partners. The Director of Earned Revenue will set a cohesive, innovative and cross-collaborative strategy on a holistic level across all earned revenue channels.

This role reports to the Chief Advancement Officer and will work closely with other members of the Advancement team, the Program team and external consultants. 

Key Responsibilities

Strategic Planning and Business Development (40%)

• Develop growth strategies, revenue projections and operational plans for existing and new community program partners (such as public library systems and school districts) to increase revenue, promote growth and identify additional opportunities for engagement

• Establish new business partnerships with top-tier corporations and leading non-profit organizations by identifying key decision makers and supporters, and establish a communication plan to promote new relationships 

• Provide continuity across earned revenue streams by analyzing earned revenue data, driving higher-level planning and supporting the goals of earned revenue channels

• Coordinate and create marketing, sales and growth strategies for each earned revenue business line

• Continuously broaden and strengthen existing donor and partner relationships, and identify new opportunities to deepen investment and engagement with TGH’s mission while ensuring alignment with the TGH model and strategy 

• Meet specific earned revenue targets established collaboratively with senior leadership as part of annual budget process 

Project Management (40%)

• Plan and develop every phase of earned revenue from from ideation to operation to refinement and expansion

• Support regular reporting and forecasting for revenue, identifying significant changes and trends that will materially impact the company’s growth trajectory 

• Consistently collect feedback for quality control and product curation

• Develop systems (KPI dashboard) and monitor operational, performance and policies working in partnership with the Operations team

• Nurture proposed and potential new revenue streams that align with organizational priorities

• Manage and coach TGH team on best practices for customer success

Partner Engagement (20%)

• Successfully manage the execution of partnership deals

• Collaborate with Advancement, Advocacy and Program teams on partner activations including workshops, webinars, conferences, and recruiting events

Qualifications & Experience 

There are innumerable ways to learn, grow and excel professionally. We respect this when we review applications and take a broad look at the experience of each applicant. We want to get to know you and the unique strengths you will bring to the work. This said, we are most likely to be interested in your candidacy if you can demonstrate the majority of the qualifications and experiences listed below: 

• Progressive experience in business development and strategic partnership management in any number of industries (nonprofit, social impact or social enterprise is a plus)

• Strong business acumen and skillset, including data analysis, marketing, and KPI/financial metric creation and tracking

• Experience in every phase of earned revenue across several lines, from ideation to implementation to refinement and expansion

• Track record of meeting and exceeding sales quotas

• Strong ability to use branding and marketing strategies to develop effective written pitch documents, including presentation decks that frame data in a compelling, audience-centered narrative, as well as the ability to serve as an effective ambassador for TGH

• Proven ability to navigate and be successful in a complex, fast-paced organization and to understand key access points, develop strategic relationships and influence stakeholder decision-making

• Deep commitment to racial equity and inclusion, and a recognition of the ways that racial inequity and social injustice underpin and perpetuate the digital divide 

• Strong presentation, facilitation, verbal, written and interpersonal skills and ability to appropriately manage sensitive and confidential information

Compensation & Benefits

This is an outstanding opportunity to expand TGH’s mission focused work into new communities. Salary will be commensurate with all relevant experience, professional and otherwise, and the range for this position is $85,000-105,000. Comprehensive benefits include health, dental, and vision insurance, flexible spending accounts, paid parental leave, retirement savings, vacation, STD/LTD/Life Insurance, and paid professional development. Click here to learn more about benefits.

Making the Decision to Apply

We will review and respond to all applications received. While subject to change, candidates elected to advance can expect a process inclusive of initial conversations with Positively Partners followed by a virtual interview with the Chief Advancement Officer. A few finalists will have a virtual interview day with other staff and leadership at TGH followed by a holistic reference check process. Anticipated start date is Summer 2023.

At this time, all TGH staff are working hybrid, with assistance for the resources needed to do so. With consideration and proof of vaccination, employees currently work a flexible on-site schedule each week. Many aspects of this specific role require in person gatherings and meetings. TGH is in an attractive shared workspace close to Back Bay Station. Strong Preference for candidates in the Greater Boston area.

To apply to this position, please prepare a resume and cover letter and apply in the application portal. For confidential inquiries or for assistance in completing the application, please contact kpierce@positivelypartners.org.

TGH is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law. TGH is committed to building a diverse staff and strongly encourages women and people of color to apply.