Head of Growth

This is a fully remote position, open to applicants in United States.

📋 Description

• Formulate growth strategies and establish a pipeline within the federal digital services sector, with plans to expand into the state level.

• Direct capture and proposal initiatives, ensuring successful business development results.

• Cultivate and sustain vital relationships with government agencies, prime contractors, vendors, and strategic partners.

• Mentor and guide Business Development Managers and Account Managers.

• Collaborate with Finance, Delivery teams, and technical subject-matter experts on pricing structures, proposals, and new projects.

• Foster customer relationships to grasp evaluator priorities and characteristics essential for a winning team.

• Keep track of procurement initiatives, including GSA OneGov, IDIQs, and BPAs.

• Set quarterly and annual growth targets in conjunction with the Growth Team and CEO.

• Maintain a qualified pipeline that aligns with growth objectives while monitoring market trends, funding opportunities, and procurement changes.

• Utilize opportunity-monitoring and tracking tools effectively.

• Implement Shipley business development and capture methodologies, such as account planning, customer and competitor mapping, call planning, team collaboration, and gate reviews.

• Develop scalable proposal processes, narratives, win themes, staffing strategies, and pricing approaches.

• Proactively integrate AI automation to enhance team efficiency.

• Oversee proposal collaboration to guarantee high-quality and timely submissions.

• Build and manage strategic partnerships and workshare/team agreements.

• Share insights and lessons learned internally.

• Report directly to the CEO.

⛳️ Requirements

• 8+ years of experience leading comprehensive business development and capture operations in the federal and/or state government digital services markets, specifically in selling custom software solutions.

• Proven history of developing pipelines and securing competitive contracts.

• Strong ability to establish and nurture relationships both in-person and virtually.

• Proficient in user research, human-centered design, and agile delivery in a governmental context.

• Knowledgeable about procurement methodologies from GSA and across federal and state sectors.

• Experience in creating and managing a long-term pipeline that leads to successful outcomes.

• Capability to define business development and capture strategies, establish metrics and OKRs, and foster team accountability.

• Background in building, mentoring, and supporting high-performing business development and account management teams.

• Excellent relationship and partnership management skills, including negotiation and empathy.

• Strong organizational, accountability, and project management skills.

• Exceptional written, presentation, collaboration, and communication abilities.

• Comfortable managing teams in a fully remote work environment.

• Must be eligible to work in the U.S.

• Must reside and work within the contiguous U.S.

• May be required to undergo a federal background check at the client's/project's discretion.

• Unable to sponsor work visas.

• Nice-to-have: 4+ years of experience collaborating closely with senior government stakeholders on software modernization or digital services delivery teams.

• Nice-to-have: Experience in evaluating vendor proposals and/or serving on source selection committees.

• Nice-to-have: Experience in both state and federal government, ideally in HHS, Medicaid, or benefits administration.

• Nice-to-have: Familiarity with state government business development, capture, or proposal processes.

• Nice-to-have: Previous employment with USDS, 18F, a state or federal digital services team, or a comparable government technical/product team.

• Nice-to-have: Established relationships with current personnel in state and federal government.

🏝️ Benefits

• Eligibility for performance-based bonuses.

• Comprehensive benefits package.

• Generous paid time off (PTO).

• Budget for co-working expenses.

• Employee effectiveness budget.

• Company-wide transparency regarding salaries and career progression.

• Remote-first work culture.

• Emphasis on work-life balance.

• Potential for quarterly travel for client meetings, industry events, and team gatherings.