Founding Capture Strategist (Defense Contracts)

Success Matcher Recruitment; San Francisco (CA); On-site; USD 120,000 - 180,000; Full time

Job summary

Success Matcher Recruitment partners with Usul (www.usul.ai) to hire a Founding Capture Strategist for the defense and space sector in San Francisco. The role focuses on end-to-end customer deployments, onboarding, and driving platform adoption.

You'll collaborate with Product and Engineering to turn customer feedback into a strategic roadmap, manage health metrics, and pursue renewal opportunities, with a strong emphasis on national security contracts.

Qualifications

• 1–5 years of experience in government contracting, capture management, budget tracking or proposal writing.
• Ability to navigate defense tech environments and communicate effectively.
• Willingness to work on-site 5 days a week in San Francisco, with occasional travel.

Responsibilities

• Lead customer deployments and own end-to-end relationships with defense and space clients.
• Drive enterprise adoption by designing onboarding paths and ensuring platform integration.
• Identify upsell/cross-sell opportunities to fuel growth across accounts.
• Collaborate with Product and Engineering to translate customer feedback into a roadmap.
• Monitor metrics to reduce churn and secure renewals.

Skills

government contracting

capture management

budget tracking

proposal writing

Education

Georgetown (SFS) degree (bonus)

Tools

AI tools in professional context

Job description

Founding Capture Strategist (Defense Contracts)

About the job Founding Capture Strategist (Defense Contracts)

Exciting Opportunity: Founding Capture Strategist

Success Matcher Recruitment is proud to partner with a trailblazing technology firm that is redefining the landscape of government procurement. Our client is building the "Amazon for Government"—an AI-driven platform that enables companies to navigate and win complex government contracts in national security, AI, space, and advanced manufacturing with unprecedented ease.

With over $5M ARR and a growth rate of 60% month-over-month, they are already serving Fortune 500 companies and the U.S. Government. We are seeking a scrappy, entrepreneurial government contracting expert to join as a Founding Capture Strategist and revolutionize the industry.

Position Overview

• Position Title: Founding Capture Strategist
• Client Name: Usul (www.usul.ai)
• Salary: $120,000 – $180,000 per annum
• Headcount: 1
• Relocation Package: No

The Role

As the Founding Capture Strategist, you will be the bridge between cutting-edge AI technology and the worlds most ambitious defense and space companies. You will own the post-sale lifecycle, ensuring that users—from garage-based startups to Fortune 500 defense giants—maximize the platforms value to win contracts.

Key Responsibilities:

• Lead Customer Deployments: Own the end-to-end relationship for a portfolio of high-growth defense and space clients, focusing on onboarding, adoption, and retention.
• Drive Enterprise Adoption: Design and coordinate complex onboarding paths to ensure every user integrates the platform into their daily workflow.
• Fuel Growth: Identify and lead commercial upsell and cross-sell opportunities within your accounts to drive expansion.
• Product Collaboration: Work directly with Product and Engineering teams to translate customer feedback into a roadmap that revolutionizes how governments and the private sector interact.
• Strategic Health Management: Monitor account metrics to proactively reduce churn and secure renewals.

Who You Are

• The Expert: You have 1–5 years of experience in government contracting, capture management, budget tracking, or proposal writing.
• The Operator: You are highly personable, empathetic, and possess an entrepreneurial mindset. You thrive in "building from scratch" environments.
• The Communicator: You have exceptional written and verbal skills and can navigate high-stakes defense tech environments with ease.
• The Mission-Driven: You are excited about national security and the future of defense technology.

Requirements

• U.S. Citizenship is mandatory.
• Experience with defense contracts and government contract portals.
• Familiarity with using AI tools in a professional context.
• Willingness to work on-site 5 days a week in San Francisco.
• Willingness to travel approximately once a month for client engagements.
• Bonus: Experience at a defense tech startup or a degree from Georgetown (SFS).