Head of Growth, Navy

Why This Role Exists

As Head of Growth at Onebrief, you will lead our effort to build the future of military decision-making within the U.S. Navy. You'll develop and execute strategic plans to drive growth and market expansion in alignment with the company's mission and objectives. You'll also conduct market research and analysis to identify new business opportunities, emerging trends, and competitive threats.

You will leverage your background and existing connections to build and nurture relationships with key stakeholders, including government agencies, military organizations, industry partners, and potential clients. You will collaborate closely with cross-functional teams to align growth initiatives with overall business objectives and ensure successful execution.

You will provide leadership, guidance, and mentorship to the growth, customer relations, engineering, and marketing teams to achieve growth targets and foster a culture of continuous improvement.

What You'll Do

Core responsibilities:

• You will lead the development of marketing and sales initiatives to engage with Navy Program Acquisition Executives, generate leads, increase brand awareness, and develop insights that support expansion within existing customers and demonstrate impact.
• You will establish performance metrics and KPIs to track progress, evaluate the effectiveness of growth initiatives, and make data-driven decisions.
• Direct resourcing and strategic goals for a team of Business Development Executives, balancing account complexity and expansion timelines.
• Stay informed about industry developments, congressional events, and key partnerships to anticipate challenges and capitalize on opportunities.

Minimum Qualifications

• 8+ years of experience in U.S. Navy, DoW, defense technology, or government-focused growth/business development, with a demonstrated track record of expanding relationships and revenue within government organizations.
• Deep understanding of the U.S. Navy and its organizational structure, including major operational commands, OPNAV, Fleet Forces, systems commands, and the acquisition and budgeting processes that influence technology adoption.
• Proven track record of growing enterprise relationships and revenue within the U.S. Government, including identifying expansion opportunities, developing account strategies, and converting customer relationships into new programs or contracts.
• Experience selling or deploying software, technology, or mission-critical capabilities to Navy or DoW customers, with the ability to translate technical capabilities into compelling operational and mission outcomes.
• Demonstrated ability to build relationships with senior military and civilian leaders, while also developing trusted relationships with operators, technical stakeholders, acquisition professionals, and contracting organizations.
• Demonstrated ability to develop and execute a Navy-focused growth strategy, balancing near-term expansion within existing customers with longer-term market development and new customer acquisition.

Preferred Qualifications

• Prior experience selling or scaling a software or technology product across multiple U.S. Navy organizations, with a demonstrated ability to turn successful deployments into broader adoption.
• Strong understanding of the U.S. Navy and Department of War, with familiarity across operational, acquisition, and strategic organizations and the roles of senior military and civilian decision-makers.
• Experience developing and managing complex, multi-year growth strategies, including account mapping, pipeline development, capture strategy, strategic partnerships, and expansion across large government accounts.
• Experience operating at the intersection of mission, technology, and government acquisition, with the ability to translate customer needs into actionable product, go-to-market, and growth strategies while maintaining strong alignment with Product and Customer Relations teams.

Indicators of Success

This role will evolve as priorities change, but the outcomes below reflect what success typically looks like in the first six months.

A successful Head of Growth, Navy will:

• Drive quarterly and annual revenue results that meet or exceed benchmarks outline by the Chief Revenue Officer.
• Build deep relationships with Service, Command, and Program Acquisition Executive representatives.
• Construct and maintain a direct sales pipeline with sufficient coverage to achieve company goals.
• Integrate Navy-related direct sales actions with marketing, capture, and customer relations activities.
• Lead the Navy Vertical team to achieve company and Chief Revenue Officer goals.

Tools, Systems & Technologies

SalesForce