Growth Lead, VA (Business Development)

MO; United States; Remote; USD 135,000 - 165,000; Full time

Job summary

MO is seeking a VA Growth Manager to lead business development efforts across the Department of Veterans Affairs. This full-time remote role requires strong management skills and the ability to build impactful relationships, directly influencing MO's growth and digital solutions for Veterans. With a supportive company culture and commitment to mission-driven work, the ideal candidate will thrive in a collaborative environment and share a passion for improving services for Veterans.

Benefits

Variable compensation tied to revenue goals

Dynamic working environment

Remote first work environment

Competitive compensation

Full health benefits

401K matching

Unlimited Paid Time Off (PTO)

Short- and Long-Term Disability insurance

Company-sponsored parental leave

Summer Fridays!

Qualifications

• 5+ years of federal account management or business development experience.
• Strong knowledge of federal procurement processes and contract vehicles.
• Excellent stakeholder management skills.

Responsibilities

• Cultivate and expand executive- and program-level relationships across key VA offices.
• Lead capability briefings and strategic check-ins.
• Identify new opportunities aligned with MO’s core strengths.

Skills

Relationship-building

Communication

Stakeholder management

Analytical skills

Problem-solving

Job description

Intro

MO helps government leaders achieve their mission by designing intuitive and sustainable customer experiences that build trust and improve satisfaction. We use human-centered design to modernize and transform customer and employee experiences. We’re a small team of interdisciplinary creatives with mission, impact, and service to others deeply rooted in our DNA. We’re naive enough to believe we can change the world and bold enough to take the chance to do it.

We combine design thinking with agile delivery methods to drive visionary, human-centered products to market. Our custom solutions range in size from completely revamping an entire application to refreshing small pieces of a larger product. Everyone at MO directly impacts the direction and success of the company, and we own our roles. We value integrity, curiosity, courage, and excellence, fostering a culture of accountability and collaboration while continuously challenging each other to grow and improve. At MO, we delight in creating products and experiences that improve lives.

Overview

We are seeking a VA Growth Manager to join our remote Growth Team. This is a full-time role reporting directly to the Head of Growth and located in the DC Metro area. You will play a pivotal role in leading our business development and capture efforts across the Department of Veterans Affairs (VA), helping MO expand our presence, deepen client relationships, and deliver mission-driven digital solutions.

As a key member of our team, you will be responsible for identifying new opportunities, strengthening partnerships with VA stakeholders, and executing growth strategies that reflect our commitment to Veteran-first design and agile modernization. Your work will position MO as a premier partner across VA branches including VHA, VBA, NCA, and beyond.

What You’ll Do

• Cultivate and expand executive- and program-level relationships across key VA offices (OCTO, VHA, VBA, NCA, VES).
• Act as a trusted advisor and main point of contact for VA stakeholders.
• Lead regular capability briefings, solutioning sessions, and strategic check-ins.
• Identify and qualify new opportunities aligned with MO’s core strengths (mobile, Drupal, legacy modernization, AI/ML, CX).
• Drive transition of work onto key contract vehicles such as SPRUCE.
• Partner with technical teams to develop competitive proposals, white papers, and value-driven solutions.
• Lead or support capture for recompetes and new strategic awards.
• Pursue high-impact modernization opportunities including MHV on VA.gov, eBenefits Deprecation, and the VES Contact Center.
• Strengthen teaming strategies with partners like Maximus, Fearless, Ipsos, and others.
• Represent MO at industry events and within digital services communities to amplify visibility and influence.
• Collaborate with leadership to align go-to-market strategy with service delivery and impact.
• Refine and maintain past performance narratives and proposal assets.
• Contribute to the establishment of scalable business development SOPs and reporting systems.
• DC-based candidates should expect to travel up to 15%.

Required Qualifications

• 5+ years of federal account management or business development/capture experience, ideally within the VA or a comparable civilian agency.
• Strong knowledge of federal procurement processes and key contract vehicles (e.g., SPRUCE, T4NG, SEWP).
• Proven success securing and expanding accounts in complex federal environments.
• Excellent relationship-building, communication, and stakeholder management skills.
• Familiarity with agile delivery, digital services, and modern technology stacks.
• Passion for MO’s mission and improving services for Veterans.

Preferred Qualifications

• Experience supporting SPRUCE or digital services-specific contract vehicles.
• Knowledge of legacy VA systems and modernization initiatives.
• Existing network of VA contacts or experience working directly with/within VA.
• Public trust clearance or eligibility preferred.
• DC-area located.

Skills

• Deep knowledge of Federal procurement, acquisition lifecycles, and relevant regulations.
• Proficient in using Federal BD platforms (e.g., GovWin, SAM.gov, FPDS).
• Experience with a variety of contract vehicles (e.g., IDIQs, GWACs, BPAs, FSS).
• Excellent communication, leadership, and organizational skills.
• Comfortable wearing multiple hats.
• Strong analytical and problem-solving skills.
• Proficiency in CRM tools and standard business software (Microsoft Office, Google Suite, Slack, Teams, SharePoint).

Perks

• Variable compensation tied to achievement of revenue goals and company performance
• A fun, dynamic working environment with an energetic and diverse team
• A REMOTE first work environment
• Competitive compensation commensurate with experience
• Opportunities for career growth
• Full health benefits (medical, dental, vision)
• 401K matching
• Unlimited Paid Time Off (PTO)
• Short- and Long-Term Disability in addition to Life Insurance (company sponsored)
• Company-sponsored parental leave
• Summer Fridays!

$135,000 - $165,000 a year

Annual salary range is $135,000 to $165,000 + Benefits + Growth Potential

Placement within this range will be based on the competency level of the candidate. An offer will be made at one of the following tiers:

Tier 1: $135,000— Meets minimum qualification/experience requirements. Beyond onboarding, will need additional guidance and training to perform key responsibilities of the role.

Tier 2: $150,000— Experienced and fully-competent. Beyond onboarding, can independently perform key responsibilities of the role.

Tier 3: $165,000— Highly-experienced and can perform all responsibilities of the role at a higher level than expected once onboarding is completed.

Performance-Based Commissions

-In addition to base salary, this role includes performance-based commissions tied to contract wins:Commission Structure: A flat commission percentage of Total Contract Value (TCV) for awarded high-value deals where the Growth Manager plays a significant role in capture or close.

-Commissions are uncapped and paid quarterly based on realized contract revenue.

To honor our company-wide equitable pay system, the posted salary range and corresponding tier salaries are non-negotiable.

This position requires US Citizenship.

The successful candidate is located in the DC, MD, VA region.

This position will remain open 17 June 2025

All MO leaders are expected to lead with humility, embody our core values in their leadership, and to hold their team accountable to the same. MO leaders are expected to ensure we are always growing by tackling hard problems, being strategic, and learning from others.

If you’re excited to work with us but not sure you check every box, apply anyway! You may be just right for this role or another one.

MO is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.

The Company reserves the right to conduct background and/or reference checks on all prospective employees. Your job offer is contingent upon satisfactory completion of such background and/or reference check as applicable. Additionally, this position may require a government background investigation to be completed and adjudicated dependent on your role and project . This offer will be withdrawn if any of the above conditions are not satisfied.

In support of the Colorado Equal Pay Transparency Act, and others like it across the country, MO job descriptions feature the starting range we reasonably expect to pay to candidates who would join our team with little to no need for training on the responsibilities we've outlined above. Actual compensation is influenced by a wide range of factors including but not limited to skill set, level of experience, and responsibility.