> Markdown version of [/jobs/ext/1921708-senior-director-capture-management](https://www.wearedevelopers.com/jobs/ext/1921708-senior-director-capture-management). Every page supports `.md` or `Accept: text/markdown`. Links point to the HTML versions so they work for humans too. Agent guide: [/agents.md](https://www.wearedevelopers.com/agents.md). --- # Senior Director, Capture Management - **Company:** Heven AeroTech - **Location:** Sterling, VA, United States - **Experience:** Expert - **Salary:** $190,000.0 - $240,000.0 - **Contract:** Permanent contract - **Skills:** Artificial Intelligence, Cyber Security, Computer Literacy - **Published:** August 4, 2026 - **Apply:** https://www.indeed.com/viewjob?jk=58eba31fd2d32670 ## About the Role * 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. ## Description * 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. ## Related Videos - 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