- Ufficio in McLean
Who We’re Looking For (Position Overview:)
The Vice President of Growth will lead all aspects of revenue expansion and market positioning. This executive owns the end-to-end growth engine—strategy, business development, capture, proposal operations, and customer engagement—to drive significant year-over-year revenue increases, build a healthy pipeline, and establish the company as a credible player for mid-to-large contracts. Emphasis is on professionalizing processes, leveraging remaining small business advantages while preparing for full competition, and executing disciplined capture to win recompetes, new awards, and strategic teaming arrangements. This leader drives aggressive revenue expansion while building scalable growth infrastructure and navigating the shift from small business preferences (e.g., set-asides, 8(a), HUBZone) to full-and-open competition. Reporting directly to the COO, the VP of Growth focuses on creating a robust pipeline, winning larger contracts, establishing strategic partnerships, and maturing Spry's BD/capture/proposal capabilities to support sustainable scaling into mid-tier status.
What Your Day-To-Day Looks Like (Position Responsibilities):
- Growth Strategy Development: Create and execute a growth roadmap aligned with company vision, targeting key DoD/IC agencies, programs, and emerging priorities. Identify high-potential markets, assess competitive landscape, and prioritize opportunities that leverage core competencies while diversifying beyond small business set-asides.
- Business Development and Pipeline Management: Build and lead a high-performing BD team to generate qualified opportunities. Manage a robust pipeline (target: 3–5x annual revenue goal) through proactive market intelligence, customer shaping, and early engagement.
- Capture Leadership: Direct capture efforts for major pursuits (e.g., $50M+ contracts), including opportunity qualification, win strategy, teaming/partnership development (with primes for subcontracts or joint ventures), and price-to-win analysis. Orchestrate gate reviews, color teams, and risk assessments to maximize P-win.
- Proposal and Operations Maturation: Oversee proposal development processes, ensuring high-quality, compliant submissions on aggressive timelines. Mature internal BD infrastructure to scale efficiently as contract volume grows.
- Customer and Industry Relationships: Cultivate trusted relationships with senior DoD/IC officials, program managers, and acquisition leaders. Represent the company at industry events, and agency briefings to enhance visibility and influence requirements.
- Teaming and Partnerships: Identify and negotiate strategic teaming agreements, subcontracts with large primes, or mentor-protégé relationships to access larger opportunities and build credibility post-small business graduation.
- Performance Metrics and Reporting: Establish and track key growth KPIs (pipeline health, win rate, bookings, revenue growth). Provide regular executive updates, forecasts, and adjustments to strategy based on market dynamics and performance.
- Team Leadership: Recruit, mentor, and lead BD, capture, and proposal professionals. Foster a culture of disciplined execution, collaboration, and accountability in a resource-constrained environment.
What You Need to Succeed (Minimum Requirements):
- Bachelor's degree in business, engineering, national security, or related field; MBA or advanced degree preferred.
- 15+ years of progressive experience in government contracting, with 8+ years in senior BD, capture, growth, or strategy roles in defense/intelligence sectors.
- Proven track record of driving revenue growth and winning competitive contracts (ideally $20M–$100M+ awards) in DoD/IC environments, including experience transitioning from small business advantages.
- Deep knowledge of federal acquisition processes (FAR/DFARS), DoD budgeting (PPBE), SBIR/STTR, and small business programs transitioning to full-and-open.
- Active Top Secret/SCI clearance (or ability to obtain/maintain); polygraph preferred.
- Strong leadership, strategic thinking, communication, and negotiation skills; experience building teams in small/mid-size organizations.
- Willingness to travel 30–50% for customer meetings, industry events, and opportunity shaping.
Ideally, You Also Have (Preferred Qualifications):
- Experience at small or mid-tier defense contractors during growth/graduation phases (e.g., losing 8(a) or size status protections).
- Success in teaming with large primes or building joint ventures.
- Familiarity with emerging defense technologies and priorities (e.g., space, cyber, autonomous systems).
- Background in proposal leadership or capture management certifications
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