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goTenna, a wholly owned subsidiary of Forterra and the world's leading mobile mesh networking company, is seeking a USAF Growth Lead to drive strategic expansion within the US Air Force. This hybrid role based in Fairfax, VA combines business development, account management, and strategic growth leadership focused on transforming USAF communication and tactical systems needs into funded programs and sustainable revenue.
You will own the end-to-end strategy and execution for expanding goTenna's presence within the Air Force, from initial customer engagements through enterprise program adoption. Key responsibilities include designing and executing comprehensive growth strategies by identifying market opportunities and high-value customer segments; leading capture strategies that generate, qualify, and win new opportunities; shaping customer requirements through stakeholder engagement; building compelling capture plans; and achieving bookings growth and revenue targets.
You will also manage key accounts, ensure customer success and satisfaction, expand wallet share within existing relationships, and serve as the primary strategic advisor to USAF leadership. Cross-functional collaboration is essential—you'll work with product, engineering, and operations teams to align capabilities with customer needs, influence product roadmap decisions, and navigate complex DoD acquisition processes and funding mechanisms.
Success requires combining strategic thinking with analytical rigor and deep customer insight. You must influence requirements, navigate funding and acquisition processes, lead customer and partner engagement, and execute relentlessly to secure near-term wins that establish credibility while positioning the company for larger strategic opportunities. The role involves up to 50% travel.
The ideal candidate brings experience in defense/government sales, deep understanding of USAF operations and acquisition processes, proven track record of building and executing growth strategies in complex environments, and the ability to align cross-functional teams around a clear vision for customer success.
