Director, USG Capture Management

Astranis; San Francisco (CA); On-site; USD 150,000 - 225,000; Full time

Benefits offered by this job

Equity

Healthcare

401(k)

Flexible PTO

On-site catered meals

Job summary

Astranis seeks a Director of USG Capture Management to secure US Government contracts by leading end-to-end capture activities and transitioning opportunities into winning proposals. You will orchestrate engineers, pricing, and proposal managers, coordinating with senior management, program management, engineering, operations, and legal teams.

The role requires deep federal procurement knowledge, a technical background in satellite systems, and a proven track record of winning complex space

Qualifications

• B.S. or B.A. in engineering or hard science is required.
• 8+ years of experience in engineering, program management, corporate strategy, or USG sales/business development.
• Federal-level capture/proposal management and/or government acquisition experience.
• Broad knowledge of government space community, commercial space industry, and programs.
• Willingness and ability to travel up to 25%.
• Excellent written and oral communication skills.

Responsibilities

• Lead development and execution of comprehensive capture plans for targeted US Government opportunities.
• Collaborate with BD partners to evaluate opportunities and align with growth/product objectives.
• Conduct competitive intelligence and price-to-win analysis; develop counter-strategies.
• Identify, negotiate, and establish strategic partnerships for coalitions and solutions.
• Guide opportunities through internal executive reviews; present business cases and resource needs for Bid/No-Bid decisions.
• Lead the transition from capture to proposal; work with Proposal Manager to translate capture strategies into proposal themes and narratives; participate in color team reviews.

Skills

USG capture experience

Proposal leadership

Strategic thinking

Cross-functional coordination

Education

B.S./B.A. in engineering or hard science

Job description

Astranis builds advanced satellites for high or orbit, expanding humanity’s reach into the solar system. Today Astranis satellites provide dedicated, secure networks to highly-sophisticated customers across the globe – large enterprises, sovereign governments, and the US military.

With five satellites on orbit and many more set to launch soon, the company is servicing a backlog of more than $1 billion of commercial contracts. Astranis is the preferred satellite communications partner for buyers with stringent requirements for uptime, data security, network visibility, and customization.

Astranis has raised over $1.2 billion from some of the world’s best investors, including Andreessen Horowitz, Baillie Gifford, Blackrock, Fidelity, Franklin Templeton, and Snowpoint, and employs a team of 500 engineers and entrepreneurs. Astranis designs, builds, and operates its satellites out of its 153,000 sq. ft. headquarters in Northern California, USA.

Director, USG Capture Management

This position is responsible for helping secure US Government contracts, partnering with the Business Development (BD) team to transition opportunities into winning captures. The Director, USG Capture Management, will be responsible for leading the end-to-end capture lifecycle, from early-stage opportunity identification and strategy development through proposal submission and post-award transition.

The ideal candidate possesses a deep understanding of the federal procurement process, a technical background with experience with satellite systems and their missions, and a proven track record of winning complex space programs. The capture manager will serve as an orchestrator, bringing together engineers, pricing, and proposal managers to develop compelling, compliant, and highly competitive offerings. The position involves regular exchanges with Astranis senior management, program management, engineering, operations, and legal teams. This position will report to the Senior Director of USG Sales and Solutions Engineering: Gilbert Tseng.

Role

• Capture Strategy & Planning: Lead the development and execution of comprehensive capture plans for targeted US Government opportunities. Define win strategies, key discriminators, win themes, and value propositions.
• Business Development Collaboration: Work closely with BD partners to evaluate opportunities and ensure alignment with the Astranis’s growth and product objectives. Develop and provide actionable intelligence on customer pain points, budgets, and acquisition strategies.
• Competitive Intelligence: Conduct competitive assessments, including Black Hat reviews and Price-to-Win (PTW) analysis. Anticipate competitor strategies and develop counter-strategies to position the company favorably.
• Teaming Strategy: Identify, negotiate, and establish strategic partnerships to build effective coalitions and solutions.
• Reviews & Milestone Management: Guide opportunities through the internal executive review processes. Present compelling business cases, risk assessments, and resource requirements to senior leadership to secure Bid/No-Bid decisions.
• Proposal Leadership and Guidance: Lead the transition from the capture phase to the proposal phase. Work with the Proposal Manager in translating capture strategies into proposal themes with compliant, persuasive proposal narratives. Participate in color team reviews in addition to authorship of proposal sections.

Requirements

• B.S. or B.A. in engineering or hard science
• At least 8+ years of experience in engineering, program management, corporate strategy, or USG sales/business development
• Federal-level capture/proposal management and/or government acquisition experience
• Broad knowledge of government space community, commercial space industry, associated organizations and on-going programs
• Willingness and ability to travel as needed, up to 25% of time
• Excellent written and oral communication skills

Bonus

• Working knowledge of satellites, space science and weather systems / architectures and missions
• Eligible to obtain a TS/SCI Security Clearance
• Less than 5 years since previously active TS//SCI Security Clearance
• Based in the National Capital Region (NCR) or San Francisco

What we offer:

All our positions offer a compensation package that includes equity and robust benefits.

Base pay is just one component of Astranis’s total rewards package. Your compensation also includes a significant equity package via incentive stock options, high-quality company-subsidized healthcare, disability and life insurance, 401(k) retirement planning, flexible PTO, and free on-site catered meals.

Astranis pay ranges are informed and defined through professional-grade salary surveys and compensation data sources. The actual base salary offered to a successful candidate will additionally be influenced by a variety of factors including experience, credentials & certifications, educational attainment, skill level requirements, and the level and scope of the position.

$150,000 - $225,000 USD

U.S. Citizenship, Lawful Permanent Residency, or Refugee/Asylee Status Required

(To comply with U.S. Government space technology export regulations, applicant must be a U.S. citizen, lawful permanent resident of the United States, or other protected individual as defined by 8 U.S.C. 1324b(a)(3))

Our mission and products are built for everyone, regardless of gender, race, creed, or background. We believe in a diverse and inclusive workplace, and we invite all people to join our team and bring their unique perspectives to make us stronger.

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey. Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file.

As set forth in Astranis’s Equal Employment Opportunity policy, we do not discriminate on the basis of any protected group status under any applicable law.

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.