Location: Rockville, MD - Hybrid, 4 days per week onsite
Required Clearance: Ability to obtain Public Trust
Sponsorship: No sponsorship assistance is available for this position now or in the future.
Position Description: LCG is seeking a
Vice President of Growth to lead the company's federal growth strategy and drive new business across the government IT services market. Reporting directly to the Chief Executive Officer, this executive will lead LCG's Growth function, includingbusiness development, capture management, proposal management, pipeline strategy, contract vehicle positioning, and strategic teaming.
The Vice President of Growth will own LCG's enterprise new-business pipeline and be accountable for translating the company's growth objectives into qualified opportunities, competitive pursuits, and measurable wins. A key focus will be expanding LCG's presence within targeted federal health and civilian agencies, including the
Centers for Medicare & Medicaid Services (CMS), Centers for Disease Control and Prevention (CDC), and Department of Veterans Affairs (VA).This is a
working executive leadership role, not solely a strategy or oversight position. The successful candidate will personally lead priority captures and major pursuits while building the processes, infrastructure, talent, and operating discipline required to scale LCG's Growth organization.
The Vice President of Growth will work closely with the
CEO and LCG Leadership Team, as well as Technology Solutions, Finance, Human Resources, Talent Acquisition, Contracts, and delivery leadership, to align market opportunities with LCG's capabilities and long-term business strategy.
Key ResponsibilitiesGrowth Strategy & Leadership- Lead LCG's enterprise Growth function, including business development, capture, proposal management, strategic teaming, and market positioning.
- Translate the CEO's enterprise growth direction into an actionable go-to-market strategy, annual priorities, pipeline objectives, and pursuit plans.
- Build and mature LCG's Growth organization, establishing scalable processes, roles, standards, and internal capabilities.
- Own and manage the Growth budget, including investments in market intelligence, industry events, client engagement, memberships, thought leadership, and Growth talent.
- Collaborate with the CEO and LCG Leadership Team on target markets, agency positioning, teaming decisions, investment priorities, and major pursuit commitments.
- Provide regular executive-level reporting on pipeline health, forecasts, competitive positioning, pursuit status, win probability, and business risk.
Pipeline & New Business- Own LCG's enterprise new-business pipeline and accountability for pipeline quality, new contract wins, win rate, recompete performance, and revenue objectives.
- Build and maintain a qualified federal pipeline aligned with LCG's strategic growth objectives.
- Establish consistent opportunity qualification standards and ensure resources are concentrated on pursuits where LCG has a credible path to win.
- Develop reliable pipeline forecasts and proactively identify gaps involving timing, coverage, customer access, competitive position, or solution readiness.
- Lead bid/no-bid recommendations and decisions in partnership with the CEO and LCG Leadership Team.
- Drive expansion into targeted agencies, particularly CMS, CDC, and VA.
Capture Management- Personally lead strategic captures, recompetes, and priority federal pursuits from qualification through proposal submission.
- Develop comprehensive capture strategies addressing customer engagement, competitive intelligence, solution development, teaming, pricing strategy, and win positioning.
- Establish repeatable capture management processes, including capture plans, gate reviews, call plans, competitive assessments, Black Hat reviews, and win strategy development.
- Develop compelling win themes, discriminators, proof points, and competitive positioning in partnership with the LCG Leadership Team and Technology Solutions.
- Strengthen LCG's use of past performance, CPARS, customer references, case studies, and measurable outcomes in federal pursuits.
Proposal Leadership- Provide executive ownership of LCG's proposal function and ensure compliant, competitive, high-quality, and on-time submissions.
- Supervise the Proposal Manager and oversee external proposal resources used to support variable demand.
- Establish disciplined proposal processes, including compliance reviews, color-team reviews, production standards, and executive reviews.
- Develop reusable proposal assets, including templates, boilerplate content, past performance libraries, resumes, proof points, and corporate capability materials.
- Build a scalable task-order response capability capable of supporting multiple concurrent and rapid-turn federal opportunities.
Contract Vehicles, Teaming & Partnerships- Define and execute LCG's federal contract vehicle strategy, including positioning for major GWACs, IDIQs, BPAs, and agency-specific vehicles.
- Lead teaming and partnership strategy, including identification and evaluation of subcontractors, prime contractors, joint venture partners, and other strategic relationships.
- Negotiate teaming approaches and agreements in partnership with LCG Leadership and Contracts.
- Evaluate prime/subcontractor positioning, small-business opportunities, mentor-protégé strategies, and joint venture structures based on each pursuit's competitive environment.
