GTM Director of Growth

DescriptionTitle: GTM Growth Director (Capture-Focused)Location: Reston, VA (Must be Local to the DMV)Terms: Full-TimeTravel: Up to 20%RESULTS. INNOVATION. VALUES. ACCOUNTABILITY.That’s RIVA. Our employee-first approach has cultivated a culture that attracts the best and brightest. By investing in people first and providing a flexible work environment, our employees experience higher morale, increased productivity, and lower turnover. At RIVA, people are our #1 priority.Position OverviewRIVA Solutions is seeking a Growth Director to serve as a hands-on capture leader and strategic growth contributor within our Growth organization. This role is designed for a senior individual contributor who excels at direct pursuit ownership, thrives in complex federal environments, and is motivated by delivering measurable growth outcomes.This position emphasizes capture execution and strategic market development, rather than account management or people leadership. The Growth Director will personally lead priority pursuits, drive opportunity shaping, and assume primary responsibility for advancing a significant portion of RIVA’s capture pipeline with a high degree of autonomy and accountability.In addition to leading active pursuits, this role plays a critical part in expanding RIVA’s federal footprint. The ideal candidate understands how to identify target agencies and mission areas aligned to company capabilities, establish access with new customers, and translate emerging demand into actionable capture strategies. While an existing network is beneficial, success in this role is driven by capture discipline, credibility building, and market insight, not reliance on inherited relationships.The ideal candidate brings experience from a mid-to-large GovCon environment, demonstrates a consistent record of winning competitive federal opportunities, and is comfortable operating at both tactical and strategic levels to support RIVA’s continued growth.Key ResponsibilitiesCapture Leadership & Pursuit ExecutionServe as Capture Lead on strategic, high-priority federal pursuits, owning execution from early shaping through awardDevelop and execute capture strategies, including opportunity qualification, customer engagement, competitive analysis, win themes, and solution positioningLead or materially contribute to proposal strategy, storyboarding, Pink/Red Team preparation, and oral presentation readinessMaintain a demonstrable win record, including competitive prime pursuitsStrategic Market ExpansionIdentify and pursue new customer entry points aligned to RIVA’s capabilities across Federal Health and Federal Civilian marketsResearch, assess, and prioritize target agencies, sub-agencies, and mission areas to support portfolio expansionEstablish access and credibility with government stakeholders, partners, and industry teammatesTranslate market intelligence, customer needs, and policy drivers into actionable capture strategiesCross-Functional ExecutionWork directly with Solutions, Pricing, Proposal, and Delivery teams to craft compelling, executable solutionsDrive alignment across internal stakeholders to ensure pursuits are realistic, competitive, and winnableDevelop teaming strategies that strengthen RIVA’s competitive posture in new and existing marketsPipeline Ownership & AccountabilityTake direct ownership of assigned opportunities and pipeline segmentsMaintain accurate capture and pipeline data within CRM and growth toolsProvide clear, data-driven updates to leadership on pursuit status, risks, competitive positioning, and next stepsRequired QualificationsBachelor’s degree in Business, Management, or a related technical field8–10+ years of experience in Federal Government contracting (GovCon required) with a focus on business development and captureDemonstrated success leading and winning competitive federal captures, including full-and-open pursuitsStrong understanding of federal acquisition processes, customer missions, and competitive dynamicsProven ability to operate as a hands-on individual contributor while contributing to broader growth strategyExperience using CRM and growth intelligence tools (e.g., Salesforce, GovWin, GovTribe, HigherGov, NextStage)Exceptional communication, executive presence, and customer-facing skillsPreferred QualificationsExperience expanding into new federal customers or mission areasBackground supporting Federal Health, Federal Civilian, or adjacent marketsFamiliarity with Shipley-style capture processes and best practicesExperience in IT services, cloud, DevSecOps, cyber, data, or digital modernization programsEntrepreneurial mindset with the ability to build access, create opportunities, and drive resultsSalary: $170,000 – 200,000K a year based on experienceRIVA BenefitsHealth, Dental, and Vision CoverageLife InsuranceRetirement Benefits / 401(k) with Company MatchingHSA/FSA Spending AccountsLong- and Short-Term DisabilityPet InsuranceWellness Program InitiativesRIVA FlexAdditional Workplace BenefitsEqual Opportunity StatementRIVA Solutions is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any protected class.If you need a reasonable accommodation to search for a job opening or to submit an online application, please email [email protected]. Only messages left for this purpose will be returned.