Position Summary

As the Head of Business Development, you will spearhead the strategic planning, business modeling and execution of market penetration and revenue generation. This role involves identifying and onboarding pilot project opportunities and fostering strategic partnerships, and driving the adoption of the CityCatalyst product in targeted market regions, especially across North and Latin America, and Europe. You will be responsible for managing relationships with cities to ensure successful implementation and customer satisfaction.

You will also actively participate in fundraising activities and grant writing, particularly as it relates to helping governments finance the use of CityCatalyst.

You will be the primary lead for our Business Development taskforce and work directly with the Executive Director and a variety of team members from the Product Team and Operations Team.

Essential Functions and Specific Duties

• Design and execute the business development and go-to-market strategy for CityCatalyst, focusing on market analysis, segmentation, pilot project selection and revenue generation.
• Build and maintain strong relationships with city and government officials, consultants, channel partners, and strategic networks (eg. GCoM, C40, ICLEI) to promote product adoption, lead generation and secure funding.
• Manage our pilot program, and the full lifecycle of pilot projects, through monitoring, evaluation and ensuring alignment with strategic goals.
• Act as the primary representative for the CityCatalyst software platform to customers by offering a deep understanding of its digital, data, and AI technologies. This role involves learning the intricacies of greenhouse gas inventories, adhering to the GPC protocol, and effectively communicating the environmental value proposition to facilitate customer engagement and adoption.
• Coordinate with the product and technical teams to tailor CityCatalyst functionalities to meet the specific needs of each city, and provide user feedback back to the product team.
• Regularly assess market trends and project progress to refine business development strategies and objectives.
• Oversee targeted marketing and sales campaigns to increase pilot and customer sign-ups and raise awareness of CityCatalyst’s benefits.
• Continuously refine the CityCatalyst business model based on user interview data and market research to ensure the product meets the market needs effectively.
• Manage and update the CRM and lead generation pipeline for CityCatalyst.
• Identify potential grant opportunities, like Inflation Reduction Act funding, and co-lead other grant writing efforts that can remove financial barriers of governments adopting CityCatalyst.

Other Duties

• Actively participate in team building and culture development activities at the [Employer hidden — sign up to reveal].
• Perform other related fundraising and business development duties as assigned.

Skills and Abilities

• Strong strategic thinking and business acumen.
• Capacity to analyze market trends, identify opportunities for growth, and develop strategic plans
• A strong ability to identify leads, pitch products effectively, negotiate terms, and secure contracts with new customers.
• Excellent communication, negotiation, and relationship-building skills.
• Proficient in project management, CRM software and customer relationship management.
• Ability to lead team meetings and manage the internal task force effectively.
• Ability to work independently and collaboratively in a dynamic, fast-paced environment.

Qualifications

• Bachelor and Master degree in Business, Environmental Science, or a related field.
• Minimum of 5 years of experience in business development, particularly B2G, government technology sales and/or environmental projects.
• Experience in government grant writing and funding acquisition for technology or sustainability projects.

Skills that will make a candidate stand out

• Proven track record in developing and implementing successful business development strategies in the technology, government or sustainability sectors.
• Experience working with cities, particularly around software and adoption.
• Experience with business development for Open Source products.
• Knowledge of AI and data management technologies, particularly in the context of climate action and sustainability.
• Familiarity with the global climate action landscape and the specific challenges faced by cities, both in the Global North and South.
• Experience in navigating the complexities of international funding and partnership frameworks.
• Commitment to [Employer hidden — sign up to reveal]'s mission and values.
• Innovative thinker with a proactive approach to problem-solving and strategy development.
• Bilingual in English and Spanish (or Portuguese), to support Latin American expansion.

Interpersonal skills

• Clear communicator with good verbal and written skills in English (Spanish or Portuguese language is a plus)
• Demonstrated ability to engage with diverse stakeholders from government, non-profit, and private sectors.
• Strong leadership and team collaboration skills.