[Hiring] Head of Growth @TrussWorks, Inc

Role Description

Truss is seeking a Head of Growth to expand its presence in the federal digital services market and eventually, at the state level as well. The Head of Growth at Truss will:

• Set strategy, build pipeline, lead capture and proposals.
• Develop and maintain key agency relationships and drive outcomes.
• Lead and develop a highly collaborative team of Business Development Managers and Account Managers.
• Work effectively with Finance and Delivery teams, and technical SMEs to determine pricing, support winning proposals, and land new work.

This is a high-impact position with the opportunity to grow. The Head of Growth will connect Truss to the work we’re best at by:

• Forging new government and vendor relationships and strengthening existing ones.
• Understanding our value proposition and developing compelling ways to differentiate ourselves.
• Aligning our growth strategies to ensure our pursuits play to our strengths.

The ideal candidate understands the federal acquisition lifecycle, preferably from direct experience, and can leverage that insight into winning outcomes. This person has:

• Demonstrated fluency of the principles of user-centered design and agile development.
• Experience working in a fully-distributed environment.
• A proven track record of building strong relationships with internal and external stakeholders.

This is a fully remote opportunity with potential quarterly travel for customer meetings, industry events, and team gatherings. This position reports to the CEO. The base salary range for this role is $185,000 - $240,000 and is also eligible for a performance-based bonus.

Responsibilities

The Head of Growth will be responsible for delivering successful outcomes in three key areas:

• Truss secures new work through trust, partnership, and genuine understanding of client needs:
  • Achieve target contract value dollars sought on new deals by understanding our customers and their needs.
  • Determine effective deal strategies, prioritization, and growth recommendations in partnership with the leadership team.
  • Develop deep customer intimacy — understanding actual needs and characteristics evaluators are looking for.
  • Stay abreast of procurement initiatives and pursue innovative procurement strategies.
  • Maintain and develop relationships with agency stakeholders, primes, and strategic partners.
  • Establish knowledge sharing and continuity best practices.
• Establish and pursue strategic and achievable growth initiatives:
  • Set quarterly and annual goals in partnership with the Growth Team and the CEO.
  • Mentor and support the growth team with clear priorities and accountability.
  • Maintain a qualified and robust pipeline aligned to growth targets.
  • Monitor the federal and state digital services modernization markets to identify trends.
  • Keep tools for monitoring and tracking opportunities current and updated weekly.
• Continuously develop capture and proposal processes:
  • Proactively determine business development and capture phases of the Shipley framework.
  • Ensure all Truss proposals follow a repeatable process able to scale with the business.
  • Add effective narratives and win themes to the template library.
  • Anticipate how AI is reshaping digital services procurement and employ AI automation.
  • Leverage technical knowledge of SMEs and senior practitioners for proposal development.
  • Communicate collaboration expectations to ensure timely proposals.
  • Document and repeat processes for developing proposals, including staffing and pricing strategies.
  • Share insights and learnings internally to foster growth.
  • Develop and manage strategic partnerships that increase win probability.

Qualifications

• 8+ years leading end-to-end business development and capture efforts in the federal and/or state government digital services market.
• Able to establish and grow new relationships, both in person and virtually.
• Demonstrated fluency of user research, human-centered design, and agile delivery within a government context.
• High familiarity with the latest procurement approaches emerging from GSA and across the federal and state markets.
• Prior track record of successfully creating and managing a longer-term pipeline that leads to wins.
• Comfortable setting business development and capture strategy, defining metrics, and creating accountability for a team.
• Prior experience building, coaching, and supporting high-performing business development and account managers.
• Exceptional relationship and partnership management skills.
• Attention to detail including accountability, organization, and a project management mindset.
• Strong collaboration and communication skills.
• Comfortable working and effectively managing teams within a fully remote environment.

Nice-to-have

• 4+ years working closely with senior government stakeholders on software modernization or digital services delivery teams.
• Experience evaluating vendor proposals and/or participating in source selection committees.
• Experience in both state and federal government, preferably HHS, Medicaid, or benefits administration.
• Understanding of state government business development, capture, or proposal processes.
• Prior employment with USDS, 18F, or a comparable technical/product team within a government agency.
• Active relationships with people currently working in state and federal government.

Eligibility

You must be eligible to work in the U.S. and may be required to pass a federal background check at the discretion of the client/project you are placed on. Truss employees must live and work within the contiguous U.S. Unfortunately, we are unable to sponsor work visas at this time.