VP of Sales

Overview

Position Title: VP of Sales

Were looking for a Vice President of Sales who loves a good challenge, someone who gets excited about turning pursuit strategies into success stories. If youre driven by relationships, results, and the kind of infrastructure projects that change how communities live and move, youll fit right in here.

This role isnt just about selling, its about leading. Youll manage and mentor a national sales team, setting the tone for how we pursue, capture, and grow work across the country. Youll shape our firms growth strategy across sectors like transportation, transit, aviation, and water, aligning opportunity, talent, and profitability every step of the way. Youll collaborate closely with our Operations, Proposals, and Talent Acquisition teams to make sure were not just winning the right work but delivering it exceptionally.

If you have a passion for connecting people, solving complex problems, and inspiring teams who love what they do, wed love to meet you.

This is a full-time, remote/hybrid position with travel, as needed, across the continental United States (~2-4 times per month).

The primary geographical focuses (but are not limited to) California, Georgia, New York, New Jersey, and Washington D.C.

• Develop and execute a comprehensive corporate sales strategy that aligns with overall business objectives, P&L targets, and resource planning models.
• Define the firms go-to-market approach, clarifying who we sell to (target markets and clients), what we sell (core and emerging service lines), how we sell (business development process, pricing strategy, and pursuit model), and when we sell (aligned with corporate forecasts and delivery readiness).
• Lead enterprise-wide pipeline development and forecasting, ensuring robust opportunity tracking, clear visibility into conversion metrics, and disciplined pursuit management.
• Oversee the creation and execution of account attack plans that strengthen client relationships, expand share of wallet, and drive growth within priority accounts.
• Establish and monitor KPIs, sales performance metrics, and revenue forecasts, providing transparent reporting to executive leadership and contributing to quarterly business reviews.
• Ensure best practices in account planning, opportunity qualification, and sales governance to maintain a focused, high-quality pursuit portfolio.
• Collaborate closely with Operations, Proposals, and Talent Acquisition teams early in the pursuit cycle to confirm feasibility, validate delivery capacity, and align pursuit strategies with staffing plans and enterprise capacity forecasts.
• Serve as capture manager on major pursuits, guiding pursuit strategy, win themes, and negotiation strategy through closure.
• Support pursuit teams on secondary opportunities, helping determine engagement cadence, go/no-go triggers, and reprioritization criteria.
• Build, nurture, and expand strategic relationships with key clients, teaming partners, and industry networks to position the firm for sustained growth and long-term contract vehicles.
• Actively participate in business development engagements, key client meetings, and industry forums to advance brand visibility and thought leadership.
• Partner with the Talent Acquisition and Operations teams to ensure hiring and staffing strategies are proactively aligned to anticipated workload and pipeline forecasts, maintaining delivery readiness across all sectors and geographies.

• Strategic and forward-thinking, with the ability to translate long-term business goals into actionable pursuit strategies.
• Collaborative and team-oriented, working seamlessly with Operations, Talent Acquisition, and Proposal teams to ensure delivery readiness.
• Data-driven, disciplined, and methodical in pipeline management, forecasting, and performance tracking.
• Relationship-focused, able to build trust and credibility with clients, partners, and internal teams alike.
• Skilled communicator and negotiator, comfortable influencing executive-level stakeholders internally and externally.
• Decisive, adaptable, and resilient in a dynamic, fast-paced, and politically complex industry with the innate ability to adjust focus when legislation, funding streams, or delivery models shift.
• Leadership-oriented, with a track record of developing and mentoring high-performing sales and business development teams.

• Bachelors degree in engineering, construction management, business, marketing, or a related field or equivalent combination of education and experience.
• 10+ years of progressive experience in business development, sales, or client services within the AEC, heavy civil infrastructure, or professional services industry.
• Proven experience building and maintaining a pursuit pipeline that feeds long-term revenue predictability and strategic client growth, while keeping a disciplined view of which pursuits align with margin, capacity, and brand positioning.
• Demonstrated success in developing and executing sales…