Growth Lead

. Own the strategy and execution to expand goTenna's presence within DHS components, excluding U.S.

Posted 9/26/2026full-timeFairfax • Virginia • United StatesSeniorWebsite

Key responsibilities & impact

Own the strategy and execution to expand goTenna's presence within DHS components, excluding U.S. Customs and Border Protection
Transform communication and tactical systems mission needs into funded programs, sustainable revenue growth, and operational impact
Develop and execute growth strategies aligned with customer priorities, acquisition pathways, and company capabilities
Drive adoption from initial engagements and tactical sales through enterprise programs
Influence requirements and navigate funding and acquisition processes
Lead customer, partner, and cross-functional engagement to secure near-term wins and larger strategic opportunities
Identify emerging opportunities, market gaps, and high-value customer segments
Leverage data and customer insights to shape product direction, messaging, and go-to-market strategies
Lead capture strategies and pursue new opportunities
Build trusted relationships with DHS stakeholders and serve as a strategic advisor
Manage accounts using a consultative and solutions sales approach
Map customer budgeting, procurement, and acquisition processes
Drive partner collaboration and coordinate internal and external stakeholders
Align customer needs with business priorities and lead cross-functional execution
Deliver funded requirements, programs or acquisition vehicles, qualified pipeline, partnerships, proofs of concept, white papers, solicitation responses, bookings, and revenue

What you’ll need

7+ years of experience in business development, partnerships, or growth strategy within DHS or the broader homeland security market
Knowledge of the DHS landscape, including component missions, acquisition pathways, and budget cycles
Ability to navigate DHS acquisition, budgeting, procurement, and funding processes
Experience developing and executing growth strategies
Experience leading capture strategies to generate, qualify, pursue, and win opportunities
Ability to shape customer requirements through stakeholder engagement
Experience building capture plans
Ability to achieve bookings growth and revenue targets
Experience building and maintaining relationships with DHS stakeholders, partners, and acquisition offices
Consultative and solutions sales approach
Strategic thinking, analytical rigor, deep customer insight, critical thinking, adaptability, and proactive problem solving
Ability to align cross-functional teams and lead customer-focused execution
May require eligibility to obtain and maintain a U.S. security clearance
Ability to travel up to 50% may be required

Comp & perks