Director of Growth

webAI•Washington, DC

13d

About The Position

The Director of Growth will architect the growth engine for webAI’s Public Sector business, defining the initial playbook and driving the strategy, partnerships, and operational integration required for mission success. You will help shape demand, validate operational relevance, deepen ecosystem integration, and scale trusted deployment pathways that accelerate adoption across national security, defense, intelligence, and civil agencies. This role blends strategy and execution. You will work cross-functionally with product, engineering, partnerships, and operations to ensure our offerings align with mission priorities and deliver meaningful impact. As we grow, you will refine and scale mechanisms, expand into new markets, and help position webAI as a transformative partner for government missions.

Requirements

8+ years of experience in Public Sector growth, strategy, business development, partnerships, or mission-oriented roles.
Demonstrated experience building or scaling GTM engines for government customers.
Proven success leading pipeline development, account plans, and complex deals.
Experience working with primes, integrators, federal contracting vehicles, or mission-focused technology environments.
Strong understanding of federal procurement, buyer dynamics, and mission environments.
Excellent communication, executive presence, and ability to engage both technical and non-technical leaders.

Nice To Haves

Experience in defense, national security, intelligence, or dual-use technology environments.
Background in AI/ML, advanced technologies, or emerging-tech markets.
Experience shaping early-stage GTM or building 0→1 public sector programs.
Familiarity with OTAs, BAAs, IDIQs, and federal acquisition processes.
Strong analytical, strategic, and storytelling skills.

Responsibilities

Brand, Communications, and Demand Creation Work with the CMO to define brand identity, positioning, and external communications for the Public Sector
Lead demand creation strategies that build awareness, credibility, and mission-focused interest across priority agencies
Support PR, media relations, and narrative development tailored for mission environments
Pipeline Ownership Develop agency account plans aligned to the webAI Technical Road Map
Lead opportunities from qualification through shaping, proposal, negotiation, and award
Manage pipeline visibility, forecasting rigor, and deal execution
Lead negotiation, terms management, and final deal closure
Routes to Market and Commercial Pathways Build direct-sales motions including capture, proposals, and executive engagement.
Manage indirect pathways through primes, integrators, subcontractors, marketplaces, and cloud procurement channels.
Align offerings with priority contract vehicles (OTAs, BAAs, IDIQs, BPAs).
Partnership Integration and Ecosystem Execution Partner with the Director of Government Partnerships to structure teaming with primes, subcontractors, and integrators.
Oversee partner enablement, onboarding, performance management, and compliance.
Drive integration of partnership opportunities across Public Sector programs.
Segmentation and Market Expansion Lead expansion from DoW to Federal, State, and Local markets.
Map buying centers, personas, and power networks inside agencies.
Prioritize segments based on mission urgency, procurement readiness, and budget alignment.
Competitive & Market Intelligence Conduct competitive benchmarking, landscape analysis, and identification of emerging threats.
Analyze budget cycles, procurement timing, policy factors, and mission dynamics.
Assess market maturity and AI adoption constraints to inform strategy.
Content, Narrative, and Positioning Support development of case studies, whitepapers, mission-focused content, and thought leadership.
Contribute to differentiation, narrative development, and value-proposition refinement for public-sector missions.
Alliances and Ecosystem Development Support cloud, data, and AI alliance partnerships for co-sell and co-build opportunities.
Operations and Strategy Support Serve as a key partner to the VP of Operations in building processes, operational plans, and organizational growth.
Translate strategies into actionable short-term plans across cross-functional teams.