Vice President, Business Development at Luster National, Inc. – Mill Valley, California
About This Position
About the Position
Were seeking a Vice President of Business Development to lead enterprise growth strategy across Lusters 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.
Responsibilities
- Develop and execute a national enterprise growth strategy aligned with corporate P&L objectives, long-term backlog health, and disciplined capture governance.
- 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, 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.
Skills and Attributes
- 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, 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.
Minimum Qualifications
- 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, enterprise sales, or growth leadership within professional services environments, including meaningful exposure to horizontal public infrastructure (DOT, roads and bridges, transit, aviation, water, or similar capital programs).
- 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 closing complex public-sector infrastructure contracts, including DOT, roads and bridges, transit, aviation and water programs, with evidence of enterprise-level capture leadership and revenue accountability.
- Proven ability to meet or exceed annual sales, revenue, and pipeline growth goals in alignment with enterprise financial objectives.
- Demonstrated, consistent and successful, track record of leading pursuit and capture strategies for large public heavy civil infrastructure projects and/or professional service contracts.
- Strong understanding of project delivery models (e.g., DBB, DB, CM/GC, P3, CMAR, etc.) and their implications for pursuit, teaming, and execution strategies.
- Strong experience collaborating with Delivery, Proposals, and Talent Acquisition teams to align pursuit activity and delivery readiness with staffing plans and enterprise capacity forecasts.
- Proven experience leveraging CRM data, forecasting tools, and market analytics to manage pipeline performance, track key metrics, and translate insights into strategies that drive measurable business growth.
- Advanced proficiency with CRM systems (preferably HubSpot) and forecasting tools.
- Advanced proficiency with Microsoft Office Suite/Office 365 (e.g., Outlook, Teams, Word, Excel, PowerPoint, etc.).
Preferred Qualifications
- Masters degree in engineering, construction management, business, or marketing.
- Established executive-level relationships with public agencies, prime engineering and program management firms, and joint venture partners within DOT, roads and bridges, transit, aviation and water markets.
- Experience operating within Owners Representative, Program Management, or PMC-style consulting environments is strongly preferred.
- Strong understanding of procurement cycles, funding mechanisms, and the politics of capital programs; familiarity with government contracting requirements, qualifications-based selection processes, and federal/state/local procurement frameworks.
- Experience managing multi-sector or multi-geography sales portfolios.
- Demonstrated success developing new service lines or market sectors.
Compensation Details
Expected Salary: $250k-$300k/year plus a performance-based incentive opportunity recognizing both enterprise growth outcomes and individual contribution to business development efforts. Luster provides the salary range that the company in good faith believes it might offer for this position based on the successful candidates level of experience, knowledge, skills, abilities, education, certifications, licenses, geographic location, etc. Luster reserves the right to ultimately pay more or less than the posted range depending on circumstances not related to any status protected by local, state, and/or federal law.
Just LOOK at the Benefits We Offer!
- Unlimited Flexible Time Off
- Paid Holidays
- Health Insurance
- Dental Insurance
- Vision Insurance
- Flexible Spending Accounts (Healthcare and Dependent/Elder Care)
- Long Term Disability Insurance
- Short Term Disability Insurance
- Life Insurance and Accidental Death & Dismemberment Policy
- 401(k) Plan with Guaranteed Employer Contribution
- Formal Career Planning and Development Program
- $2,500 Annually Towards Professional Development
- Wellness Program with Monthly Wellness Stipend
- Company Cell Phone or Cell Phone Plan Reimbursement
- Free Personalized Meal Planning & Nutrition Support with a Registered Dietitian
- Free Personal Financial Planning Services
- Employee Assistance Program
- Employee Discounts
- Employee Referral Bonus
Specific plan details and coverage for each benefit noted above will be provided upon offer. #IN-LNJS
Luster is committed to creating an inclusive work environment with a diverse workforce. All qualified applicants will receive consideration for employment without regard to criminal history, race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. This employer participates in E-Verify. The employer will provide the Social Security Administration (SSA) and, if necessary, the Department of Homeland Security (DHS) with information from each new employee's I-9 to confirm work authorization.
All positions may be subject to a background check and drug test once a conditional offer of employment is made for any convictions directly related to its duties and responsibilities, in accordance with all applicable local, state, and/or federal regulations.
This job description is meant to describe the general nature and level of work being performed; it is not intended to be construed as an exhaustive list of all responsibilities, duties and skills required for the position.
Luster does not accept unsolicited resumes. In the absence of a signed agreement, Luster will not consider or agree to payment of any kind. Any unsolicited resumes presented to Luster personnel, including those submitted to Luster hiring managers, are deemed to be the property of Luster.
Please email hiring@luster.com for accommodations necessary to complete the application process.
Equal Opportunity Employer, including disability/protected veterans