Capture Manager

About the role

This role is responsible for owning the end-to-end capture strategy for strategic opportunities within the Department of Defense and the Intelligence Community. The hire will operate from initial opportunity identification all the way through to contract award, serving as the primary advocate for Tiberius's solutions with key government stakeholders. They will build and sustain deep customer relationships long before any solicitation is released, ensuring Tiberius is positioned as a credible and preferred solution provider. The individual will translate complex technical capabilities into clear win themes and compelling value propositions that resonate with program offices and decision-makers. They will operate with the agility of a startup while maintaining the discipline required to navigate complex defense acquisition environments. This position requires a proactive owner who can independently drive the capture lifecycle with minimal supervision and a bias for execution.

Key facts

What you'll do

Drive the capture strategy and execution for strategic pursuits across DoD and IC customers, managing the full spectrum from early qualification through final award.

Identify, qualify, and prioritize opportunities that align with Tiberius's programs and technical roadmap, providing decisive bid or no-bid recommendations to leadership.

Develop and execute comprehensive capture plans that include customer engagement strategy, defined win themes, competitive positioning, and teaming approach inputs for price-to-win analysis.

Establish and maintain strong relationships with program office officials, requirements owners, and acquisition stakeholders well in advance of formal solicitations to influence outcomes.

Conduct competitive intelligence tracking on incumbents, likely competitors, past performance, and pricing patterns to craft a differentiated and winning position.

Identify and negotiate strategic teaming relationships with primes, subcontractors, and industry partners to address capability gaps and maximize win potential.

Collaborate closely with engineering and program teams to translate customer requirements into a technically credible and compelling solution that meets strict compliance standards.

Support proposal development activities by shaping win themes, reviewing compliance language, and contributing to specific proposal sections as needed to ensure quality and consistency.

Track and report on pursuit status, pipeline health, and capture milestones through the CRM, working in partnership with the RevOps Manager to ensure data accuracy and visibility.

Represent Tiberius at industry days, technical forums, and customer engagements to build awareness and establish the company as a thought leader in the aerospace defense space.

Lead formal gate reviews for opportunities, applying clear go, no-go criteria and securing executive sign-off based on risk, reward, and strategic fit.

Develop powerful win themes and discriminators that are grounded in Tiberius's actual technical differentiation rather than generic industry platitudes.

Coordinate and facilitate black-hat and competitive assessment sessions ahead of major pursuits to anticipate opponent moves and refine our positioning.

Maintain a live and accurate capture pipeline with precise stage definitions, realistic value estimates, probability ratings, and documented next-action plans.

Partner with contracts and finance teams to develop pricing strategy and perform cost-realism assessments for major pursuits to ensure both competitiveness and profitability.

Requirements

Bring a minimum of 5 years of dedicated capture management experience within the Department of Defense or Intelligence Community acquisition environments, demonstrating a consistent ability to navigate complex government sales cycles.

Show a documented track record of shaping and winning defense programs, successfully guiding opportunities from early-stage discovery through formal program of record establishment.

Possess a deep understanding of DoD and IC acquisition pathways, including familiarity with FAR and DFARS regulations, Other Transaction Authority mechanisms, SBIR and STTR programs, and Multiple Award IDIQ instruments.

Have direct experience building, negotiating, and managing teaming agreements with primes, subcontractors, and industry partners to optimize solution delivery and risk mitigation.

Demonstrate excellent relationship-building skills across a diverse set of stakeholders, including government customers, prime contractors, industry partners, and internal technical and executive leadership.

Exhibit strong written and verbal communication abilities, with comfort and confidence presenting to senior government officials, executive leadership, and technical review boards.

Thrive in a fast-paced, dynamic startup environment where organizational structure is minimal and the ability to build processes and adapt quickly is essential for success.

Maintain a high level of professionalism, integrity, and discretion when handling sensitive program information and competitive scenarios.

Nice to have

Possess prior military service or direct experience supporting a DoD or IC program office, providing an intuitive understanding of customer context and operational priorities.

Hold an active or current TS/SCI security clearance, or demonstrate clear eligibility and a pathway to obtain one in a timely manner.

Have prior capture experience within specialized domains such as fires, precision munitions, autonomy, or other advanced weapons-systems areas that align with Tiberius's focus.

Hold an APMP Capture Practitioner Certification or a comparable professional credential that demonstrates mastery of capture and business development best practices.

Bring experience from an early-stage or high-growth defense-technology company, as opposed to exclusively traditional prime contractor environments, to contribute to a scaling organization.

Show familiarity with Salesforce or a comparable CRM platform for pipeline management, forecasting, and accurate opportunity tracking.

Practical notes

This is a full-time remote position.

Travel may be required to meet with government stakeholders, attend industry events, or participate in customer visits as dictated by mission needs.

Candidates must be eligible to work in the United States without sponsorship requirements for this role.