VP of Sales

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

This role isn't just about selling, it's about leading. You'll manage and mentor a national sales team, setting the tone for how we pursue, capture, and grow work across the country. You'll shape our firm's growth strategy across sectors like transportation, transit, aviation, and water, aligning opportunity, talent, and profitability every step of the way. You'll collaborate closely with our Operations, Proposals, and Talent Acquisition teams to make sure we're 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, we'd 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 include (but are not limited to) California, Georgia, New York, New Jersey, and Washington D.C.

Responsibilities

• Develop and execute a comprehensive corporate sales strategy that aligns with overall business objectives, P&L targets, and resource planning models.
• 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 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.

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 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.

Minimum Qualifications

• Bachelor's 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 strategies tied directly to corporate P&L performance, including revenue growth, margin improvement, and resource utilization targets.
• 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 heavy civil public 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 Operations, 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

• Master's degree in engineering, construction management, business, or marketing.
• Bring a strong network in, and possess deep relationships with, both public agency and private-sector decision-makers in the AEC industry (e.g., DOTs, transit authorities, ports of authorities, airports, public works, etc.).
• 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
The salary range listed for this role is $225k-$250k/year plus bonus. The final package offered is based on multiple factors and is thoughtfully aligned with each candidate's level of experience, breadth of skills, total education achieved, certifications/licenses that have been obtained, geographic location, etc.

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.

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