Head of Federal Growth

This is a fully remote position, open to applicants in California, +1 more state.

📋 Description

• Oversee business development, capture management, government relations, and strategic collaborations within the U.S. federal government.

• Identify, shape, capture, and secure key federal opportunities.

• Formulate and implement capture strategies from initial qualification and shaping through acquisition strategy, teaming, proposal development, award, and transition to contract execution.

• Link immediate sales opportunities with long-term programs, contract vehicles, appropriations, and agency acquisition strategies.

• Provide leadership with actionable assessments of pipeline health, capture progress, partner activity, government affairs priorities, risks, resource needs, and suggested actions.

• Represent the organization at client meetings, industry events, partner discussions, exercises, demonstrations, and federal market engagements.

• Spearhead U.S. federal government affairs execution in collaboration with external advisors.

• Directly oversee consultants and lobbyists.

• Collaborate with the government programs team on capture materials, white papers, RFIs, statements of work, ROMs, proposals, presentations, and customer-facing submissions.

• Build and maintain relationships and teaming strategies with prime contractors and other partners.

• Work collaboratively across sales, product, engineering, legal, finance, marketing, operations, and leadership.

• Assist the ocean technology company in enhancing marine sensing, oceanographic, underwater acoustic, data, and software capabilities within funded federal programs.

⛳️ Requirements

• A minimum of 5 years of experience in U.S. federal business development, capture management, government relations, strategic partnerships, federal acquisition, or a related field.

• Proven track record of advancing and securing complex U.S. federal opportunities involving multiple stakeholders, lengthy sales cycles, and non-obvious funding or contracting pathways.

• Strong comprehension of the federal acquisition lifecycle, encompassing opportunity shaping, capture planning, proposal development, source selection, contracting mechanisms, and post-award transition.

• Capability to connect operational users, program managers, contracting officials, funders, policymakers, and industry partners around a cohesive path to award.

• Familiarity with federal budget, authorization, and appropriations processes.

• Robust project management skills, including setting milestones, assigning responsibilities, identifying risks, and maintaining momentum across intricate pursuits.

• Exceptional written and verbal communication abilities.

• Eagerness to engage directly with capture materials, partner strategies, presentations, proposals, and follow-up actions.

• Willingness to travel up to 25% of the time.

• U.S. citizenship is required.

• Must have a previously held or current Secret or higher U.S. government security clearance.

• Preference for an active Secret or TS/SCI security clearance.

• Direct experience supporting maritime, ocean, weather, environmental, autonomy, sensing, data, or decision-support programs is preferred.

• Experience in a fast-paced defense or federal technology company is preferred.

• Familiarity with the U.S. Navy, Air Force, Army, SOCOM, NOAA, or other relevant U.S. agencies is preferred.

• Experience capturing opportunities with both defense and civilian agencies is preferred.

• Experience in selling or preparing proposals for hardware-enabled solutions, data-as-a-service offerings, software, or integrated technical capabilities to the federal government is preferred.

🏝️ Benefits

• Competitive base salary along with equity and commission.

• Comprehensive medical, dental, and vision coverage.

• Stipend for ongoing learning and development.

• One-time home office stipend for remote team members.

• Relocation bonus for team members transitioning to the Bay Area.

• Flexible paid time off (PTO).

• 10 company-wide office closure days.

• Last week of December off for all employees.

• 12 weeks of parental leave.

• Additional 4 weeks for birthing parents.

• Military leave and job protection for reservists and guard members under USERRA.

• Annual company onsite week.

• Team-building events throughout the year.