Head of Growth

TrussWorks, Inc

1d•$185,000 - $240,000•Remote

About The Position

Truss is seeking a Head of Growth to expand its presence in the federal digital services market and eventually at the state level. The role sets growth strategy, builds pipeline, leads capture and proposals, develops and maintains agency relationships, and drives outcomes. The Head of Growth leads and develops a collaborative team of Business Development Managers and Account Managers, and works with Finance, Delivery, and technical subject-matter experts on pricing, winning proposals, and new work. The position connects Truss with suitable government work by building new government and vendor relationships and strengthening existing ones. It requires a deep understanding of Truss’s value proposition and the ability to differentiate the company, align pursuits with its strengths, and ensure proposals accurately reflect how Truss works. The ideal candidate understands the federal acquisition lifecycle and how digital modernization work is generated, funded, shaped, and evaluated; is fluent in user-centered design and agile development; and communicates effectively in a fully distributed environment. The Head of Growth will lead growth through shared ownership, mentorship, and trust, while building strong internal and external stakeholder relationships. The role is fully remote, with potential quarterly travel for customer meetings, industry events, and team gatherings, and reports to the CEO. The base salary range is $185,000–$240,000, with eligibility for a performance-based bonus. The role is responsible for securing new work through trust, partnership, and understanding client needs; establishing strategic, achievable growth initiatives based on Truss’s value proposition and market research; and continually improving capture and proposal processes. This includes setting goals with the Growth Team and CEO, maintaining a qualified pipeline, monitoring market and procurement trends, mentoring the growth team, developing repeatable Shipley-based capture and proposal practices, leveraging AI automation, and managing strategic partnerships and teaming agreements. Applicants must be eligible to work in the U.S. and live and work within the contiguous U.S. A federal background check may be required depending on the client or project. Truss is unable to sponsor work visas at this time.

Requirements

At least 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, with a record of building pipeline and winning competitive work.
Ability to establish and grow relationships in person and virtually, building strong connections and customer intimacy beyond networking.
Fluency in user research, human-centered design, and agile delivery in a government context.
High familiarity with emerging procurement approaches from GSA and across federal and state markets.
Track record of creating and managing a longer-term pipeline that leads to wins.
Ability to set business development and capture strategy, define metrics and OKRs, and create team accountability.
Prior experience building, coaching, and supporting high-performing business development and account management teams.
Strong relationship and partnership management skills, including proactive communication, trust-building, setting context, negotiation, and empathy.
Attention to detail, accountability, organization, and a project-management mindset; ability to track multiple opportunities, commitments, deadlines, and deliverables.
Strong collaboration and communication skills, including clear writing, persuasive presentation, and effective cross-team work.
Comfort managing teams effectively in a fully remote environment.
Must be eligible to work in the U.S. and live and work within the contiguous U.S.
May be required to pass a federal background check depending on the client or project.
Must not require work visa sponsorship, which Truss does not provide.

Nice To Haves

At least 4 years working closely with senior federal and/or state government stakeholders on software modernization or digital services delivery teams, building long-term, high-trust relationships.
Experience evaluating vendor proposals and/or participating in source selection committees.
Experience in both state and federal government, preferably in 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 a comparable technical or product team within a government agency.
Active relationships with people currently working in state and federal government.

Responsibilities

Set growth strategy and expand Truss’s presence in federal digital services and, eventually, state markets.
Build and maintain a qualified pipeline aligned with growth targets; achieve target contract value on new deals.
Lead business development, capture, and proposal efforts, including capture strategy, opportunity prioritization, and growth recommendations in partnership with leadership.
Develop customer intimacy and maintain relationships with agency stakeholders, primes, vendors, and strategic partners, in person and virtually.
Monitor federal and state digital services modernization markets, procurement initiatives, funding, priorities, and acquisition approaches; adapt growth strategy accordingly.
Establish and meet quarterly and annual goals with the Growth Team and CEO.
Lead, mentor, and support Business Development Managers and Account Managers through clear priorities, expectations, processes, feedback, and accountability.
Maintain and update opportunity-tracking tools weekly, and monitor movement of government personnel involved in modernization efforts to inform business development.
Apply Shipley framework practices, including account planning, customer and competitor mapping, call plans, teaming, and gate reviews, to position Truss before solicitations are released.
Create scalable, repeatable proposal processes, including documented staffing and pricing strategies.
Develop proposal narratives, win themes, and templates based on research, client needs, relationships, and context; ensure proposals explain why Truss is the right choice and how it will deliver solutions.
Work with technical subject-matter experts and senior practitioners to develop response outlines, identify pain points and desired outcomes, and shape win themes.
Coordinate proposal collaboration across Delivery and Growth to ensure submissions are high-quality and timely.
Anticipate the impact of AI on digital services procurement and solutioning and use AI automation to improve team efficiency.
Develop and manage strategic partnerships and workshare or teaming agreements that improve win probability and align with Truss’s objectives.
Share capture context, solution commitments, insights, and lessons with delivery teams and across the company to support continuity and continuous improvement.