Strategic Manager, Public Sector

Society of Defense Financial Management; McLean (VA); Hybrid; USD 140,000 - 210,000; Full time

Benefits offered by this job

Hybrid work in McLean, VA

Direct access to CEO

Competitive base salary with incentive

Health, dental, and vision benefits

Job summary

Thoriva is seeking a Strategic Manager, Public Sector, to join a fast-moving AI firm in McLean. You will connect the CEO with capture, sales and delivery leaders, owning core strategic processes, pipeline analytics, portfolio planning, win-loss analysis, and GTM playbooks to drive government-focused growth.

You will build dashboards, perform market research, and support major pursuits, shaping the architecture of Thoriva's public-sector business and reporting directly to the CEO.

Qualifications

• 7+ years in strategy, operations, or program management within government contracting or public sector tech.
• Experience driving cross-functional initiatives with senior leaders.
• Understanding of public-sector markets, acquisition processes, and growth levers.
• Ability to analyze data, synthesize insights, and present executive recommendations.
• Experience running operating rhythms and tracking progress toward strategic goals.

Responsibilities

• Develop and maintain an integrated public-sector strategy and multi-year roadmap with leadership.
• Map offerings to federal, state & local, and defense market segments and identify joint value propositions.
• Manage a unified opportunity pipeline across civilian, SLED, defense, and intelligence sectors.
• Lead portfolio reviews and operating rhythms with clear decisions and action items.
• Build dashboards and reports on KPIs like pipeline health, win rates, and deal size.
• Conduct market and policy research to prioritize agencies, programs, and partnerships.
• Support major pursuits with strategy workshops, storyboarding, and executive prep.
• Develop go-to-market playbooks and linkage to capabilities across teams.
• Lead win–loss analysis and drive improvements across capture, proposal, and delivery.
• Design core processes and enablement programs for growth and delivery teams.

Skills

Strategic leadership

Public sector markets

Data analysis

Executive communication

Portfolio management

Cross-functional collaboration

QBRs and portfolio reviews

Education

Bachelor's degree in business/public policy/engineering/data

Tools

CRM systems

BI/reporting tools

Job description

Strategic Manager, Public Sector

Thoriva · McLean, VA · Hybrid · Full-Time

Thoriva, an Infinite Company, is looking for a seasoned strategy leader to own how we show up, compete, and win in the federal market. This is a high-visibility, high-impact role at the intersection of technical solutioning, business development, and strategy, reporting directly to the CEO and shaping the architecture of our public-sector business. If you thrive in fast-moving environments and want your fingerprints on how an AI-first company cracks the federal market, this role was built for you.

ABOUT THE COMPANY

Thoriva is an AI technology company delivering intelligent, data-driven solutions to transform government operations. We combine AI solutions, commercial expertise, and complex business logic to address government and federal agencies biggest challenges.

JOB SUMMARY

As the Strategic Manager, you will be the connective tissue across the CEO, Director of Capture & Proposals, Director of Civilian Sales & Delivery, Director of State & Local Sales & Delivery, and Director of Defense & Intelligence Sales & Delivery. This is not a support role. You will own core strategic processes, like pipeline analytics, portfolio planning, win-loss analysis, and go-to-market playbooks while supporting major pursuits and key customer-facing initiatives.

