Growth Operations Manager
About The Position
ARA is a leading C5ISR company that designs, manufactures, tests and installs innovative technologies that provide the national security community with unparalleled situational awareness, threat detection, and communications capabilities. Our disruptive, integrated solutions, assemblies and subsystems rise to the challenging demands of discerning, mission-critical customers. We leverage our capabilities to meet and exceed the requirements of our customers and empower them to remain ahead of evolving threats and complexities in a dynamic security landscape. We are seeking a highly analytical and operationally focused Growth Operations Manager to lead forecasting discipline, CRM execution, and market intelligence activities in support of a rapidly growing defense contractor. This role will establish and manage a rigorous weekly operating cadence for opportunity reviews, pipeline management, bookings forecasting, and executive reporting using Salesforce.com and other CRM inputs as necessary. The ideal candidate understands the complexity of the U.S. defense market ecosystem, product sales into program-based funding, government acquisition processes, and prime contractor relationships. This individual will serve as a key business partner to Growth, Capture, Program Management, and Executive Leadership teams.
Requirements
- Experience in planning and capturing key DoD programs.
- Ability to lead a multi-function team.
- Knowledge of account relationship management strategies.
- Experience supporting DoD-focused business development organizations
- Familiarity with GovWin
- Familiarity with Bloomberg Government
- Familiarity with SAM.gov
- Familiarity with FPDS
- Familiarity with Deltek
- Familiarity with Defense budget and appropriation analysis
- Bachelor’s degree (Engineering or Business or a related field a plus)
- Technical degree or 10+ years of industry experience preferred.
- MBA or related advanced degree preferred
Nice To Haves
- Ability to qualify for security clearance, a plus.
Responsibilities
- Lead the company’s weekly sales forecasting cadence across all business units, programs, and growth initiatives
- Facilitate recurring pipeline reviews with Business Development, Capture Managers, and executive leadership
- Establish standardized forecasting methodologies, stage definitions, probability models, and qualification criteria
- Develop executive dashboards and KPI reporting for pipeline health, bookings performance, win rates, and forecast variance
- Drive accountability for CRM hygiene, opportunity updates, and data integrity
- Serve as the primary business owner for Salesforce and other CRM usage, workflows, reporting, and adoption
- Design and improve CRM processes aligned to defense business development and capture management lifecycles
- Drive and utilize standardized reporting structures for: Pipeline by phase/stage, Program and platform alignment, Customer segmentation, Revenue forecasting, Opportunity aging, Capture probability analysis
- Partner with IT and leadership teams on CRM enhancements, integrations, automation, and analytics initiatives
- Train users and enforce best practices for opportunity management and forecast reporting
- Develop and maintain market intelligence processes focused on defense and aerospace markets
- Monitor and analysis: Government budgets and appropriations, Program Elements (PEs), RFP and contract activity, Competitive positioning, Prime contractor strategies, Emerging defense technology trends
- Support strategic growth planning through TAM/SAM analysis, customer prioritization, and adjacent market identification
- Build and maintain competitive intelligence databases and briefing materials
- Deliver actionable insights to executive leadership regarding market trends, acquisition priorities, and competitive threats
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
Career Level
Senior
