Head of Organic Growth

Head Of Organic Growth

The Head Of Organic Growth will guide the business direction of DTG's organic growth initiatives, working in close partnership with the Head Of Emerging Technology for technical execution. This start-up style team operates independently of existing Business Units (BU) to minimize disruption to current sales, marketing, and delivery functions, while partnering closely with BU leaders once initiatives are validated and ready to scale. Reporting to senior leadership, the Head Of Organic Growth will serve as the entrepreneurial, market-facing lead, focused on exploring new markets, expanding existing capabilities, and incubating new products. The Head Of Organic Growth will engage directly with clients and prospects to test ideas, validate opportunities, and build early pipeline traction, while collaborating with the Head Of Emerging Technologies to prioritize technical resources for high-impact growth initiatives. Early priorities include narrowing focus areas, testing pilots, and establishing a repeatable growth process before scaling. The Head Of Organic Growth will also apply AI tools and techniques to enhance market analysis, financial modeling, and decision-making efficiency.

Responsibilities :

Opportunity Discovery & Validation - Lead a repeatable process to source and prioritize growth initiatives across new segments, geographies, channels, and product extensions. Engage directly with clients, prospects, and partners to test ideas and validate opportunities, while also conducting market research and competitive analysis. Translate insights into clear hypotheses and test plans with defined success criteria. Refine and oversee the company's New Product Introduction (NPI) process, including a stage-gate governance model to evaluate, start, stop, or scale initiatives based on evidence. Leverage AI to accelerate market research, trend analysis, and voice-of-customer insights.

Financial Modeling & Business Case Development - Build detailed models (revenue, margin, CAC / LTV, payback, cash flow) to assess the attractiveness of opportunities. Create investment memos with scenarios, sensitivities, and stage-gate recommendations. Partner with Finance to align assumptions, track ROI, and monitor performance against plan. Apply AI-driven tools to improve modeling accuracy, scenario testing, and forecasting.

Go-to-Market Strategy & Execution - Define ICPs, positioning, pricing, packaging, and entry strategies for validated opportunities. Collaborate with Marketing to design demand generation, lifecycle, and partner / channel plays. Partner with Sales and Customer Success to shape offers, enablement, and feedback loops, engaging BUs only when initiatives are ready to scale.

Product & Portfolio Expansion - Work with the Head Of Emerging Technology and technical team to shape roadmaps for new capabilities and market adaptations. Run pilots and limited launches (MVP GA) with clear success metrics and postmortems. Ensure cross-functional readiness (support, delivery, compliance, security, legal) before handoff to BUs. Explore and evaluate strategic partnerships (e.g., Microsoft ecosystem, ISVs, integrators) to accelerate product validation and market entry.

Measurement, Iteration & Governance - Define, track, and manage the key performance indicators (KPIs) for organic growth, including annual recurring revenue (ARR), net revenue retention, customer acquisition cost (CAC), lifetime value (LTV), margin, and payback-to drive data-informed decisions and performance accountability. Lead funnel and cohort analysis to measure performance, diagnose issues, and iterate quickly. Provide regular updates and investment recommendations to the DTG Executive Team; partner with the President to prepare roll-up updates for the Parent Company Board. Use AI-driven analytics to surface insights, track key metrics, and inform iteration decisions.

Leadership & Culture Building - Provide entrepreneurial leadership for DTG's growth initiatives, directing the Senior Product Manager and partnering with the Head of Emerging Technology and Software Development Architect to advance validated opportunities. Ensure growth initiatives are resourced within the Organic Growth Team until validated, minimizing impact on Business Unit operations. Create clarity through roadmaps, OKRs, and operating cadences; communicate progress to executive stakeholders. Champion a start-up mindset within DTG - curiosity, rapid experimentation, and disciplined learning - while ensuring rigor in decision making. Promote responsible use of AI across the growth team to drive efficiency, insight, and innovation.

Qualifications :

Required - Bachelor's degree in Business / Computer Science or equivalent practical experience. Proven track record of growing and expanding opportunities in the IT services industry. 8-12+ years in growth strategy, product strategy, corporate strategy, or related roles within technology / services / product organizations. Demonstrated success taking initiatives from zero to one - launching new products or market entries within B2B technology or IT services - and scaling them to meaningful revenue. Advanced financial modeling and business case development skills; strong understanding of SaaS and services unit economics. Strong background in market research, competitive analysis, pricing, and packaging. Proven cross-functional leadership experience spanning Marketing, Product, Engineering / Development, Sales, and Finance. Experience establishing governance processes (e.g., stage-gate, investment reviews) for evaluating, funding, and scaling new initiatives. Proven ability to operate in start-up or innovation environments, balancing experimentation with disciplined execution. Proven ability to engage directly with clients and prospects to validate opportunities, pitch solutions, and build early pipeline traction. Demonstrated ability to set direction independently and pursue new market opportunities with minimal guidance. Valid driver's license and insurance. Applicants are subject to government security investigations and must meet eligibility requirements related to the clearance process.

Preferred - Professional experience with Microsoft Dynamics products or within the Microsoft technology ecosystem. Demonstrated background in B2B technology, the public sector, or other regulated industries. Familiarity with growth experimentation frameworks, product analytics, and marketing automation / CRM tools. Familiarity with AI / ML tools for market research, financial modeling, or product analytics. MBA or equivalent experience.

Working Environment : The majority of work for this role is performed in a home office and interacts with a wide variety of people with differing functions, personalities and abilities. Telecommuters are expected to have sufficient home office space that appears neat, organized and professional when on video meetings. Travel is required and varies around 25%.