Proposal & Capture Manager

About the Role

The manager will lead the complete capture lifecycle, identifying opportunities, shaping capture strategies, and guiding teams toward contract award. They will serve as the chief author and strategist for business‑development narratives, technical documents, and customer‑facing materials. Managing the end‑to‑end proposal process—including kickoff planning, compliance matrices, content schedules, and internal reviews—will ensure timely, high‑quality submissions that align with win strategies. Key responsibilities include engaging directly with customers and acquisition offices to gather intelligence and influence procurement requirements, developing integrated capture strategies with engineering, finance, and executive teams, and creating win themes, discriminators, and value propositions. The manager will also conduct competitive assessments, price‑to‑win analyses, and negotiate teaming arrangements to build compelling, cost‑effective solutions. Continuous improvement of proposal processes, templates, and content libraries is expected to enhance scalability and win probability. • Lead full capture lifecycle from opportunity identification to contract award. • Author and strategize business‑development narratives, technical documents, and customer‑facing materials. • Manage end‑to‑end proposal development, ensuring compliance and high‑quality submissions. • Engage directly with customers, stakeholders, and acquisition offices to shape requirements and influence procurements. • Develop integrated capture strategies with business development, engineering, finance, and executive teams. • Create win themes, discriminators, and value propositions throughout capture and proposal processes. • Conduct competitive assessments, price‑to‑win analysis, and customer positioning plans. • Negotiate and manage teaming arrangements with strategic partners. • Oversee multiple concurrent RFPs, RFIs, white papers, and unsolicited proposal efforts. • Build and refine proposal processes, templates, and content libraries for scalability. • Deliver final submissions aligned with evaluation criteria, branding, and win strategy. • Identify and implement continuous‑improvement opportunities across capture and proposal lifecycle.

Key Responsibilities

• ▸capture management
• ▸proposal development
• ▸customer engagement
• ▸win themes
• ▸competitive analysis
• ▸process improvement

What You Bring

Qualified candidates possess at least seven years of proposal or capture management experience in defense, aerospace, or government services, with a minimum of five years supporting U.S. Department of Defense programs. A strong understanding of FAR, DFARS, and federal acquisition processes, as well as proven ability to lead multi‑volume proposal submissions, is required. U.S. citizenship, eligibility for a DoD security clearance, and willingness to travel up to 25% are mandatory. Preferred qualifications include familiarity with emerging defense technologies such as autonomous systems, UAVs, and AI/ML, experience handling contracts valued over $20 M, and a background in building scalable capture processes in high‑growth environments. Knowledge of foreign military sales, competitive intelligence, and industry‑standard methodologies like Shipley is also valued. • 7+ years proposal or capture management experience in defense, aerospace, or government services. • 5+ years supporting U.S. Department of Defense programs. • Strong knowledge of FAR, DFARS, and federal acquisition processes. • Excellent project management, communication, and stakeholder influence skills. • U.S. citizenship, eligibility for DoD security clearance, and up to 25% travel required. • Familiarity with autonomous systems, UAVs, AI/ML, and emerging defense technologies. • Experience handling contracts valued over $20 M and building scalable capture processes in high‑growth environments.

Requirements

• ▸capture management
• ▸dod experience
• ▸far/dfars
• ▸project management
• ▸security clearance
• ▸ai/ml

Benefits

The position is remote, with the option to relocate to our San Diego headquarters where relocation assistance may be provided. Compensation ranges from $140,000 to $195,000 USD, reflecting experience, skills, and geographic factors. Firestorm offers a comprehensive benefits package that includes medical, dental, and vision coverage, a 401(k) plan, unlimited PTO, generous holidays and parental leave, multiple insurance options, mental‑health resources, and legal and financial support services. The company is committed to export‑control compliance, equal‑opportunity employment, and providing accommodations throughout the hiring process. • Remote role with optional relocation to San Diego; relocation assistance available. • Salary range $140,000‑$195,000 USD plus comprehensive benefits. • Benefits include medical/dental/vision, 401(k), unlimited PTO, generous holidays, parental leave, multiple insurance options, mental‑health resources, and legal/financial support.

Work Environment

Remote