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About the Role
As U.S. Federal Growth Lead, you will lead activities to identify, shape, capture, and win strategic opportunities across the U.S. federal government, focusing on defense and civilian agencies. You will own business development, capture management, government affairs, and strategic partnerships, translating customer demand into actionable strategies and building relationships with key stakeholders. This role requires a hands-on approach, partnering on proposals, program execution, and defense sales, while directly managing consultants and lobbyists.
Responsibilities
- Develop and execute capture strategies for high-priority U.S. federal opportunities from qualification through award and transition.
- Connect near-term sales opportunities with longer-term programs, contract vehicles, appropriations, and agency acquisition strategies.
- Provide concise assessments of pipeline health, capture progress, partner activity, government-affairs priorities, risks, and resource needs.
- Represent Sofar at customer meetings, industry events, partner discussions, exercises, and demonstrations.
- Lead U.S. federal government-affairs execution in coordination with external advisors.
- Partner with the government programs team on the development of capture materials, white papers, RFIs, SOs, ROMs, proposals, and presentations.
- Build and manage relationships and teaming strategies with prime contractors and other partners.
- Collaborate across sales, product, engineering, legal, finance, marketing, operations, and leadership to ensure priority pursuits are compelling and executable.
Requirements
- 5+ years of experience in U.S. federal business development, capture management, government affairs, strategic partnerships, federal acquisition, or a related field.
- Demonstrated experience advancing and winning complex U.S. federal opportunities involving multiple stakeholders, long sales cycles, and non-obvious funding or contracting pathways.
- Strong understanding of the federal acquisition lifecycle, including opportunity shaping, capture planning, proposal development, source selection, contracting mechanisms, and post-award transition.
- Ability to connect operational users, program managers, contracting officials, funders, policymakers, and industry partners around a coherent path to award.
- Working knowledge of the federal budget, authorization, and appropriations processes.
- Strong project-management skills, with the ability to establish milestones, assign owners, surface risks, and maintain momentum.
- Excellent written and verbal communication skills.
- Willingness to work directly on capture materials, partner strategies, presentations, proposals, and follow-up actions.
- Willingness to travel up to 25%.
- U.S. citizenship and previously or currently have a Secret or higher level U.S. government security clearance.
Skills
- Federal business development
- Capture management
- Government affairs
- Strategic partnerships
- Federal acquisition
- Opportunity shaping
- Capture planning
- Proposal development
- Source selection
- Contracting mechanisms
- Post-award transition
- Federal budget processes
- Authorization processes
- Appropriations processes
- Project management
- Written communication
- Verbal communication
- Maritime operations
- Environmental intelligence
- Weather data
- Ocean data
- National security missions
Location
- U.S. federal
Work Type
- Full-time
Experience Level
- 5+ years
- 10+ years
Benefits
- Visa sponsorship available
- Immigration lawyer support for visa process
About the Company
- Sofar is on a mission to connect the world's oceans by designing, building, and deploying the largest privately owned network of marine sensors.
- We combine oceanographic and underwater acoustic sensing to deliver marine weather forecasts and maritime domain awareness.
- Our data helps commercial customers increase efficiency and reduce emissions, while providing governments and defense stakeholders with tools to understand extreme weather, ocean conditions, and underwater acoustic activity.
- Our goal is to create the ocean intelligence needed to ensure a sustainable and secure future.
Equal Opportunity
- We mean it when we say we want the strongest people — not the most credentialed ones. If you're excited about this work but don't check every box, please apply anyway.
- Research consistently shows that underrepresented candidates are more likely to self-select out, and that's a loss for everyone.
- Sofar operates at the intersection of ocean science, climate, and technology — the problems we're solving are consequential, and the perspectives we bring to them matter.
- We're actively working to build a team that reflects that.