Vice President, Defense Growth & Strategy

Who Are We?

Groundswell is a premier technology integrator resolutely committed to solving the most complex challenges facing federal agencies today. Our name, Groundswell, represents our commitment to be an unstoppable, seismic change in government. Ours is a small company culture with big company reach and results. Are you ready to be audacious, be bold and drive change at a rapid pace? Join us, where we’ll make a greater impact together.

What You'll do:

The VP, Defense Growth & Strategy will be instrumental in positioning Groundswell as the go-to partner for innovative digital transformation solutions across the Department of Defense (DoD). This role is critical in driving organic growth within untapped areas of defense, identifying opportunities for expansion across all technology platforms, and crafting tailored solutions that meet the diverse and evolving needs of the defense sector.

You thrive in fast-paced environments, demonstrating grit, adaptability, and relentless determination to achieve success. You don’t take no for an answer, persistently finding innovative ways to overcome challenges and deliver results. With a keen focus on selling value over features, you excel at delivering meaningful, client-centric solutions that address real needs. Passionate about winning, you combine strategic vision with a proactive mindset to build strong relationships, uncover opportunities, and drive impactful outcomes. You can work as the “tip of the spear” in situations with ambiguity, leveraging partnerships and teammates to get deals closed.

As we expand our reach within the Department of Defense (DoD), we seek a highly motivated leader to drive business growth and build meaningful partnerships within the DoD ecosystem.

Key Responsibilities

• Strategic Account Management:
• Develop and maintain strong relationships with key stakeholders across DoD agencies, including program managers, procurement officials, and C-level leaders.
• Act as a trusted advisor to identify client needs and align them with Groundswell's offerings.
• Identify untapped opportunities within the defense ecosystem, focusing on areas with high growth potential and minimal competition.
• Sales Execution:
• Drive the entire sales cycle from lead generation to deal closure, ensuring a consultative and value-based selling approach.
• Meet or exceed sales quotas by securing contracts for digital transformation solutions, including cloud services, analytics, AI/ML, cybersecurity, and enterprise IT modernization.
• Expand Groundswell’s reach across all technology platforms, ensuring broad and strategic engagement within the defense sector.
• Market and Industry Insight:
• Stay informed on DoD trends, budgets, regulations, and technology initiatives to identify and act on new opportunities.
• Provide actionable market intelligence to internal teams, refining offerings and enabling more targeted go-to-market strategies.
• Lead efforts to position Groundswell within new defense markets, focusing on organic growth through innovative strategies.
• Proposal Development:
• Collaborate with cross-functional teams (e.g., solution architects, technical consultants, and proposal writers) to develop compelling, client-centric proposals.
• Drive negotiations and contract discussions, ensuring favorable and strategic agreements that reinforce Groundswell’s value proposition.
• Champion innovative approaches to address unmet needs within untapped defense areas, showcasing Groundswell’s unique capabilities.
  

Required Qualifications:

• 10 years of successful sales experience, with at least 5 years focused on the DoD market.
• Proven success selling digital transformation solutions across various technology domains, including cloud, AI/ML, data analytics, ERP, SaaS, and IT modernization services.
• Demonstrated ability to:
• Lead $40M TCV in submissions within the first six months.
• Identify $500M in new digital transformation pipeline opportunities across the defense market.
• Establish a long-term strategic growth plan (2026-2028) to drive untapped market expansion.
• Track record of generating 70% of your own pipeline through proactive prospecting.
• Deep understanding of DoD mission priorities, acquisition processes, and organizational structures.
• Exceptional interpersonal, communication, and negotiation skills, with the ability to influence and build trust at all levels. Willing to roll up your sleeves and complete any task needed throughout the BD/Sales cycle.
• Strong negotiation, presentation, and proposal-writing skills.
• Strong understanding of federal acquisition and procurement processes (e.g., FAR, GSA schedules, GWACs).
• Entrepreneurial spirit who aims to over-achieve and challenges the status quo.
• Experience with consultative sales approach
• Preference will be given to candidates local to the DC Metro Area and those willing to travel 90%
  
  

Preferred Qualifications:

• Active or obtainable security clearance strongly preferred.
• Established relationships with targeted federal agencies and DoD stakeholders.
• Relevant certifications in sales or government contracting (e.g., NCMA, CPSM, or industry-specific credentials).
• Experience identifying and developing organic growth opportunities within underutilized markets or technology platforms.
  
  

Skills:

Certification:

Why You’ll Never Want to Leave:

• Comprehensive medical, dental, and vision plans
• Flexible Spending Account
• 4% 401K Match (immediate vesting)
• Paid Time Off
• Tuition reimbursement, certification programs, and professional development
• Flexible work schedule
• On-site gym and childcare option
  
  

The salary range for this role takes into account the wide range of factors that are considered in making compensation decisions including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs. The disclosed range estimate has not been adjusted for any applicable geographic differential associated with the location at which the position may be filled. At Groundswell, it is not typical for an individual to be hired at or near the top of the range for their role, and compensation decisions are dependent on the facts and circumstances of each case. A reasonable estimate of the current range is:

$125,735.00 - $392,680.00

NOTE: Groundswell does not accept unsolicited resumes through or from search firms or staffing agencies. All unsolicited resumes will be considered the property of Groundswell and Groundswell will not be obligated to pay a placement fee.

Groundswell is an Affirmative Action and Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.

Read a copy of the Company’s Affirmative Action Statement.

Additional Resources:

• EO 13496 Notification of Employee Rights under NLRA
• EEO is the Law Poster and Supplement
• Pay Transparency Nondiscrimination Provision
  
  

Disability Accessibility Accommodation: If you are an individual with a disability and would like to request a reasonable accommodation as part of the employment selection process, please contact us at hr@gswell.com or 703-639-1777.