Work Type/Locations: Hybrid in Fairfax, VA
About goTenna
goTenna is the world's leading mobile mesh networking company, providing off-grid connectivity solutions for smartphones and other devices, as well as augmenting traditional communications networks. This technology enables mobile, long-range connectivity without cell, Wi-Fi, or satellite connectivity. goTenna's products are currently in use by law enforcement, military, and public safety agencies worldwide. goTenna is a wholly owned subsidiary of Forterra, a leading provider of ground autonomy solutions for the US Department of Defense and other organizations.
About the role:
As the Growth Lead for the US Air Force, you will own the strategy and execution required to expand our presence within the USAF, transforming communication and tactical systems mission needs into funded programs, sustainable revenue growth, and enduring operational impact. You will develop and execute a growth strategy that aligns customer priorities, acquisition pathways, and company capabilities to drive adoption all the way from initial engagements and tactical sales through enterprise programs.
Success in this role requires executing on sales and seeing beyond the next opportunity to define what long-term success looks like for your customer and then building the path to achieve it. You will influence requirements, navigate funding and acquisition processes, and lead customer, partner, and cross-functional engagement to secure near-term wins that establish credibility, expand adoption, and position the company for larger, strategic opportunities. The ideal candidate combines strategic thinking, analytical rigor, and deep customer insight with the ability to align people around a clear vision for customer success and execute relentlessly against it.
Travel Requirements: Up to 50% travel may be required for this role.
What You'll Do:
- Strategic Growth & Market Expansion:
- Design and execute comprehensive growth strategies across the US Air Force by identifying emerging opportunities, market gaps, and high-value customer segments while leveraging data and customer insights to shape product direction, messaging, and go-to-market strategies.
- Business Development & Capture Leadership:
- Lead capture strategies that generate, qualify, pursue, and win new opportunities. Shape customer requirements through targeted stakeholder engagement, build compelling capture plans, and consistently achieve bookings growth and revenue targets
- Account Management & Customer Success:
- Build and maintain trusted relationships with operational, technical, and acquisition organizations within Air Force program offices by serving as a strategic advisor, managing accounts with a consultative and solutions sales approach, and deepening understanding of customer missions, challenges, and priorities to drive satisfaction and enduring partnerships.
- Customer Funding & Acquisition Expertise:
- Map how customers plan, fund, and acquire capabilities by navigating budgeting, procurement, and acquisition processes to win opportunities
- Partnership Development:
- Drive partner collaboration for customer-specific opportunities by leading engagement across external partners and internal stakeholders. Coordinate necessary cross-functional resources and maintain customer alignment to deliver integrated solutions to achieve revenue growth and accelerate capture efforts
- Cross-Functional Collaboration:
- Partner across the company to align customer needs with business priorities, lead cross-functional execution of customer-focused initiatives, and drive successful delivery through collaboration, accountability, and ownership.
What Success Looks Like:
- Bookings or revenue from shaped opportunities
- Strategic qualified pipeline
- Funded requirements created or influenced
- Programs or acquisition vehicles entered
- Budget actions achieved
- Progress against named strategic campaigns
- Prime or integrator partnerships established
- Proofs of concept, white papers delivered, solicitations responded to
Preferred Experience:
- Demonstrated extensive experience in defense technology sales, business development, strategic partnerships, and growth initiatives supporting U.S. Air Force mission priorities.
- Proven ability to develop and communicate a strategic vision for goTenna across key Air Force mission areas, translating strategic objectives into disciplined, executable plans that address operational requirements and deliver measurable mission value.
- Established relationships and credibility across organizations such as MAJCOMS, AFLCMC, Security Forces, ANG, and RDT&E innovation centers with the ability to leverage existing networks while proactively developing new relationships with senior leaders, operational stakeholders, and key decision-makers.
- Deep understanding of Air Force acquisition, requirements, and funding processes, with the ability to identify and influence the appropriate stakeholders and funding pathways required to advance strategic opportunities.
- Demonstrated ability to operate effectively in complex, dynamic environments requiring sound judgment, initiative, and proactive problem-solving, while maintaining focus on mission objectives, operational outcomes, and customer success.
CLEARANCE ELIGIBILITY - This position may require eligibility to obtain and maintain a U.S. security clearance. For more information about U.S. Security Clearances: click here.
Placement at the appropriate job level (entry, senior, etc) will be determined by a combination of years of experience, demonstration of proficiency in this field, and other qualifications.
goTenna is an equal opportunity employer and we value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
goTenna Benefits:
- Equity
- 401(k) plan
- Unlimited PTO
- Parental Leave with Pay
- Holiday pay (including December recess)
- Medical, Dental, Vision and life insurance
- Pre-tax benefits
- Short- and Long-term disability plans
- Professional Development Stipend