Responsibilities
- Own the Growth Number
- Pipeline feeds from multiple sources: the CEO’s relationship-driven deal flow, Hub Salespeople, Delivery team expansion and renewal opportunities, inbound leads, partner referrals, and Echos surfacing opportunities through their stakeholder networks.
- Your job is to ensure every channel is active, every opportunity is moving, and the company hits its annual bookings target.
- Own the annual growth target and the plan to hit it—across all pipeline sources, not just one channel
- Weekly pipeline review discipline: every active deal has a current stage, a clear next action, and an honest value estimate
- Opportunity triage completed within 48 hours regardless of source—CEO surface, inbound, partner referral, or Delivery expansion
- Pipeline health issues brought to the leadership team before they become capacity surprises
- HubSpot Ownership & Pipeline Integrity
- The pipeline is never a black box heading into a weekly meeting—it’s a reliable view of what’s real.
- You own HubSpot hygiene across both the Visionary Pipeline and Sales Pipeline.
- All active deals staged correctly and updated weekly
- Distinguish strategic deals (Visionary Pipeline) from transactional deals (Sales Pipeline) and manage each appropriately
- Protect the bright line: opportunities requiring more than 30 minutes of team time go through the Integrator
- Palantir & Partner Ecosystem Relationships
- Actively tend the relationships that generate PVM’s best opportunities—Palantir’s field team, Deloitte counterparts, and other primes.
- Not just responding to inbound, but keeping PVM visible and well-positioned in the ecosystem.
- Maintain a regular cadence of ecosystem touchpoints (tracked as a Scorecard measurable)
- Monitor for Deloitte drift before it becomes a delivery or brand problem
- Protect PVM’s Vanguard Partner positioning with Palantir field contacts
- Hub Expansion Strategy
- Translate Pat’s hub vision into concrete, quarter-by-quarter market exploration across PVM Hub candidates.
- Own the question: what does it actually take to establish a foothold?
- Maintain a living status document for each target hub market
- Identify and pursue contract footholds that create geographic presence
- Coordinate with Workforce Development on staffing prerequisites before hub activation
- Opportunity Intake & Triage
- Serve as the first filter for every new opportunity—regardless of source—before it consumes team time.
- Apply PVM’s 7-criteria triage framework and bring a clear recommendation to the Integrator.
- Protect the bright line: opportunities requiring more than 30 minutes of team time go through the Integrator
- Distinguish strategic deals (Visionary Pipeline) from transactional deals (Sales Pipeline)
- Growth Reporting & Accountability
- Own the Scorecard numbers tied to business development. If the numbers are off, bring the IDS issue—not just the update.
- Weekly updates on all 5 growth measurables
- Quarterly review of pipeline health, win rate, and ecosystem relationship depth
- Flag capacity and constraint issues before they become delivery problems
Requirements
- 5+ years in business development, growth, or capture management in the U.S. Government contracting market
- Direct experience with Palantir’s Government ecosystem (partner, customer, or field team)
- Proven track record managing and moving a CRM pipeline (HubSpot preferred)—not just activity, but results
- Experience managing direct reports with full accountability (not dotted-line or advisory)
- Comfort operating in a small business or high-growth firm where you build as you go
Nice to Have
- Experience supporting a Visionary/founder-led firm where relationships are the primary deal source
- Knowledge of Palantir Vanguard Partner dynamics and prime contractor relationships
- Hub or regional market expansion experience—standing up a local presence, not just traveling to it
- Familiarity with EOS (Entrepreneurial Operating System) or similar operating frameworks
- AI & Automation Fluency — Non-Negotiable
Team
Structure: three direct reports (Marketing, Hub Salesperson, Growth Enablement) and reports to the Integrator (COO).
Additional Information
- This role requires approximately 8–14 trips per year (roughly one every 3–4 weeks).
- Travel falls into three categories: Palantir & partner ecosystem (4–6 trips): Field team touchpoints, partner events, Vanguard engagements—you run these independently
- Hub market exploration (2–4 trips): In-person presence in San Antonio, Colorado Springs, and other near-term targets—you own the agenda
- Deal shaping with the CEO (2–4 trips): High-stakes meetings where both credibility and pipeline discipline are needed in the room together
