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goTenna is the world's leading mobile mesh networking company, providing off-grid connectivity solutions for smartphones and other devices. The company's technology enables long-range, mobile connectivity without cell, Wi-Fi, or satellite infrastructure. goTenna's products are in use by law enforcement, military, and public safety agencies worldwide. goTenna is a wholly owned subsidiary of Forterra, a leading provider of ground autonomy solutions for the US Department of Defense.
As the Growth Lead for the Department of Homeland Security (DHS), you will own the strategy and execution required to expand goTenna's presence within DHS components (excluding U.S. Customs and Border Protection). You will transform communication and tactical systems mission needs into funded programs, sustainable revenue growth, and enduring operational impact. You will develop and execute a growth strategy that aligns customer priorities, acquisition pathways, and company capabilities to drive adoption from initial engagements through enterprise programs.
Success requires seeing beyond the next opportunity to define long-term success for your customer and building the path to achieve it. You will influence requirements, navigate funding and acquisition processes, and lead customer, partner, and cross-functional engagement to secure near-term wins that establish credibility, expand adoption, and position the company for larger strategic opportunities.
Key responsibilities include:
**Strategic Growth & Market Expansion**: Design and execute comprehensive growth strategies across DHS by identifying emerging opportunities, market gaps, and high-value customer segments. Leverage data and customer insights to shape product direction, messaging, and go-to-market strategies.
**Business Development & Capture Leadership**: Lead capture strategies that generate, qualify, pursue, and win new opportunities. Shape customer requirements through targeted stakeholder engagement, build compelling capture plans, and consistently achieve bookings growth and revenue targets.
**Account Management & Customer Success**: Build and maintain trusted relationships with DHS stakeholders (operational components such as U.S. Immigration and Customs Enforcement and U.S. Coast Guard; technical organizations including the DHS Science and Technology Directorate and program offices; and acquisition offices). Serve as a strategic advisor, manage accounts with a consultative and solutions sales approach, and deepen understanding of customer missions, challenges, and priorities.
**Customer Funding & Acquisition Expertise**: Map how customers plan, fund, and acquire capabilities by navigating budgeting, procurement, and acquisition processes to win opportunities.
**Partnership Development**: Drive partner collaboration for customer-specific opportunities by leading engagement across external partners and internal stakeholders. Coordinate cross-functional resources and maintain customer alignment to deliver integrated solutions.
**Cross-Functional Collaboration**: Partner across the company to align customer needs with business priorities, lead cross-functional execution of customer-focused initiatives, and drive successful delivery through collaboration, accountability, and ownership.
Success metrics include: funded requirements created or influenced; programs or acquisition vehicles entered; strategic qualified pipeline development; budget or congressional actions achieved; prime or integrator partnerships established; proofs of concept and white papers delivered; progress against named strategic campaigns; and bookings or revenue from previously shaped opportunities.
Travel: Up to 50% travel may be required for this role.
**Requirements:**
- 7+ years of experience in business development, partnerships, or growth strategy within DHS or the broader homeland security market
- Deep knowledge of the DHS landscape, including component missions, acquisition pathways, and budget cycles
- Ability to articulate a strategic vision and execute with operational discipline and creativity
- Excellence at building relationships and managing organizational dynamics to accomplish goals
- Passion for the mission of enabling secure, resilient communications for frontline personnel protecting the homeland
- Eligibility to obtain and maintain a U.S. security clearance
- Placement at the appropriate job level will be determined by a combination of years of experience, demonstration of proficiency in this field, and other qualifications
