Head of Growth

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

📋 Description

• Define the growth strategy and establish a pipeline within the federal digital services market, with plans to eventually extend to the state level.

• Oversee capture and proposal initiatives while driving successful outcomes in business development.

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

• Lead and mentor Business Development Managers and Account Managers.

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

• Build customer relationships to understand evaluator priorities and characteristics of winning teams.

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

• Set quarterly and annual growth objectives 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, including account planning, customer and competitor mapping, call plans, teaming, and gate reviews.

• Create scalable processes for proposals, narratives, win themes, staffing strategies, and pricing strategies.

• Proactively leverage AI automation to enhance team efficiency.

• Coordinate proposal collaboration to ensure high-quality and timely submissions.

• Develop and oversee strategic partnerships and workshare/team agreements.

• Share insights and lessons learned within the organization.

• Report directly to the CEO.

⛳️ Requirements

• Minimum of 8 years leading comprehensive business development and capture initiatives in the federal and/or state government digital services market, specifically selling custom software solutions.

• Proven track record of building a pipeline and securing competitive contracts.

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

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

• Familiarity with procurement methods from GSA and across both federal and state markets.

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

• Ability to formulate business development and capture strategies, define metrics and OKRs, and foster team accountability.

• Experience in building, coaching, and supporting high-performing business development and account management teams.

• Strong skills in relationship and partnership management, including negotiation and empathy.

• Excellent organization, accountability, and project management abilities.

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

• Comfortable managing teams in a fully remote setting.

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

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

• May need to undergo a federal background check at the discretion of the client/project.

• 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 across both state and federal government, preferably in HHS, Medicaid, or benefits administration.

• Nice-to-have: Understanding of business development, capture, or proposal processes within state government.

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

• Nice-to-have: Established relationships with individuals currently engaged in state and federal government.

🏝️ Benefits

• Eligibility for performance-based bonuses.

• Comprehensive benefits package.

• Generous paid time off (PTO).

• Budget for co-working expenses.

• Budget for employee effectiveness initiatives.

• Company-wide transparency regarding salaries and career advancement structures.

• Remote-first work culture.

• Commitment to work-life balance.

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