Head of Federal Growth

Head of Federal Growth

About This Role

This is not a conventional “VP of Sales” or “Head of BD” position. You are not being hired to sell a single product, manage a catalog, or inherit a stale pipeline. You are being hired to translate hard mission problems into new, productized capabilities built on top of RC Federal’s flagship AI platform. You will uncover non-obvious paths to adoption and solve complex mission problems that do not fit neatly into existing acquisition models.

Required Qualifications

• We are looking for a proven public sector growth leader who has personally built, shaped, and closed complex deals – as well as built growth processes and teams from the ground up – not someone who has only supported the process.
• Experience & Track Record: 12+ years of private sector experience selling to public sector, at least some of that time in an executive position in either business development, capture, or federal sales, and ideally with a focus on defense or national security.
• Demonstrated ownership of the full lifecycle from early shaping (“left of bang”) through capture, award, and post-award expansion.
• At least $100M+ in cumulative contract value influenced, captured, or closed over the course of a career.
• History of moving efforts from prototype / pilot / SBIR / OTA into enduring programs of record.
• Contracting & Acquisition Depth: Strong working knowledge of DoW and federal acquisition pathways, including hands-on experience with: FAR / DFARS-based contracts (FFP, CPFF, T&M, hybrids), OTAs (both prototype and follow-on production), IDIQs / GWACs / BPAs (e.g., task order strategy, on-ramping, teaming), and innovation-focused mechanisms such as SBIR/STTR, BAAs, CSOs, and rapid acquisition authorities.
• Ability to creatively navigate acquisition constraints and identify non-obvious paths to award and scale.
• Domain & Customer Credibility: Deep familiarity working with DoW stakeholders and mission owners, such as: Program Executive Offices (PEOs) or Portfolio Acquisition Executives (PAEs), PMOs / Requiring Activities, Combatant Commands, services, or defense agencies, and track record of engaging credibly with operators, acquisition professionals, and senior government leadership.
• Experience selling or scaling technically complex capabilities, such as software platforms, AI/data systems, cyber, EW, autonomy, advanced sensing, or mission-critical infrastructure.
• Leadership & Operating Model: Proven experience acting as a player-coach - setting strategy while personally driving the most important deals. Experience building or leading BD, capture, proposal, and contracting teams, either directly or in matrixed environments. Demonstrated ability to establish discipline without bureaucracy: clear bid/no-bid decisions, win themes, pipeline rigor, and accountability.
• Clearance: Current U.S. security clearance strongly preferred

Location & Travel

Strong preference for the Washington, DC metro area (or willingness to relocate). Expect meaningful time in the field shaping, capturing, and closing. This role is a contact sport. Up to 30% travel.

First 90 Days (High-Level)

• Develop a clear Red Cell Federal public sector growth thesis and identify a small number of priority mission areas and pursuits.
• Launch disciplined shaping and capture efforts on the highest-leverage opportunities.
• Stand up the initial BD → Capture → Close operating process and cadence across the portfolio.
• Create visible momentum with early wins, clear pipeline ownership, and leadership alignment.