Proposal and Capture Manager

Who we are

The role

The day-to-day

• Lead the full proposal lifecycle including capture planning, bid/no-bid decisions, storyboarding, content development, review governance, and on-time submission of compliant, compelling proposals 

• Orchestrate cross-functional bid teams — bringing together engineers, program managers, business development, and subject matter experts — driving accountability and maintaining momentum across concurrent pursuits 

• Develop win themes, discriminators, and proposal narratives that translate complex AI and software capabilities into clear, persuasive content tailored to defense evaluators 

• Partner cross-functionally with Business Development, Program Management, Engineering, and Finance to ensure strategic and commercial alignment on every pursuit  

• Build and refine scalable bid management processes, tools, and content libraries that support rapid growth without introducing unnecessary bureaucracy 

• Manage proposal compliance, ensuring all submissions meet procurement requirements, evaluation criteria, and internal governance standards across relevant frameworks (e.g., FAR/DFARS, Commercial Solutions Openings, Other Transaction Agreements) 

• Coordinate pricing and commercial strategy with Finance and Contracts teams to develop competitive, defensible cost volumes and pricing architectures 

• Conduct post-submission debriefs and win/loss analyses, feeding insights back into the organization to continuously improve win rates 

• Support the development of capture strategies and pre-RFP engagement plans that improve competitive positioning before formal solicitations are released 

 

You should apply if you

• You have significant experience in bid and proposal management, ideally within the Defense, Aerospace, or National Security technology sector  

• You have a proven track record of winning complex, high-value government contracts and understand the nuances of defense procurement 

• You possess outstanding written communication skills and can craft clear, compelling narratives that resonate with military and government evaluators 

• You've managed multiple concurrent bids under pressure and know how to balance scrappiness with rigor 

• You communicate complex technical and commercial concepts with clarity and influence to technical and non-technical stakeholders alike 

• You have strong commercial acumen and understand pricing strategies, contract types, and how to structure competitive offers 

• You're energized by ambiguity, thrive under pressure, and are motivated by mission-driven work 

Note: We encourage you to apply even if you don’t meet all the listed qualifications; ability and impact cannot be summarized in a few bullet points. 

Nice to Have

• APMP certification or experience with Shipley or similar capture and proposal best practices 

• Background in software, SaaS, or AI-related proposals — not just traditional hardware-centric defense bids 

• Familiarity with FAR/DFARS, DCAA audit requirements  

• Proficiency in more than one European language (English plus German or French is a strong advantage) 

• Experience working with or within US DoD procurement organizations 

• Active security clearancegorustaidata