Growth Operations Manager

Job Summary

We are seeking a highly analytical and operationally focused Growth Operations Manager to lead forecasting discipline, CRM execution, and market intelligence activities in support of a rapidly growing defense contractor.

The ideal candidate understands the complexity of the U.S. defense market ecosystem, product sales into program-based funding, government acquisition processes, and prime contractor relationships. This individual will serve as a key business partner to Growth, Capture, Program Management, and Executive Leadership teams.

Essential Functions

• Lead the company’s weekly sales forecasting cadence across all business units, programs, and growth initiatives
• Facilitate recurring pipeline reviews with Business Development, Capture Managers, and executive leadership
• Establish and manage a rigorous weekly operating cadence for opportunity reviews, pipeline management, bookings forecasting, and executive reporting using Salesforce.com and other CRM inputs as necessary
• Drive accountability for CRM hygiene, opportunity updates, and data integrity
• CRM Administration & Process Optimization
• Design and improve CRM processes aligned to defense business development and capture management lifecycles
• Drive and utilize standardized reporting structures for: Pipeline by phase/stage, Program and platform alignment, Customer segmentation, Revenue forecasting, Opportunity aging, Capture probability analysis
• Partner with IT and leadership teams on CRM enhancements, integrations, automation, and analytics initiatives
• Train users and enforce best practices for opportunity management and forecast reporting
• Market Intelligence & Competitive Analysis
• Develop and maintain market intelligence processes focused on defense and aerospace markets
• Monitor and analyze: Government budgets and appropriations, Program Elements (PEs), RFP and contract activity, Competitive positioning, Prime contractor strategies, Emerging defense technology trends
• Support strategic growth planning through TAM/SAM analysis, customer prioritization, and adjacent market identification
• Build and maintain competitive intelligence databases and briefing materials
• Deliver actionable insights to executive leadership regarding market trends, acquisition priorities, and competitive threats
• Position Qualifications
• Adaptability - Adapts to change, open to new ideas and responsibilities
• Communication - Ability to communicate thoughts clearly, both oral and written in an honest, open and timely manner
• Job Knowledge - Understands facets of job, aware of duties and responsibilities, keeps job knowledge current
• Technical Skill - Possesses the knowledge and skills needed to perform a job or role effectively
• Dependability - Meets deadlines, works independently or in a team environment, is accountable, maintains focus, good attendance record
• Quality - Strives to eliminate errors, accurate work is a priority, seeks opportunities to improve products
• Ethics - Honest, accountable, maintains confidentiality
• Initiative / Take Ownership - Takes action, seeks new opportunities, strives to see projects to completion, meaning own your job and see it through
• Customer Focus - Understands and can meet the needs in a customer-centric (Internal and External) environment and build strong relationships. Promotes a positive image of the company and strives to solve issues raised by customers
• Sales Skills – Understands marketplace, works to meet prospect/customer needs, effective closing technique
• Leadership – Provides strong leadership, sets a good example, skilled decision maker, motivator and encourager
• Results Driven – Defines appropriate goals, works toward achieving goals, articulates vision and steps for achievement

Position Qualifications

• Experience in planning and capturing key DoD programs
• Ability to lead a multi-function team
• Knowledge of account relationship management strategies
• Ability to qualify for security clearance, a plus
• Familiarity with: GovWin, Bloomberg Government, SAM.gov, FPDS, Deltek, Defense budget and appropriation analysis
• Bachelor’s degree (Engineering or Business or a related field a plus)
• Technical degree or 10+ years of industry experience preferred
• MBA or related advanced degree preferred