Senior Proposal Manager

Kratos Defense & Rocket Support Services, Inc; Glen Burnie (MD); On-site; USD 150,000 - 210,000; Full time

Job summary

Kratos Defense & Rocket Support Services Division seeks a Senior Proposal Manager to lead the proposal team across high-value DoD and federal opportunities. You will shepherd at-scale pursuits from initial bid to submission, partnering with executives to shape winning strategies and content.

The role requires Shipley-trained discipline, strong leadership, and the ability to mentor a growing team in a fast-paced environment focused on national security programs.

Qualifications

• 7+ years of proposal management experience in defense with a track record of wins.
• Led 3–5 proposals valued at $100M+ from gate to submission as Proposal Manager.
• Experience with DoW customers (Air Force, Space Force, Navy, Army, MDA, DARPA, or similar).
• Trained in Shipley Associates proposal development methodology.
• Knowledge of FAR/DFARS, and government source selection processes.

Responsibilities

• Lead end-to-end proposal development for DoW and federal proposals including RFPs, BAAs, OTAs, and IDIQ task orders.
• Serve as Proposal Manager for complex, multi-volume proposals with aggressive timelines.
• Develop schedules, compliance matrices, management plans, and quality control processes.
• Coordinate with executives and cross-functional teams to drive winning narratives and content.

Skills

Proposal management

Defense industry

Shipley methodology

Leadership

Job description

Kratos Defense & Rocket Support Services Division is experiencing dramatic growth as a leading technology innovator in hypersonics, radar systems, test & evaluation, directed energy systems, test range and mobile medical vehicles, and weapon systems. We're winningiand we need a senior proposal leader within our Strategic Growth Programs Office to help us scale our success. At Kratos, proposal managers aren't administratorsithey're strategic partners who shape how we win.

Our business development, capture, and proposal teams maintain high standards and expectations for every chosen pursuit. The team maintains a high win rate on competitive Department of War (DoW) and Federal Civilian acquisitions, both FAR-based and non-FAR based proposals. Kratos is recognized as a disruptive innovator by DoW customers, and we are growing from a mid-tier defense contractor to major program prime without the bureaucracy and inflexible processes.

Position Summary

Kratos is seeking a Senior Proposal Manager who thrives in a lean, high-performing environment. You'll lead the proposal team through small, medium, and large white papers and proposals that have varying levels of strategic value and complexity. This will include 10+ high-stakes proposals annually ($100M-$1B+) with direct access to executive leadership and the autonomy to shape both individual wins and our evolving proposal capability. This role is ideal for a Shipley expert who wants strategic influence without bureaucracy, wants to build and mentor a growing team, and is energized by disruptive technology missions that matter to national security. The Senior Proposal Manager will report to the Vice President, Strategic Growth Programs and serve as a key member of the Strategic Growth leadership team. This role partners closely with executive leadership, Capture Managers, Business Development, Operations, Contracts, Pricing, Engineering Department, graphic artists, technical writers and pricing analysts to drive successful pursuit execution across the enterprise.

Key Responsibilities

• Proposal Leadership & Execution
  • Lead end-to-end proposal development for new and strategic follow-on contracts including RFPs, BAAs, OTAs, and competitive IDIQ task orders
  • Serve as Proposal Manager for complex, multi-volume proposals with aggressive timelines
  • Apply Shipley Associates methodology throughout the proposal lifecycle
  • Develop and execute proposal schedules, compliance matrices, management plans, and quality control processes
  • Orchestrate kickoff meetings, daily standups, and color team reviews (Pink, Red, Gold) with executive reviewers
  • Manage final production, ensuring compliance and on-time delivery
  • Manage and continuously improve the proposal process and policies
• Strategic Partnership & Leadership
  • Partner with Capture Managers to develop discriminating win strategies and compelling win themes
  • Interface directly with executives (VP/SVP level) providing strategic guidance, risk assessments, and go/no-go recommendations
  • Lead cross-functional proposal teams: capture, technical SMEs, pricing analysts, contracts, subcontractors, and teaming partners
  • Translate complex technical solutions into customer-focused, benefit-driven proposal narratives
  • Develop executive summaries that winicrisp, compelling, differentiated
• Compliance & Quality Assurance
  • Ensure 100% compliance with government solicitation requirements (FAR/DFARS, agency-specific)
  • Conduct rigorous compliance reviews and implement quality gates throughout proposal development
  • Manage proposal risk areas and develop mitigation strategies
  • Maintain proposal schedules under short timelines
• Team Building & Process Evolution\
• Mentor and develop junior proposal staff as the team grows
• Manage a lean, agile team: technical writers and business development associates (with plans to grow)
• Build scalable proposal processes that maintain agility while supporting growth
• Develop and maintain proposal content libraries, templates, and best practice documentation
• Provide Shipley training and coaching to cross-functional team members
• Drive continuous improvement: dentify inefficiencies and lessons learned, then implement solutions

Keyword: proposal management, FAR/DFARS

Required Experience:

Experience & Track Record

• 7+ years of proposal management experience in the defense industry with a proven track record of wins
• Successful compliance and win rates on competitive DoW proposals
• Led at least 3-5 proposals valued at $100M+ from gate to submission as Proposal Manager
• Experience managing proposals for multiple DoW customers (Air Force, Space Force, Navy, Army, MDA, DARPA, or similar)
• Comfortable in lean/agile environments
• Trained in Shipley Associates proposal development methodology
• Deep understanding of capture-to-proposal transition, color team reviews, and proposal quality standards
• Comprehensive understanding of FAR/DFARS, mid-tier acquisition, and government source selection processes
• Experience with diverse contract vehicles: Cost-Plus, Fixed Price, IDIQ, OTAs
• Knowledge of proposal evaluation factors and how to win on LPTA vs. best-value trades
• Ability to obtain and maintain a DoD Secret clearance

Leadership & Professional Skills

• Excellent leadership skills
• Outstanding written and verbal communication
• Exceptional prioritization and time management under pressure
• Strategic thinker with operational execution discipline

From: Kratos Defense