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Onebrief builds collaboration and AI-powered workflow software for military planning and operational coordination. The company helps military teams coordinate information, people, and decisions across systems and locations, enabling them to test strategies, adapt to changing conditions, and make decisions with greater clarity. Founded in 2019 and valued at over $2 billion, Onebrief is backed by leading investors including General Catalyst, Battery Ventures, Insight Partners, Sapphire Ventures, and Human Capital.
As Head of Growth, Navy, you will lead strategic efforts to drive growth and market expansion within the U.S. Navy. You will develop and execute comprehensive growth strategies, conduct market research to identify new business opportunities and competitive threats, and leverage your background and connections to build relationships with key stakeholders including government agencies, military organizations, industry partners, and potential clients.
Key responsibilities include:
- Leading the development of marketing and sales initiatives to engage with Navy Program Acquisition Executives, generate leads, increase brand awareness, and identify expansion opportunities within existing customers
- Establishing performance metrics and KPIs to track progress and make data-driven decisions
- Directing resourcing and strategic goals for a team of Business Development Executives, balancing account complexity and expansion timelines
- Staying informed about industry developments, congressional events, and key partnerships to anticipate challenges and capitalize on opportunities
- Collaborating closely with cross-functional teams (growth, customer relations, engineering, marketing) to align initiatives with business objectives
- Providing leadership, guidance, and mentorship to achieve growth targets and foster continuous improvement
- Driving quarterly and annual revenue results that meet or exceed Chief Revenue Officer benchmarks
- Building deep relationships with Service, Command, and Program Acquisition Executive representatives
- Constructing and maintaining a direct sales pipeline with sufficient coverage to achieve company goals
- Integrating Navy-related direct sales actions with marketing, capture, and customer relations activities
Requirements:
- 8+ years of experience in U.S. Navy, Department of War, defense technology, or government-focused growth/business development, with demonstrated track record of expanding relationships and revenue within government organizations
- Deep understanding of the U.S. Navy organizational structure, including major operational commands, OPNAV, Fleet Forces, systems commands, and acquisition and budgeting processes that influence technology adoption
- Proven track record of growing enterprise relationships and revenue within the U.S. Government, including identifying expansion opportunities, developing account strategies, and converting customer relationships into new programs or contracts
- Experience selling or deploying software, technology, or mission-critical capabilities to Navy or Department of War customers, with ability to translate technical capabilities into compelling operational and mission outcomes
- Demonstrated ability to build relationships with senior military and civilian leaders, while developing trusted relationships with operators, technical stakeholders, acquisition professionals, and contracting organizations
- Demonstrated ability to develop and execute a Navy-focused growth strategy, balancing near-term expansion within existing customers with longer-term market development and new customer acquisition
Preferred qualifications:
- Prior experience selling or scaling a software or technology product across multiple U.S. Navy organizations, with demonstrated ability to turn successful deployments into broader adoption
- Strong understanding of the U.S. Navy and Department of War, with familiarity across operational, acquisition, and strategic organizations and roles of senior military and civilian decision-makers
- Experience developing and managing complex, multi-year growth strategies, including account mapping, pipeline development, capture strategy, strategic partnerships, and expansion across large government accounts
- Experience operating at the intersection of mission, technology, and government acquisition, with ability to translate customer needs into actionable product, go-to-market, and growth strategies while maintaining strong alignment with Product and Customer Relations teams
