DHS Growth Lead

goTenna•Fairfax, VA

About The Position

As the Growth Lead for the Department of Homeland Security (DHS), you will own the strategy and execution required to expand our presence within DHS components, excluding U.S. Customs and Border Protection, transforming communication and tactical systems mission needs into funded programs, sustainable revenue growth, and enduring operational impact. You will develop and execute a growth strategy that aligns customer priorities, acquisition pathways, and company capabilities to drive adoption all the way from initial engagements and tactical sales through enterprise programs. Success in this role requires seeing beyond the next opportunity to define what long-term success looks like for your customer and then building the path to achieve it. You will influence requirements, navigate funding and acquisition processes, and lead customer, partner, and cross-functional engagement to secure near-term wins that establish credibility, expand adoption, and position the company for larger, strategic opportunities. The ideal candidate combines strategic thinking, analytical rigor, and deep customer insight with the ability to align people around a clear vision for customer success and execute relentlessly against it.

Requirements

7+ years of experience in business development, partnerships, or growth strategy within DHS or the broader homeland security market.
Ability to articulate a strategic vision and execute with operational discipline and creativity.
Ability to thrive in environments that require critical thinking, adaptability, and proactive problem solving.
Ability to build relationships and manage the dynamics of an organization to accomplish goals.
Understanding of the DHS landscape, including component missions, acquisition pathways, and budget cycles, along with how to navigate them to win.

Nice To Haves

Love the mission of enabling secure, resilient communications for the frontline personnel protecting the homeland.

Responsibilities

Design and execute comprehensive growth strategies across DHS by identifying emerging opportunities, market gaps, and high-value customer segments while leveraging data and customer insights to shape product direction, messaging, and go-to-market strategies.
Lead capture strategies that generate, qualify, pursue, and win new opportunities. Shape customer requirements through targeted stakeholder engagement, build compelling capture plans, and consistently achieve bookings growth and revenue targets.
Build and maintain trusted relationships with DHS stakeholders (operational components such as U.S. Immigration and Customs Enforcement and U.S. Coast Guard; technical organizations including the DHS Science and Technology Directorate (S&T) and program offices; and acquisition offices) by serving as a strategic advisor, managing accounts with a consultative and solutions sales approach, and deepening understanding of customer missions, challenges, and priorities to drive satisfaction and enduring partnerships.
Map how customers plan, fund, and acquire capabilities by navigating budgeting, procurement, and acquisition processes to win opportunities.
Drive partner collaboration for customer-specific opportunities by leading engagement across external partners and internal stakeholders. Coordinate necessary cross-functional resources and maintain customer alignment to deliver integrated solutions to achieve revenue growth and accelerate capture efforts.
Partner across the company to align customer needs with business priorities, lead cross-functional execution of customer-focused initiatives, and drive successful delivery through collaboration, accountability, and ownership.