Key Responsibilities

• Partner with the CEO and functional leaders (Capture, Civilian, State & Local, Defense & Intelligence) to develop and maintain an integrated public-sector strategy and multi-year roadmap.
• Map and align Thoriva’s offerings and Infinite Computer Solutions’ services, platforms, and delivery capabilities to priority Federal and state and local market segments, identifying where joint value propositions and packaged solutions create the greatest impact.
• Manage a unified view of the opportunity pipeline across segments (civilian, SLED, defense, intelligence), highlighting overlaps, dependencies, risks, and portfolio balance.
• Lead recurring portfolio reviews and operating rhythms (e.g., monthly pipeline reviews, quarterly business reviews, annual planning) and ensure clear follow-through on decisions and action items.
• Build and maintain dashboards and reports on key performance indicators (KPIs) such as pipeline health, win rates, average deal size, margin, utilization, and customer satisfaction across markets.
• Conduct market, competitive, and policy research to inform prioritization of agencies, programs, contract vehicles, and partnerships across the public-sector portfolio.
• Support the Director of Capture & Proposals and Sales & Delivery leaders in major, strategic pursuits (e.g., “must-win” deals), including strategy workshops, storyboarding, solution framing, and executive review preparation.
• Develop and maintain cross-cutting go-to-market playbooks, including standard value propositions, messaging, reusable content, and case studies tailored to civilian, SLED, and defense/intelligence customers, with clear linkage to Infinite Computer Solutions’ capabilities where appropriate.
• Lead win–loss analysis across major opportunities, synthesize insights into patterns and lessons learned, and drive improvements in capture, proposal, and delivery approaches.
• Partner with leaders to design and refine core processes (e.g., bid/no-bid, account planning, risk review, stage gates) appropriate for a small but scaling company.
• Coordinate strategic initiatives that cut across teams, such as new offerings, packaged solutions, partnerships, or entry into a new mission area or geography.
• Work with HR and operations to design and support enablement programs for growth and delivery teams (e.g., onboarding content, “Thoriva way of selling and delivering,” training on tools and processes).
• Ensure alignment between sales/delivery strategies and back-office capabilities (finance, contracts, compliance), particularly around pricing models, contract structures, and risk management.
• Prepare executive-ready materials (briefings, board updates, investment cases) that synthesize performance, opportunities, risks, and recommendations.
• Act as a thought partner to the CEO and leadership team, providing data-driven insights and practical recommendations on where and how to focus Thoriva’s and Infinite’s combined resources for maximum public-sector impact.

Required Qualifications

• 7+ years of experience in strategy, operations, business management, or program management within government contracting, consulting, or a high-growth technology company serving the public sector.
• Demonstrated experience working closely with senior leaders across business development, capture, and delivery to drive cross-functional initiatives.
• Strong understanding of public-sector markets (Federal, SLED, or defense/intelligence), including basic familiarity with acquisition processes, contract types, and growth levers.
• Proven ability to analyze complex data sets, synthesize insights, and translate findings into actionable plans and executive recommendations.
• Experience designing and running operating rhythms (e.g., QBRs, portfolio reviews, pipeline reviews) and tracking progress against strategic goals.
• Excellent written and verbal communication skills, with the ability to communicate clearly and concisely with executives, technical teams, and delivery leaders.
• High level of organization and attention to detail, with the ability to manage multiple priorities and deadlines in a fast-paced, fluid environment.
• Comfort working in a lean, early-stage environment with limited structure, where building new processes and iterating quickly is part of the role.
• Bachelor’s degree in business, public policy, engineering, data/analytics, or a related field (or equivalent experience).

Preferred Qualifications

• Experience in a Federal Civilian, SLED, or national security–focused consulting or strategy role supporting BD, capture, or portfolio leadership.
• Background supporting or working alongside capture, proposal, or account leaders on major pursuits or strategic accounts.
• Familiarity with public-sector growth tooling and analytics (e.g., CRM systems, pipeline analytics, BI/reporting tools).
• Experience structuring and tracking strategic initiatives across multiple teams or business lines.
• Previous experience in an early-stage or high-growth environment where processes and frameworks had to be designed and scaled from scratch.
• Exposure to AI, data, cloud, or digital modernization programs in a public-sector context.

Compensation & Benefits

• Competitive base salary with incentive compensation tied to financial performance, portfolio profitability, and successful execution of pricing strategies
• Comprehensive benefits package including health, dental, vision, 401(k), and paid time off (PTO)
• Hybrid work environment with flexibility for remote work and in-person collaboration days in McLean, VA
• Significant influence over how Thoriva structures and scales its public-sector business, with direct access to the CEO and leadership team