DHS Growth Lead

Work Type/Locations: Hybrid in Fairfax, VA

Travel Requirements: Up to 50% travel may be required for this role. 

About goTenna

goTenna is the world's leading mobile mesh networking company, providing off-grid connectivity solutions for smartphones and other devices, as well as augmenting traditional communications networks. This technology enables mobile, long-range connectivity without cell, Wi-Fi, or satellite connectivity. goTenna's products are currently 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 and other organizations.

About the role:

As the Growth Lead for the Department of Homeland Security (DHS), you will own the strategy and execution required to expand our presence within DHS components, excluding U.S. Customs and Border Protection, transforming 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 all the way from initial engagements and tactical sales through enterprise programs. 

Success in this role requires seeing beyond the next opportunity to define what long-term success looks like for your customer and then 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. The ideal candidate combines strategic thinking, analytical rigor, and deep customer insight with the ability to align people around a clear vision for customer success and execute relentlessly against it.

What You'll Do:

Strategic Growth & Market Expansion: Design and execute comprehensive growth strategies across DHS by identifying emerging opportunities, market gaps, and high-value customer segments while leveraging 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 (S&T) and program offices; and acquisition offices) by serving as a strategic advisor, managing accounts with a consultative and solutions sales approach, and deepening understanding of customer missions, challenges, and priorities to drive satisfaction and enduring partnerships.

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 necessary cross-functional resources and maintain customer alignment to deliver integrated solutions to achieve revenue growth and accelerate capture efforts.

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.

What Success Looks Like:

• Funded requirements created or influenced
• Programs or acquisition vehicles entered. 
• Strategic qualified pipeline. 
• Budget or congressional actions achieve
• Prime or integrator partnerships established. 
• Proofs of concept, white papers delivered, solicitations responded to. 
• Progress against named strategic campaigns. 
• Bookings or revenue from previously shaped opportunities. 

Ideal Candidate Profile:

• You love the mission of enabling secure, resilient communications for the frontline personnel protecting the homeland.
• You know the DHS landscape, including component missions, acquisition pathways, and budget cycles, along with how to navigate them to win.
• You can articulate a strategic vision and execute with operational discipline and creativity, thriving in environments that require critical thinking, adaptability, and proactive problem solving.
• You excel at building relationships and knowing how to manage the dynamics of an organization to accomplish your goals.
• You have 7+ years of experience in business development, partnerships, or growth strategy within DHS or the broader homeland security market.

CLEARANCE ELIGIBILITY - This position may require eligibility to obtain and maintain a U.S. security clearance. For more information about U.S. Security Clearances: click here.   

Placement at the appropriate job level (entry, senior, etc) will be determined by a combination of years of experience, demonstration of proficiency in this field, and other qualifications.

goTenna is an equal opportunity employer and we value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

goTenna Benefits:

• Equity
• 401(k) plan
• Unlimited PTO
• Parental Leave with Pay
• Holiday pay (including December recess)
• Medical, Dental, Vision and life insurance
• Pre-tax benefits
• Short- and Long-term disability plans
• Professional Development Stipend