Vice President, Business Development

About the Position

We’re seeking a Vice President of Business Development to lead enterprise growth strategy across Luster’s national infrastructure portfolio. This role is accountable for shaping, capturing, and closing complex public‑sector opportunities in horizontal public infrastructure, including DOT, roads and bridges, transit, aviation and water programs.

This is not a proposal‑only or relationship‑only role. It is a national growth leadership position responsible for enterprise revenue strategy, capture execution, and alignment across Proposals, Delivery, and Talent Acquisition. The right leader will bring deep transportation domain experience, credibility with public agencies and prime partners, and demonstrated success at closing large, politically complex infrastructure programs.

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 include (but are not limited to) California, Georgia, New York, New Jersey, and Washington D.C.

• Develop and execute a national enterprise growth strategy aligned with corporate P&L objectives, long‑term backlog health, and disciplined capture governance.
• Define the firm’s 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, qualification, and forecasting, ensuring disciplined opportunity shaping and strategic positioning on complex public‑sector programs.
• 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 Proposal, Delivery, 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 executive capture leader on priority pursuits, guiding opportunity shaping, competitive positioning, pricing strategy alignment, teaming strategy, negotiation approach, and executive‑level client engagement through close.
• Provide strategic alignment between capture strategy and delivery execution, ensuring pursuits are resourced appropriately and structured for successful program execution post‑award.
• 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 Talent Acquisition and Delivery teams to ensure hiring and staffing strategies are proactively aligned with 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 Proposal, Delivery, and Talent Acquisition 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,…