Senior Director, Capture Management

• Be a core member of the Growth organization’s senior leadership team to build out and mature the Growth function within the Company.
• Support the Chief Growth Officer in market account planning.
• Own capture strategy and execution across the full lifecycle - opportunity identification and qualification (BD lead responsibility), capture strategy and shaping, competitive assessment, teaming, pricing-to-win input, market intelligence, proposal engagement, and post-submission/debrief follow-through - for Heven’s priority DoD and Federal Civilian pursuits.
• Lead development and maintenance of relationships with key partners, including industry primes, from a strategic to pursuit-related standpoint.
• Build and maintain capture plans, win themes, and oversee competitive assessments across Heven’s platform lines (e.g., Z1, Raider, UrbanX).
• Lead go/no-go recommendations and gate reviews, partnering with the Chief Growth Officer and program leadership on bid/no-bid decisions.
• Design and implement a Shipley-based capture process tailored to Heven’s size, tempo, and market - right-sized gates, templates, and artifacts that add rigor without the overhead of a large-prime process.
• Build the supporting toolkit: capture plan templates, gate review criteria, and a capture intelligence and lessons-learned repository.
• Establish capture metrics and reporting (win probability methodology, pipeline health, gate throughput) for executive and board-level visibility.
• Actively mentor and coach Business Development team members on capture fundamentals, customer engagement, and shaping technique.
• Attend customer meetings, demonstrations, and events to support overall growth and specific opportunity development.
• Work with the Heven Marketing team to help define desired outcomes for pursuit-related activities and overall market positioning.
• Build the business case for, and lead the hiring of, a capture team as pursuit volume and pipeline scale, transitioning from individual contributor to people leader.
• Establish onboarding and training curriculum so capture discipline scales consistently across new hires and for the maturation of the growth team.
• Partner with senior leadership and HR to design, socialize, and launch a Business Development Incentive Plan that aligns BD and capture team compensation with pipeline, win, and revenue outcomes.
• Define eligibility, metrics, payout structure, and governance for the Incentive Plan, ensuring alignment with Heven’s compensation philosophy and budget.
• Partner closely with Proposal Management, Contracts, Pricing, and Program Management to ensure clean capture-to-proposal handoffs.
• Represent capture in board-level pipeline reviews and growth strategy sessions.

• 15+ years of progressive experience in DoD and/or Federal Civilian capture management, with demonstrated ownership of the full capture lifecycle.
• Shipley-trained or certified (Capture, Proposal, or equivalent methodology), with hands-on experience adapting formal capture processes to smaller or faster-moving organizations.
• Track record of leading captures that resulted in contract awards; comfortable being evaluated on win outcomes.
• Experience building or substantially maturing a capture process or function from an ad hoc or early state.
• Strong working knowledge of defense acquisition (OTA, FAR/DFARS, procurement types) and federal civilian procurement, including IDIQ/GWACs.
• Bachelor’s degree required; advanced degree in a related field preferred.
• Active DoD Top Secret clearance; active Top Secret SCI FS Poly preferred.
• Willingness to operate as an individual contributor initially, with the maturity to build toward and eventually lead a team.

Preferred:

• 20+ years of related Growth experience.
• Experience in UAS, aerospace, or defense hardware/software/services companies.
• Technical certifications in related fields: Business, Engineering, Cybersecurity, AI.
• Prior experience designing or administering a BD or capture incentive compensation plan, ideally in partnership with HR.
• Experience capturing across mixed hardware, software, and services offerings.
• Existing relationships within DoD acquisition or DHS communities

Physical Requirements:

• Ability to work in an office, customer, conference, and operational environment with prolonged periods of sitting, standing, and computer use.
• Ability to travel domestically up to 30-40% of the time, with occasional international travel, to support customer engagements, industry events, demonstrations, partner meetings, and business development activities.
• Ability to travel via commercial and government transportation, including extended periods of travel and time away from the primary work location.
• Ability to attend and participate in customer meetings, executive briefings, proposal reviews, demonstrations, industry conferences, and government engagements that may require extended periods of standing, walking, and interaction with stakeholders.
• Ability to navigate office, customer, manufacturing, laboratory, and field environments in support of capture activities and company demonstrations.
• Ability to occasionally lift and carry presentation materials, demonstration equipment, or related business materials weighing up to 25 pounds.
• Ability to work flexible hours, including occasional evenings or weekends, to support proposal deadlines, customer engagements, industry events, and mission-critical business activities.
• Ability to perform sustained analytical, strategic planning, written communication, and computer-based work requiring attention to detail, executive judgment, and decision-making.
• Ability to obtain and maintain required security clearance eligibility and comply with applicable government security, export control, and facility access requirements.

Pulled from the full job description

• Health insurance
• Retirement plan
• Paid time off
• Vision insurance
• Dental insurance
• Disability insurance, Heven AeroTech offers a competitive benefits package designed to support the health, financial security, and overall well-being of our employees and their families. Benefits include medical, dental, and vision coverage, retirement plans, paid time off/sick, and additional protections such as critical illness, hospital indemnity, accident coverage, and short- and long-term disability.

At Heven AeroTech (Heven), we don’t just believe in the power of people-we build our success on it. As a recognized leader in hydrogen-powered drones, we’ve earned recognition for creating a workplace where innovation thrives, collaboration is second nature, and every employee feels valued. Our culture is anchored in trust and a shared commitment to excellence.

We believe great teams are built on individuals who are humble, hungry, and smart-those who put team success first, take initiative to continuously improve, and demonstrate strong interpersonal awareness. At Heven, your voice matters, your ideas are heard, and your contributions make a tangible impact as you grow through hands-on experience and collaboration across the team.