Go To Market Analyst

About Nava

Nava is a consultancy and public benefit corporation working to make government services simple and effective. Since 2015, federal, state, and local agencies have trusted Nava to help solve highly scrutinized technology modernization challenges.

As a client services company, we guide agencies constrained by legacy systems to a future with sharp user experiences built on secure, reliable, fault-tolerant cloud infrastructure. We bill for our time, offering our expertise and problem-solving approach to help our government partners enhance their digital products and services. People are at the heart of our work, from members of the public who rely on benefit programs to government agency staff.

Through human-centered design and modern engineering best practices, we help our government partners understand user needs and deliver on their missions more effectively. This focus gives everyone at Nava the opportunity to do work that is meaningful, impactful, and deeply connected to public good.

Position summary

The Go-to-Market (GTM) Analyst supports Nava's Go-to-Market function as it's being built — helping connect Business Development, Delivery, Comms, and Solutions so GTM activity moves smoothly across the organization rather than in silos. This person executes outbound campaigns and tracks their performance, designs and builds lightweight workflows and automations that close gaps between teams, and uses AI tools to speed up research, drafting, and prototyping — with clear judgment about what needs human review before it ships.

They understand Business Development and Capture well enough to weigh in on pipeline decisions and connect GTM work back to what Business Development actually needs.

What you'll do

• Map how work currently moves through Nava for GTM-relevant activities (lead handoff, content requests, campaign approvals, competitive intel sharing); identifying where it breaks down
• Design and build lightweight workflows and automations (e.g., Zapier, Salesforce automation, light scripting) that close those gaps; looping in Engineering for anything requiring production-grade build
• Maintain documentation for GTM processes and tools so the function doesn't rely on tribal knowledge as the team grows
• Sit in relevant growth meetings; asking informed questions and flagging risks or gaps
• Review bid/no-bid memos and opportunity assessments; providing written input grounded in market and campaign data
• Connect GTM activity (campaigns, workflows, tooling) back to what Business Development and Delivery actually need, rather than building in isolation
• Build, launch, and manage outbound campaigns (email, LinkedIn/social) targeting prospective government clients and partners
• Set up and maintain tracking for campaign performance; reporting results against goals
• Keep campaign data clean and visible in Salesforce (and/or other relevant tools) for Business Development and leadership
• Use AI tools to prototype workflows, speed up research/drafting, and automate repetitive GTM tasks — with human review at every step
• Bring a critical eye to AI-generated output; Nava's voice is plain, direct, and specific, and this person should be able to tell polished-but-empty work from something worth shipping
• Support competitive research and keeping enablement materials current, coordinating with Delivery/Solutions rather than authoring from scratch
• Required skills
• Bachelor's degree (any discipline) or equivalent experience
• 2-4 years of experience in a GTM, growth/RevOps, or business development analyst role, including direct experience in the federal, state, or local government contracting space
• Demonstrated experience designing or building workflows/light automations that connect tools or teams (e.g., Zapier, Salesforce automation, or similar) — not just executing within an existing system
• Clear judgment about AI-assisted work — able to speak to where they've used AI to speed up research, drafting, or workflow prototyping, and what they changed or rejected by hand before shipping
• Familiarity with outbound campaign execution and tracking (email and/or social outreach), and reporting on performance
• Excellent written communication — plain, direct, specific
• Excellent time management and prioritization skills, able to manage multiple priorities and deadlines effectively
• An adaptive, empathetic, collaborative, and positive mindset
• Highly resourceful, reliable, and detail-oriented
• Excellent time management and prioritization skills, able to manage multiple priorities and deadlines effectively
• Excellent written and verbal communication skills, with the ability to present information effectively to internal and external stakeholders
• Ability to learn quickly, stay informed and deliver insightful analyses of new opportunities
• Desired skills
• Previous role adjacent to marketing, GTM, growth  preferred, but not required
• General experience with the government contracting space, the procurement process, and/or an understanding of federal and state agencies
• Background in IT helpful, but not required