Director of Growth and Digital Services

About the role

The Director of Growth and Digital Solutions will help expand Truss's presence in federal and state markets. They will own business development strategy, capture, pipeline, and key agency relationships, and will sit within a small, collaborative growth team.

Responsibilities

• Secure new work through trust, partnership, and genuine understanding of client needs.
• Achieve greater than 33% of total contract value dollars sought on new deals by understanding our customers and their needs.
• Develop deep customer intimacy—understanding actual needs, what evaluators will respond to and why, and the characteristics they are looking for in a winning team.
• Collaborate effectively with Delivery and Growth team members to ensure high-quality and timely proposals are submitted.
• Implement strategies that recognize and adapt to changing market dynamics.
• Track the movement of digital services professionals within state and federal governments, utilizing this information in our business development efforts.
• Continuously enhance storytelling and growth processes through collaboration.
• Craft compelling narratives and win themes that address our clients' true pain points based on research, relationship development, and context.
• Refine our methods and processes for developing proposals, including staffing and pricing strategies.
• Work transparently and share insights and learnings internally to foster collective growth and iteration.

Requirements

• 4+ years working closely with senior government (federal, state, or both) stakeholders on software modernization or digital services delivery teams, building long-term, high-trust relationships.
• Established go-to resource for internal and external stakeholders, the person others turn to when navigating complex problems or uncertainty.
• Exceptional relationship and partnership management skills, including proactive communication, setting context, negotiation, and empathy.
• External: across agency leadership, program offices, and technical teams.
• Internal: cross-functional work within growth, delivery, staffing, and leadership.
• Able to establish and grow new relationships, both in person and virtually, fostering strong connections and customer intimacy beyond mere networking.
• Experience evaluating vendor proposals and/or has participated in source selection committees.
• Clear understanding of what a strong digital services proposal looks like from the other side.
• Strong familiarity with user research, human-centered design, and agile delivery in a government context.
• High familiarity with the latest procurement approaches emerging from GSA.
• Active relationships with people still working in state and federal government.
• Attention to detail including accountability, organization, and a project management mindset: comfortable tracking multiple opportunities, commitments, deadlines, and deliverables.
• Understanding of vendor-side business development, capture, or proposal processes— or a strong desire to learn.
• Strong collaboration and communication skills— you write clearly, present persuasively, and work fluidly across teams.
• Comfortable working in a fully remote environment and leveraging technology for collaboration and communication.

Skills

• Experience in both state and federal government, preferably HHS, Medicaid, or benefits administration.
• Prior employment with USDS, 18F, a state or federal digital services team, or in a comparable technical/product team within a government agency.

Benefits

Full benefits, generous PTO, a co-working budget, an employee effectiveness budget, and company-wide transparency around salaries and career leveling (view the Truss Leveling Guide).

We have been a remote-first organization since our inception and are passionate about work-life balance, building impactful teams, and committed to creating environments that encourage collaboration, different points of view, and creative solutioning.