Head of Federal Growth
Skills
About the Role
You will define and operationalize Red Cell Federal's public sector and Department of War growth strategy across priority missions, agencies, and acquisition pathways. You will lead early shaping efforts with mission owners, program offices, and contracting stakeholders before solicitations exist, and you'll set bid/no-bid decisions while prioritizing opportunities across the portfolio. You'll architect creative solutions that draw on capabilities from multiple portfolio companies to solve hard mission problems and accelerate adoption. You will build and run a scalable growth engine that portfolio companies can plug into, recruit and lead a high-ownership growth team spanning BD, capture, proposals, and contracts, and translate pipeline traction into the narrative and metrics that fuel venture growth. Expect to spend meaningful time in the field shaping, capturing, and closing deals, with up to 30% travel.
Requirements
- 12+ years of private sector experience selling to public sector, including executive-level business development, capture, or federal sales experience, ideally in defense or national security
- Demonstrated ownership of the full lifecycle from early shaping through capture, award, and post-award expansion
- At least $100M+ in cumulative contract value influenced, captured, or closed over the course of a career
- History of moving efforts from prototype, pilot, SBIR, or OTA into enduring programs of record
- Strong working knowledge of DoW and federal acquisition pathways including FAR/DFARS-based contracts, OTAs, IDIQs/GWACs/BPAs, and innovation mechanisms such as SBIR/STTR, BAAs, CSOs, and rapid acquisition authorities
- Ability to creatively navigate acquisition constraints and identify non-obvious paths to award and scale
- Deep familiarity working with DoW stakeholders such as Program Executive Offices, PMOs, Requiring Activities, Combatant Commands, services, or defense agencies
- Track record of engaging credibly with operators, acquisition professionals, and senior government leadership
- Experience selling or scaling technically complex capabilities such as software platforms, AI/data systems, cyber, EW, autonomy, advanced sensing, or mission-critical infrastructure
- Proven experience acting as a player-coach setting strategy while personally driving the most important deals
- Experience building or leading BD, capture, proposal, and contracting teams, directly or in matrixed environments
- Demonstrated ability to establish discipline without bureaucracy including bid/no-bid decisions, win themes, pipeline rigor, and accountability
- Current U.S. security clearance strongly preferred
- Strong preference for Washington, DC metro area or willingness to relocate
- Up to 30% travel
Responsibilities
- Define and operationalize public sector and DoW growth strategy across priority missions, agencies, and acquisition pathways
- Lead left-of-bang shaping with mission owners, program offices, contracting offices, and acquisition stakeholders before solicitations exist
- Set bid/no-bid decisions and prioritize opportunities across the portfolio
- Architect creative solutions leveraging capabilities from multiple portfolio companies to solve hard mission problems
- Build and run a scalable BD to Capture to Close growth engine that portfolio companies can plug into
- Recruit, mentor, and lead a high-ownership growth team spanning BD, capture, proposals, and contracts
- Translate pipeline and program traction into GTM narrative and metrics that fuel venture growth
Benefits
- 100% employer paid, comprehensive health care including medical, dental, and vision for you and your family
- Paid maternity and paternity for 14 weeks at employees' normal pay
- Unlimited PTO, with management approval
- Optional 401K, FSA, and equity incentives available
- Mental health benefits available through Tara Mind
- Cost effective GLP-1 solutions available through Crux