FORWARD Platform

• Lead the business development team by providing clear direction, guidance, and support to ensure the achievement of sales goals. • Identify new market segments and assess their potential for growth, working closely with the team to develop targeted strategies. • Develop and execute comprehensive go-to-market strategies for new products, ensuring alignment with company objectives. • Plan, execute, and manage GTM experiments to validate assumptions and optimize market entry strategies. • Build and nurture co-selling opportunities through the establishment of strategic partnerships and alliances. • Hire, train, and supervise a high-performing business development team, fostering a culture of collaboration, continuous improvement, and excellence. • Set aggressive sales goals for the team and track progress, providing coaching and support to team members to help them achieve targets. • Collaborate closely with the team, providing insights, strategies, and support for targeting specific customer segments. • Regularly interact with the team to foster collaboration, exchange feedback, and make adjustments based on market realities. • Leverage customer behavior data, market trends, and analytics to gain actionable insights that inform go-to-market strategies and experiments. • Monitor industry trends, competitive landscape, and regulatory changes to identify opportunities and risks.

• Identifies, tracks, and responds to new opportunities across the national market by leveraging existing relationships, developing new relationships, and acting as a trusted business partner to public sector customers. • Manage an opportunity lifecycle (prospecting, qualifying, developing, and negotiating contracts to close). • Mentor a diverse team to achieve collaborative wins. • Ensure prospect information is tracked and leads are generated. • Guide the team in creating pitch decks and proposals for customers. • Maintain close ties with existing customers and be present during fulfillment conversations. • Propose pilot programs for customers, design a playbook for successful programs, and facilitate a smooth handoff to the Operations Team. • Provide timely reporting to senior-level management on goals, metrics and lessons learned to ensure ongoing growth. • Serve as a thought leader to customers and is seen as a trusted advisor on how to run assistance programs at-scale.

• Identifies, tracks, and responds to new opportunities in California by leveraging existing relationships, developing new relationships, and acting as a trusted business partner to public sector customers. • Manage an opportunity lifecycle (prospecting, qualifying, developing, and negotiating contracts to close). • Responsible for mentoring a diverse team to achieve collaborative wins. • Ensures that prospect information is tracked and leads are generated. • Guides the team in creating pitch decks and proposals for customers. • Maintain close ties with existing customers during fulfillment conversations to support their work. • Identify and propose pilot programs for customers, designing playbooks for successful programs, and facilitating handoffs to the Operations Team. • Act as a member of the Growth leadership team and oversee a team focused on growth of business in California. • Responsible for hiring, training, providing feedback and mentoring team members.

• Identifies, tracks, and responds to new opportunities across the national market by leveraging existing relationships, developing new relationships, and acting as a trusted business partner to public sector customers • May independently manage an opportunity lifecycle (prospecting, qualifying, developing, and negotiating contracts to close) • Responsible for mentoring a diverse team to achieve collaborative wins • Ensures that prospect information is tracked and leads are generated • Guides the team in creating pitch decks and proposals for customers • Help identify ways FORWARD can administer newly funded or expanded programs from the legislative budget • Connect with key stakeholders and department staff to understand their pain points and identify opportunities for FORWARD to support their work • Maintain close ties with existing customers and be present during fulfillment conversations in order to be considered a trusted thought partner for customers • Continue strategic outreach to existing customers with the goal of identifying and proposing pilot programs and expansion opportunities • Identify and propose pilot programs for customers, stand up new pilot programs, design a playbook for successful programs, and facilitate a smooth handoff to the Operations Team • Acts as a member of the Growth leadership team and oversees a team focused on growth of business across the US • Responsible for hiring, training, providing feedback and mentoring team members to support and grow Account Management activities • Responsible for conference attendance and customer site visits • Supports those activities by helping to coordinate on-site meetings, plan networking or social events, and ensure that hotel or other accommodations for team members is secured • Committed to the growth of FORWARD’s mission by consistently achieving ambitious sales targets, collaborating closely with both the Growth and Operations teams, and thinking strategically about product use cases and potential customer needs • Provides timely reporting to senior-level management on goals, metrics and lessons learned to ensure ongoing growth • Serves as a thought leader to customers and is seen as a trusted advisor on how to run assistance programs at-scale

• You will be responsible for the management of the RFX team and the submission of proposals. • Lead and manage a team of proposal managers and coordinators as well as the overall proposal development process. • Develop and maintain a proposal management plan that integrates the capture, win strategy, and lessons learned. • Lead the capturing of new opportunities that leverage FORWARD’s current offerings into new programs and use cases. • Lead the development of new innovative approaches to proposal development, management and writing. • Lead a collaborative team to develop proposals that clearly articulate the solution and strategy, approach to performing the work, experience, win themes, and discriminators. • Provide training and coaching as necessary to team members on the proposal process, review process, and/or writing process and best practices. • Analyze and solution for complex RFPs, create compliant outlines, and write and edit proposals. • Identify, resolve, and escalate gaps and risks to the Director of Strategic Growth and Executive team. • Provide support with writing, editing, and feedback process of proposals (technical and format). • Provide and lead budget development solutions and insight. • Iteratively review content and provide feedback to authors. • Maintain a forward-leaning posture that is always willing to wear extra hats as needed to help the team submit compliant, concise, and compelling bids. • Provide quarterly and monthly RFX data metrics.