Director of Growth

Andworx•Falls Church, VA

2d•Hybrid

About The Position

Andworx is seeking a hands-on Growth Director to lead day-to-day business development and capture activities for a company focused on digital transformation using the Microsoft Cloud for Department of War, federal government, and regulated commercial customers. The role translates established growth priorities into qualified pipeline, customer and partner engagement, strategic capture activity, and measurable business results. It works closely with executive leadership and capability, delivery, proposal, contracts, and finance functions. The successful candidate will manage priorities, recommend pursuit decisions, develop opportunities, lead captures, and direct the internal growth team. The role requires experience in government contracting and the ability to work across business development, customer engagement, opportunity qualification, capture execution, team coordination, and executive communication. Familiarity with Department of War growth efforts and federal, state, local, and commercial markets is valued. This position requires working onsite at Andworx headquarters in Falls Church, Virginia, two days per week. Candidates must live within commuting distance of the Washington, DC Metro area and be able to attend industry, partner, and government events.

Requirements

10 or more years of progressively responsible business development, capture, or growth experience within a government contractor environment.
Demonstrated experience developing and managing a qualified pipeline.
Proven experience leading capture activities for IT, cloud, digital modernization, software, data, AI, or related technology-services opportunities.
Strong working knowledge of the federal acquisition lifecycle, IDIQ and task-order environments, competitive procurements, and opportunity-shaping practices.
Experience building relationships with customers, acquisition officials, industry partners, and prospective teaming partners.
Experience coordinating matrixed pursuit teams across technical, pricing, contracts, proposal, operations, and leadership functions.
Experience managing pipeline, forecasting, opportunity qualification, and capture execution.
Ability to evaluate opportunities, recommend priorities, and make sound business judgments with limited direction.
Strong written, verbal, presentation, and executive communication skills.
Experience coaching or developing less-experienced business development or capture personnel.
Ability to work effectively in a small-to-mid-sized contractor environment requiring both strategic awareness and hands-on execution.
Must be within commuting distance of the Washington, DC Metro area and able to attend industry, partner, and government events.

Nice To Haves

Experience supporting Microsoft, cloud, low-code/no-code, AI, data, application modernization, or digital transformation pursuits in the federal market.
Prior experience capturing work within the Army, Navy, USMC, or Air Force, or understanding how to navigate the Department of War.
Experience with National Security and Federal Law Enforcement organizations.
Experience developing new opportunities within established federal accounts or adjacent customer organizations.
Experience building subcontracting and teaming strategies on larger federal integration opportunities.
Experience with state, local, and commercial growth efforts.
Familiarity with federal contract vehicles including GSA MAS, SeaPort NxG, OASIS+, Tradewinds, and other GWAC/IDIQ environments.
Existing relationships within relevant customer, partner, and technology ecosystems.
Experience working within a growing small or mid-sized federal contractor where priorities and roles evolve as the company scales.

Responsibilities

Translate company growth priorities into actionable quarterly and annual business development and capture plans.
Manage activity across strategic prime pursuits, subcontracting and partnering, productized offerings, organic growth, and recompetes.
Own the development and health of the multi-year pipeline.
Identify and develop qualified opportunities aligned with Andworx growth priorities and technical capabilities.
Apply disciplined qualification and bid/no-bid criteria.
Recommend pursuit priorities based on strategic fit, customer need, competitive position, revenue potential, timing, and available resources.
Maintain accurate pipeline data, forecasts, and executive reporting.
Move opportunities through the growth lifecycle with clear next steps, decision points, and ownership.
Build and maintain relationships with customers, acquisition officials, industry partners, prime contractors, Microsoft stakeholders, and other market participants.
Conduct customer and partner outreach aligned with established growth priorities and account strategies.
Participate in targeted industry events, customer meetings, conferences, and partner discussions.
Lead capture strategy for assigned priority pursuits.
Develop and execute capture plans, including competitive assessments, stakeholder analyses, call plans, win themes, teaming strategies, and solution alignment.
Coordinate early customer and partner engagement to improve positioning before formal solicitation release.
Provide day-to-day direction, coaching, and development to internal growth personnel.
Directly manage the growth team, including the Proposal Manager, a junior growth team member, and future growth-related positions; oversee performance management, accountability, and professional development.
Establish priorities, assign work, monitor progress, and address blockers.