Vice President, Business Development

About The Position

We’re seeking a Vice President of Business Development to lead enterprise growth strategy across Luster’s national infrastructure portfolio. This role is accountable for shaping, capturing, and closing complex public-sector opportunities in horizontal public infrastructure, including DOT, roads and bridges, transit, aviation and water programs.

Responsibilities

• Develop and execute a national enterprise growth strategy aligned with corporate P&L objectives, long-term backlog health, and disciplined capture governance.

• Define the firm’s go-to-market approach, clarifying who we sell to (target markets and clients), what we sell (core and emerging service lines), how we sell (business development process, pricing strategy, and pursuit model), and when we sell (aligned with corporate forecasts and delivery readiness).

• Lead enterprise-wide pipeline development, qualification, and forecasting, ensuring disciplined opportunity shaping and strategic positioning on complex public-sector programs.

• Oversee the creation and execution of account attack plans that strengthen client relationships, expand share of wallet, and drive growth within priority accounts.

• Establish and monitor KPIs, sales performance metrics, and revenue forecasts, providing transparent reporting to executive leadership and contributing to quarterly business reviews.

• Ensure best practices in account planning, opportunity qualification, and sales governance to maintain a focused, high-quality pursuit portfolio.

• Collaborate closely with Proposal, Delivery, and Talent Acquisition teams early in the pursuit cycle to confirm feasibility, validate delivery capacity, and align pursuit strategies with staffing plans and enterprise capacity forecasts.

• Serve as executive capture leader on priority pursuits, guiding opportunity shaping, competitive positioning, pricing strategy alignment, teaming strategy, negotiation approach, and executive-level client engagement through close.

• Support pursuit teams on secondary opportunities, helping determine engagement cadence, go/no-go triggers, and reprioritization criteria.

• Build, nurture, and expand strategic relationships with key clients, teaming partners, and industry networks to position the firm for sustained growth and long-term contract vehicles.

• Actively participate in business development engagements, key client meetings, and industry forums to advance brand visibility and thought leadership.

• Partner with Talent Acquisition and Delivery teams to ensure hiring and staffing strategies are proactively aligned with anticipated workload and pipeline forecasts, maintaining delivery readiness across all sectors and geographies.

Skills And Attributes

• Strategic and forward-thinking, with the ability to translate long-term business goals into actionable pursuit strategies.

• Collaborative and team-oriented, working seamlessly with Proposal, Delivery, and Talent Acquisition teams to ensure delivery readiness.

• Data-driven, disciplined, and methodical in pipeline management, forecasting, and performance tracking.

• Relationship-focused, able to build trust and credibility with clients, partners, and internal teams alike.

• Skilled communicator and negotiator, comfortable influencing executive-level stakeholders internally and externally.

• Decisive, adaptable, and resilient in a dynamic, fast-paced, and politically complex industry with the innate ability to adjust focus when legislation, funding streams, or delivery models shift.

• Leadership-oriented, with a track record of developing and mentoring high-performing sales and business development teams.

Qualifications

• Bachelor’s degree in engineering, construction management, business, marketing, or a related field or equivalent combination of education and experience.

• 10+ years of progressive experience in business development, enterprise sales, or growth leadership within professional services environments, including meaningful exposure to horizontal public infrastructure (DOT, roads and bridges, transit, aviation, water, or similar capital programs).

• Proven experience building and maintaining a pursuit pipeline that feeds long-term revenue predictability and strategic client growth, while keeping a disciplined view of which pursuits align with margin, capacity, and brand positioning.

• Demonstrated success closing complex public-sector infrastructure contracts, including DOT, roads and bridges, transit, aviation and water programs, with evidence of enterprise-level capture leadership and revenue accountability.

• Proven ability to meet or exceed annual sales, revenue, and pipeline growth goals in alignment with enterprise financial objectives.

• Demonstrated, consistent and successful, track record of leading pursuit and capture strategies for large public heavy civil infrastructure projects and/or professional service contracts.

• Strong understanding of project delivery models (e.g., DBB, DB, CM/GC, P3, CMAR, etc.) and their implications for pursuit, teaming, and execution strategies.

• Strong experience collaborating with Delivery, Proposals, and Talent Acquisition teams to align pursuit activity and delivery readiness with staffing plans and enterprise capacity forecasts.

• Proven experience leveraging CRM data, forecasting tools, and market analytics to manage pipeline performance, track key metrics, and translate insights into strategies that drive measurable business growth.

• Advanced proficiency with CRM systems (preferably HubSpot) and forecasting tools.

• Advanced proficiency with Microsoft Office Suite/Office 365 (e.g., Outlook, Teams, Word, Excel, PowerPoint, etc.).

Benefits

• Unlimited Flexible Time Off

• Paid Holidays

• Health Insurance

• Dental Insurance

• Vision Insurance

• Flexible Spending Accounts (Healthcare and Dependent/Elder Care)

• Long Term Disability Insurance

• Short Term Disability Insurance

• Life Insurance and Accidental Death & Dismemberment Policy

• 401(k) Plan with Guaranteed Employer Contribution

• Formal Career Planning and Development Program

• $2,500 Annually Towards Professional Development

• Wellness Program with Monthly Wellness Stipend

• Company Cell Phone or Cell Phone Plan Reimbursement

• Free Personalized Meal Planning & Nutrition Support with a Registered Dietitian

• Free Personal Financial Planning Services

• Employee Assistance Program

• Employee Discounts

• Employee Referral Bonus