Business Development/Capture Manager IV

Kratos Defense and Security Solutions; Washington (District of Columbia); On-site; USD 120,000 - 160,000; Full time

Benefits offered by this job

Medical, Dental & Vision Insurance

401(k) Savings Plan

Employee Stock Purchase Plan (ESPP)

Paid Time-Off (PTO)

Holidays

Education Reimbursement

Life/ADD & Short/Long Term Disability

Job summary

Kratos Defense and Security Solutions in Washington, DC, seeks a Business Development Capture Manager IV to drive opportunity identification, capture planning, and revenue growth with government customers. You will lead end-to-end pursuits, shape proposals, and coordinate with cross-functional teams to win complex defense programs.

You will build strategic relationships, perform market analyses, and manage risk while ensuring compliant, competitive solutions.

Qualifications

• Experience leading capture efforts for defense or complex government programs.
• Strong ability to influence and shape opportunities in competitive environments.
• Proven track record in stakeholder engagement and proposal strategy.

Responsibilities

• Lead end-to-end capture activities for opportunities, including qualification, pursuit strategy, competitive positioning, teaming, and proposal readiness.
• Develop and maintain customer relationships with offices, mission users, acquisition stakeholders, and prime partners.
• Identify, qualify, and shape new opportunities, including follow-on work and strategic partnerships.
• Drive pipeline growth through market analysis, account intelligence, and competitive assessments.
• Support development of win strategies translating mission requirements into executable solutions.
• Coordinate capture planning activities including gate reviews and pricing strategy sessions.
• Collaborate with proposal teams to improve win probability through customer insights and staffing strategies.
• Establish and maintain partnerships with channel partners and subcontractors.

Skills

B2G sales experience

Capture management

Executive communication

Cross-functional leadership

Education

BA/BS in Business/Engineering/Management

Job description

Overview:

The Business Development Capture Manager IV plays a strategic role focused on opportunity identification, customer engagement, capture management, and revenue growth within assigned markets. This position is responsible for driving business expansion through the development of customer relationships, pipeline management, opportunity shaping, and capture strategy while collaborating closely with sales operations to drive customer mission focused solutions. The role requires a deep understanding of government acquisition processes, customer mission requirements, and competitive positioning. The Business Development Capture Manager serves as a trusted advisor to customers and internal stakeholders, leading capture activities from opportunity identification through proposal submission and contract award. This individual will work cross-functionally to align technical solutions, pricing strategies, production capabilities, and operational execution with customer requirements to maximize win probability and long-term portfolio growth.

Essential Functions / Responsibility:

• Lead end-to-end capture activities for their opportunities, including qualification, pursuit strategy, competitive positioning, teaming, and proposal readiness.
• Develop and maintain strong customer relationships with operational and contracting offices, mission users, acquisition stakeholders, and prime channel partners to establish customer intimacy and identify emerging opportunities.
• Identify, qualify, and shape new business opportunities including follow-on work, task orders, engineering changes, sustainment efforts, and strategic partnerships.
• Drive opportunity pipeline growth through market analysis, account intelligence, customer engagement, and competitive assessments.
• Support development of win strategies by translating customer mission requirements into executable technical and operational solutions.
• Coordinate or participate in capture planning activities including gate reviews, color teams, competitive analysis, solution reviews, and pricing strategy sessions.
• Collaborate with proposal teams through blue and red team strategies to improve win probability through customer insights, staffing strategies, pricing realism, compliance reviews, and solution differentiation.
• Identify acquisition approaches, funding pathways, contract vehicles, and timing windows that support successful pursuit strategies.
• Establish and maintain strategic partnerships and teaming arrangements with channel partners, subcontractors, and industry partners.
• Support transition from capture to execution by ensuring clear handoff of customer requirements, assumptions, risks, and commitments.
• Lead risk identification and mitigation activities associated with capture pursuits, proposal execution, and customer commitments.
• Promote disciplined business development processes, opportunity tracking, CRM management, and capture governance.

Capture, BD, and Revenue Growth:

• Serve as the primary business development interface for assigned accounts, regions, and opportunities.
• Lead customer engagement planning, executive briefings, site visits, milestone reviews, and relationship-building activities.
• Maintain awareness of customer priorities, acquisition trends, geopolitical considerations, and funding cycles.
• Provide internal leadership with actionable business intelligence, pipeline forecasts, opportunity status, and strategic recommendations.
• Support long-term portfolio growth planning and strategic account development initiatives.

Basic Knowledge Desired:

• Demonstrated success leading capture efforts and business development activities for complex International or defense-related programs.
• Proven ability to develop customer relationships and influence opportunity shaping within competitive acquisition environments.
• Strong understanding of acquisition processes, contract vehicles, proposal development, and capture lifecycle management.
• Experience coordinating cross-functional teams across engineering, operations, finance, manufacturing, and program management.
• Strong executive communication, presentation, and negotiation skills with the ability to engage senior customer stakeholders and Prime contractor leadership.
• Experience supporting proposal strategy, pricing development, staffing approaches, and solution positioning.
• Working knowledge of manufacturing readiness, production execution, and operational constraints impacting solution development.
• Strong business acumen with understanding of program financials, forecasting, margin considerations, and revenue growth strategies.
• Demonstrated leadership, accountability, and ability to operate effectively in fast-paced, high-visibility environments.

Physical Demands:

• While performing the duties of this job, the employee is regularly required to sit, stand, walk, and talk or hear.
• The employee is occasionally required to lift 20 pounds.

Working Environment:

• Team members are subjected to noise levels which may range from moderately low to loud.
• All team members must wear provided OSHA-approved eye protection on the production floor.
• Periodically required to work off the company premises for client visits, and other business needs.

Experience And Skills

Qualifications & Experience: The following qualifications and experience are required for this position:

• BA / BS degree in Business, Industrial Technology / Engineering, Management, or related discipline strongly desired.
• 8+ years of direct work in a Business to Government sales capacity, or an equivalent combination of education and experience.
• Must be a United States Citizen.
• Valid driver’s license in good standing.
• Ability to get Secret or greater clearance.
• Ability to get passport.

Job Benefits:

• Medical, Dental & Vision Insurance Coverage
• Life/ADD & Short/Long Term Disability Insurance
• 401(k) Savings Plan
• Employee Stock Purchase Plan (ESPP)
• Paid Time-Off (PTO)
• Holidays
• Education Reimbursement

Kratos Defense is an Equal Opportunity Affirmative Action Employer. EOE, Minorities, Females, Vet, Disabled, Sexual Orientation, Gender Identity or any other protected class. All qualified job seekers are encouraged to apply. Kratos Defense is committed to America's veterans by providing opportunities for them to continue contributing after service to our nation. We also work to provide reasonable accommodations to individuals with disabilities.

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