Position Summary
The Growth Lead for the Federal & State segment is a senior, strategic role responsible for driving growth within a specific Ideal Customer Profile (ICP) segment. This individual will lead a cross-functional team, comprising marketing, sales, and customer success professionals, to achieve business objectives. Reporting directly to the Chief Revenue Officer (CRO), the Growth Lead will have full budget authority, encompassing marketing initiatives and personnel costs. This role is critical to expanding the Conceptboard's presence and revenue within the Federal & State segment.
 
Key Responsibilities
 
Strategic Leadership

• Develop and execute a comprehensive growth strategy for the Federal & State segment, aligning with company objectives.
• Define segment-specific goals, KPIs, and growth targets in collaboration with the CRO.
• Serve as the primary advocate and thought leader for the Federal & State segment within the organization.

 
Team Leadership

• Lead a cross-functional team consisting of:
  • One marketer (dedicated to demand generation and campaign execution).
  • Two Account Managers (responsible for new business acquisition and upsell).
  • Two Customer Success Managers (focused on adoption and customer satisfaction).
• Provide mentorship, direction, and resources to the team to ensure alignment and optimal performance.

 
Budget Ownership

• Manage and allocate the budget for marketing, sales, and personnel costs to maximize ROI.
• Approve spending for campaigns, tools, training, and other growth-related activities.
• Monitor budget utilization and adjust strategies as needed to stay within financial targets.

 
Growth Strategy Execution

• Identify opportunities within the Federal & State segment to expand the customer base and drive revenue growth.
• Collaborate with product teams to ensure the SaaS offering aligns with the unique needs of this segment.
• Drive targeted marketing campaigns and sales efforts to penetrate key accounts within the Federal & State segment.
• Foster strong relationships with decision-makers and influencers in government organizations.

 
Cross-Functional Collaboration

• Work closely with Product, Finance, and Legal teams to address segment-specific requirements such as compliance, procurement processes, and integrations.
• Partner with the Marketing team to create tailored content, events, and campaigns for the Federal & State ICP.

 
Performance Monitoring & Reporting

• Regularly measure progress against growth goals and provide performance reports to the CRO.
• Use data-driven insights to refine strategies, improve processes, and ensure the team is meeting or exceeding targets.
• Lead quarterly business reviews (QBRs) for the Federal & State ICP segment, presenting achievements, challenges, and future plans.

 

Qualifications & Skills
 
Experience

• 8+ years of experience in B2G SaaS growth, sales, or marketing roles, with a proven track record of scaling revenue within a specific ICP.
• Strong familiarity with the Federal and State government segment, including procurement processes, tenders, compliance requirements, and key decision-makers.
• Previous experience leading cross-functional teams and managing P&L or budgets.

 
Skills

• Strategic thinker with the ability to set and execute growth plans.
• Exceptional leadership and team management skills, fostering collaboration across disciplines.
• Strong analytical capabilities to monitor performance, measure ROI, and refine strategies.
• Effective communication and presentation skills to engage with internal teams, leadership, and external stakeholders.
• Deep understanding of SaaS metrics and sales funnels.

 
Education

• Bachelor’s degree in Business, Marketing, or a related field; an MBA is preferred.

 
Success Metrics

• Revenue Growth: Achieve or exceed revenue targets for the Federal & State ICP segment.
• Customer Retention: Maintain high retention and satisfaction rates within the segment.
• Market Penetration: Increase the number of Federal & State entities using the Conceptboard.
• Team Performance: Meet individual and collective KPIs for the cross-functional team.
• Budget Efficiency: Deliver growth within the allocated budget.

 

This role is ideal for a driven, entrepreneurial leader with a passion for growing business segments, fostering cross-functional collaboration, and delivering measurable impact. The Growth Lead will be at the forefront of the company’s expansion within the Federal & State market, ensuring long-term success in this key ICP segment.