Senior Defense Capture Manager (Air Force)

Summary

Lead strategic captures across the Department of Air Force - driving opportunity shaping, teaming, and capture/proposal execution for high-value pursuits in AI, cybersecurity, cloud, and digital transformation.

Job Duties and Responsibilities

• Partner with the BD Executive to identify, qualify, and prioritize strategic opportunities aligned to mission and growth objectives.
• Lead the full capture lifecycle for complex opportunities, from shaping to proposal submission.
• Develop and execute capture strategies aligned to mission needs, funding timelines, and acquisition paths.
• Build and manage cross-functional capture teams (BD, solutioning, proposals, delivery, pricing, contracts, recruiting).
• Cultivate trusted relationships with customer decision-makers and key industry partners.
• Drive competitive analysis, win themes, and value propositions that differentiate the company.
• Partner with proposal teams to ensure compliant, compelling submissions aligned to capture strategy.

Qualifications

Required Certifications

Education, Background, and Years of Experience

Bachelor’s degree required; advanced degree and/or Shipley certification preferred. 10+ years of Capture Management experience with 5 years focused on Air Force.

Additional Skills & Qualifications

Required Skills

• 10+ years of experience leading captures within the Defense market
• Demonstrated success in winning complex full-and-open or large small business opportunities.
• Deep understanding of federal acquisition processes and major vehicles (e.g., IDIQ, GWAC, BPA, OTA).
• Strong communication, leadership, and collaboration skills across business and technical teams, including business development and capture, pricing, proposal, and solution teams to ensure opportunities are properly shaped for success.*
• Familiarity with CRM tools such as Salesforce and market research platforms
• Eligible to obtain and maintain a security clearance (as required)

Preferred Skills

• 5+ years of experience successfully leading captures within the Air Force market

Working Conditions

Environmental Conditions

• Work is primarily performed in a general office or remote environment using standard office equipment such as computers, phones, and video conferencing systems. The work is largely sedentary but may require occasional standing or walking for meetings, presentations, or events (up to 10% of the time).
• The working environment is generally favorable, with adequate lighting, temperature control, and minimal exposure to noise, dust, or other hazards.
• The position may require occasional travel (approximately 25%) to meet with prospective customers, attend industry and networking events, or visit company and partner locations. Work hours are typically standard business hours; however, occasional evening or weekend work may be necessary to meet proposal deadlines or support time-sensitive capture activities.

Strength Demands

• Sedentary - 10 lbs. Maximum lifting, occasional lift/carry of small articles. Some occasional walking or standing may be required. Jobs are sedentary if walking and standing are required only occasionally, and all other sedentary criteria are met.

Physical Requirements

• Stand or Sit; Walk; Repetitive Motion; Use Hands / Fingers to Handle or Feel; Climb (stairs, ladders) or Balance (ascend / descend, work atop, traverse).