- Position LCG for strategic contract vehicles such as SEWP VI and other federal acquisition platforms aligned with LCG's growth strategy.
Federal Client & Market Engagement- Develop and maintain executive-level relationships with federal customers, contracting officials, program stakeholders, industry partners, and potential teaming organizations.
- Build LCG's market presence within target agencies, with particular emphasis on CMS, CDC, and VA.
- Maintain current intelligence regarding agency priorities, budgets, procurement forecasts, acquisition strategies, incumbent contractors, and competitor activity.
- Translate market and customer intelligence into actionable business development and capture strategies.
- Represent LCG at federal industry days, vendor outreach events, conferences, association meetings, and strategic partner engagements.
Cross-Functional Growth Execution- Partner with the LCG Leadership Team to identify opportunities, validate capabilities, and align capture strategies with LCG's delivery experience and capacity.
- Partner with Technology Solutions on technical solutioning, innovation, proofs of concept, accelerators, and market differentiators.
- Partner with Finance on pricing strategy, financial modeling, and price-to-win analysis.
- Partner with Human Resources and Talent Acquisition on key personnel strategies, contingent hiring, candidate pipelines, and staffing plans for active pursuits.
- Partner with Contracts on acquisition strategy, teaming agreements, contractual requirements, and compliance considerations.
- Ensure effective transition of awarded pursuits from Growth to delivery, including clear communication of customer requirements, solution commitments, staffing assumptions, and contractual expectations.
Growth Operations & Governance- Own and continuously improve LCG's Growth governance and Gate Review processes.
- Establish disciplined opportunity qualification and documented decision-making throughout the pursuit lifecycle.
- Own the CRM as the system of record for opportunities, pipeline, forecasts, customer engagement, and pursuit status.
- Establish, baseline, and report meaningful Growth KPIs, including pipeline coverage, win rate, recompete performance, qualified pipeline, forecast accuracy, and new-business awards.
- Create transparency around Growth performance and surface pipeline or pursuit risks early enough for leadership action.
RequirementsRequired Qualifications- Bachelor's degree in Business, Marketing, Public Administration, or a related field; equivalent relevant experience may be accepted in lieu of a degree.
- 12+ years of federal business development and capture experience, including at least 5 years leading a business development, capture, proposal, or Growth function/team.
- Demonstrated record of winning federal IT services contracts as a capture leader, business development executive, or Growth leader, with verifiable win performance.
- Established executive-level federal relationships and networks within CMS, CDC, and/or VA, with demonstrated experience winning or supporting federal work at one or more of these agencies.
- Proven experience owning and managing a federal opportunity pipeline with accountability for revenue and business outcomes.
- Strong experience with opportunity qualification, forecasting, capture strategy, and bid/no-bid decision-making.
- Deep understanding of the Federal Acquisition Regulation (FAR) and federal procurement processes, including RFPs, RFIs, task-order competitions, GWACs, IDIQs, and BPAs.
- Demonstrated experience personally leading complex federal captures, including customer engagement, competitive analysis, solution shaping, teaming, win-theme development, and price-to-win positioning.
- Experience developing and negotiating teaming, subcontracting, and/or joint venture strategies with federal industry partners.
- Experience overseeing federal proposal operations, including compliance reviews, color-team reviews, production, and on-time submissions under compressed timelines.
- Strong executive communication, relationship management, negotiation, and leadership skills.
- Ability to operate effectively as both a strategic executive and a hands-on capture leader.
Preferred Qualifications- Experience supporting the National Institutes of Health (NIH) or other Department of Health and Human Services (HHS) Operating Divisions.
- MBA or other relevant advanced degree.
- Experience positioning for or operating under major federal contract vehicles such as NASA SEWP, CIO-SP, and GSA Multiple Award Schedule vehicles.
- Association of Proposal Management Professionals (APMP) certification and/or Shipley capture and proposal training.
- Experience building or scaling a federal Growth organization, including business development, capture, proposal, and Growth operations capabilities.
- Experience developing high-volume task-order response capabilities under federal multiple-award vehicles.
Compensation and Benefits The projected compensation range for this position is $240,000 to $280,000 per year benchmarked in the Washington, D.C. metropolitan area. The position is also eligible for commission-based compensation in addition to base salary . The salary range provided is a good faith estimate representative of all experience levels. Salary at LCG is determined by various factors, including but not limited to role, location, the combination of education/training, knowledge, skills, competencies, certifications, and work experience.
LCG offers a competitive, comprehensive benefits package which includes health insurance options (medical, dental, vision), life and disability insurance, retirement plan contributions, as well as paid leave, federal holidays, professional development, and lifestyle benefits.
