Director of Growth

Description

About Delve Underground 

Delve Underground is a leader in heavy civil engineering, serving the transportation, water, wastewater, and energy industries. Specializing in tunnel design, we provide innovative solutions to the most challenging underground problems. Offering comprehensive design, construction management, and dispute-resolution capabilities, our expertise includes civil, structural, and geotechnical engineering. Founded in 1954, Delve Underground is an employee-owned firm with 25 offices and over 350 team members throughout the United States, Canada, Australia, and New Zealand.

We want our employees to make a career doing what they love to do. We encourage an entrepreneurial spirit and help our team members forge their own path within the company. We support their efforts to stay on the cutting edge of technology while fostering a great work-life balance. In addition to working hard, we also have fun. We socialize and celebrate achievements at summer picnics, holiday parties, and company outings.

Benefits: Full Benefits Program consisting of Medical, Dental, Vision, Life, Disability, FSA or HSA, EAP, 401(k), ESOP, and company stock ownership program, 9 Paid Holidays, generous paid-time-off program, Work from home flexibility, and Health & Wellness Reimbursement.

Pay Rate: $148,000 - $249,250

Director of Growth

Delve Underground is at an inflection point. The firm has the reputation, the talent, and the track record to remain great. What it is building now is the structure to grow intentionally, a modern growth model designed to support Seller-Doers, win more work, and develop the next generation of business developers across every region and market. All in a new paradigm of an enhanced client experience and leveraging the power of Artificial Intelligence (AI).  

The Director of Growth will lead this model. As one of the most consequential leadership roles in the firm, this is not a traditional marketing director or business development (BD) manager role, but a builder. Someone who will design systems, develop people, and set the standard for how Delve Underground pursues and earns work for the next decade.

Reporting directly to the Chief Strategy Officer, this person will oversee four teams, serve as a daily strategic partner, and build meaningful relationships across the company.

Who You Will Be Supporting:

Seller-Doer Support Team

A team of BD coaches—a team leader, senior coaches, and entry- to mid-level coaches—embedded across the firm's regions. They work one-on-one with Seller-Doers to build pursuit plans, shape client meeting strategies, review proposals, does deep research, and provide the kind of consistent, personalized coaching that turns technical experts into confident business developers. This is the heart of the model.

Delve Publishing Team

An AI-forward, multi-person document production center that produces SOQs, proposals, presentations, newsletters, websites, social media, and internal communications—in hours, not days. Powered by AI tools, CRM data, and strong creative and editorial instincts, this team removes the production burden from the larger team so they can stay focused on relationships and pursuit strategy.

Client Experience

Programs and practices that strengthen relationships—externally with clients, and internally with the employees and Seller-Doers the team serves. The internal side partners with HR, finance, and leadership to promote the firm’s brand message and strategy through firm events, recognize milestones, and ensure important business activities are communicated clearly and consistently across the organization.

Digital Experience

A specialist-led function responsible for the accuracy, structure, and reliability of the data that powers the firm's growth model. This team owns the opportunity pipeline and CRM, maintains pursuit text and data quality, builds dashboards and KPI reports, and ensures the information that BD coaches, firm leadership, and AI tools depend on is current, trustworthy, and actionable.

Who You Are:

People-first leader. You are a genuine advocate—for the people on your team and for the Seller-Doers you serve. You are the kind of leader they want in their corner: someone who asks good questions, listens closely, removes obstacles, and invests in others’ success without needing credit for it. Trust comes naturally to you, and you build it at every level of the organization.

Strategic and system-minded. You see the big picture and you design for it. You can build a pursuit strategy and a departmental operating model with equal fluency. You understand that great BD is not just talent—it is process, consistency, and the right environment.

Curious and tech-forward. You are genuinely excited about where AI and digital tools are taking AEC business development, and you stay ahead of the curve. You are not waiting to see what others do—you are already experimenting, evaluating, and implementing.

Relationship-driven. You open doors and sustain them. Clients seek you out. Colleagues keep you in the loop. You understand that in this business, the relationship is the strategy—and you are exceptionally good at building them.

Coach and competitor. You want to win, and you want the people around you to win. You are a vocal advocate for your team—clearing barriers, creating opportunities, and making sure their work is seen and valued. You are equally committed to the Seller-Doers you support, championing their development, speaking up for their needs, and making sure they have what it takes to succeed. The satisfaction of colleagues landing a major project matters as much to you as your own wins.

Credible communicator. You can present to firm principals in the morning and mentor a junior engineer over lunch. Your communication adjusts to the room without losing its substance or authenticity.

Key Responsibilities: 

• Manage the four teams. Set the strategy, KPIs, and operating rhythm for all four teams; track performance and continuously refine the model
• Serve as the Chief Strategy Officer's primary partner on growth, culture, and firmwide business development strategy
• Coach and develop the BD professionals on your team; identify internal talent and create pathways for growth
• Serve as a visible advocate for your team and for the Seller-Doers across the firm—amplifying their needs, protecting their time, and ensuring they have the resources and support to do their best work
• Lead and support key pursuits, client relationships, and go/no-go decisions across the firm
• Champion data management, AI adoption, and digital tools that increase team efficiency and proposal quality and allow us to make data-driven decisions
• Represent Delve Underground externally through conferences, industry associations, and brand-building activity, etc.
• Define and Build the internal infrastructure—organization, processes, playbooks, and training—that makes the growth model repeatable and scalable

Qualifications:

• 20+ years of experience in AEC business development, marketing, and/or a related leadership role
• Proven ability to win work and build long-term relationships in the AEC sector
• A track record of managing, mentoring, and developing high-performing teams
• Ability to travel frequently is required
• Strong familiarity with the AEC pursuit process, including the Seller-Doer model, pursuit strategy, proposal development, and interview preparation
• A self-described AI nerd who gets excited about finding new ways to use technology to make teams faster and smarter 
• Bachelor's degree in marketing, communications, business, or a related field; advanced degree a plus
• Experience in transportation, water, wastewater, energy, or other heavy civil infrastructure markets preferred
• Certified Professional Services Marketer (CPSM) designation desired; Fellow in the Society for Marketing Professional Services (FSMPS) preferred

ARE YOU READY TO JOIN OUR TEAM?

If you feel that you would be right for this position, please fill out our initial 3-minute, mobile-friendly application so that we can review your information. We look forward to meeting you!

Delve Underground is an EEO/Affirmative Action Employer and will make all employment related decisions without regard to race, color, religion, sex, national origin, disability or protected veteran status.

No Recruiters, Please.