[Remote] Head of Growth

Note: The job is a remote job and is open to candidates in USA. Truss is a software development consultancy focused on government technology. The Head of Growth will expand Truss’s presence in federal and state digital services markets by setting growth strategy, building pipeline, leading capture and proposals, and developing agency and vendor relationships. The role also leads the Business Development and Account Management teams and collaborates with Finance, Delivery, and technical subject matter experts.

Responsibilities

• Achieve target contract value dollars sought on new deals by understanding our customers and their needs
• Effective deal strategies, prioritization, and growth recommendations are determined in partnership with the leadership team
• Develop deep customer intimacy — understanding actual needs, what evaluators will respond to and why, and the characteristics they are looking for in a winning team
• Stay abreast of procurement initiatives such as GSA’s OneGov, and pursue innovative procurement strategies; large IDIQs and BPAs are monitored and responded to
• Relationships with agency stakeholders, primes, and strategic partners are maintained and developed both in person and virtually
• Knowledge sharing and continuity best practices are established so capture strategy, customer context, and solution commitment are communicated to delivery teams when new work is awarded
• Quarterly and annual goals are established, communicated, and met in partnership with the Growth Team and the CEO
• The growth team is actively mentored and supported via clear priorities, expectations, processes, constructive feedback, and accountability across business development, capture, proposals, and account management
• A qualified and robust pipeline aligned to growth targets is actively maintained
• The current state and future direction of the federal and state digital services modernization markets are monitored to proactively identify trends, anticipate shifts in priorities, funding, and procurement approaches and adapt our strategy accordingly
• Tools for monitoring and tracking opportunities are kept current and updated weekly
• Movement of individuals working on modernization efforts within government is monitored and leveraged to refine and inform Truss’s business development approach
• Business development and capture phases of the Shipley framework (including account planning, customer and competitor mapping, call plans, teaming, and gate reviews) are proactively determined to position Truss advantageously before an RFP drops
• All Truss proposals follow a repeatable process able to scale with the business
• Effective narratives and win themes that address our clients’ true pain points based on research, relationship development, and context are added to template library
• All proposals have a distinct voice, narrate why Truss is the optimal choice for a specific problem, and clearly illustrate how we will deliver a solution
• Anticipate how AI is reshaping digital services procurement and solutioning, and proactively employ AI automation to make the team more efficient
• Technical knowledge of SMEs and senior practitioners is leveraged to define response outlines, surface pain points and desired outcomes, and develop win themes
• Collaboration expectations are communicated to Delivery and Growth team members to ensure high-quality and timely proposals are submitted
• Processes for developing proposals, including staffing and pricing strategies are documented and repeatable
• Insights and learnings are shared internally to foster growth and continuous improvement
• Strategic partnerships and workshare/teaming agreements that increase win probability and align with Truss’s objectives are developed and managed

Skills

• 8+ years leading end to end business development and capture efforts in the federal and/or state government digital services market selling custom software solutions, alongside a track record of building pipeline and winning competitive work
• Able to establish and grow new relationships, both in person and virtually, fostering strong connections and customer intimacy beyond mere networking
• 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
• Has 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, OKRs, 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, including proactive communication, building trust, setting context, negotiation, and empathy
• Attention to detail including accountability, organization, and a project management mindset: comfortable tracking multiple opportunities, commitments, deadlines, and deliverables
• Strong collaboration and communication skills — you write clearly, present persuasively, and work fluidly across teams
• Comfortable working and effectively managing teams within a fully remote environment
• You must be eligible to work in the U.S
• The ideal candidate understands the federal acquisition lifecycle, preferably from direct experience
• This person has demonstrated fluency of the principles of user-centered design and agile development
• We are looking for someone that has a proven track-record building strong relationships with internal and external stakeholders based on empathy and experience
• 4+ years working closely with senior government (federal, state, or both) stakeholders on software modernization or digital services delivery teams, building long-term, high-trust relationships
• Experience evaluating vendor proposals and/or has participated 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 — or a strong desire to learn
• Prior employment with USDS, 18F, a state or federal digital services team, or in a comparable technical/product team within a government agency
• Active relationships with people currently working in state and federal government

Benefits

• Performance-based bonus
• Full benefits
• Generous PTO
• A co-working budget
• An employee effectiveness budget
• Company-wide transparency around salaries and career leveling
• Fully remote opportunity with potential quarterly travel for customer meetings, industry events, and team gatherings

Company Overview