Sr. Capture Specialist I, ICON Prime

ICON; Washington (District of Columbia); On-site; USD 150,000 - 210,000; Full time

Job summary

ICON is seeking an entrepreneurial Business Development lead to win and shape complex government opportunities across MilCon, MilTech, and SpaceTech. You’ll operate with startup speed and own the full BD lifecycle, engaging Pentagon, NASA, and defense partners to align ICON’s capabilities with top-priority government needs.

Based in Austin, TX or Washington, DC with travel up to 40%, you will report to the Senior Director of Prime Business Development & Government Affairs and collaborate across

Qualifications

• 5+ years of experience in government business development, capture management, or federal strategic advisory with a track record of closing competitive federal contracts.
• Deep fluency in Federal Procurement: Comprehensive knowledge of FAR/DFARS, OTA authority, DIU/AFWERX pathways, SBIR/STTR, and defense appropriations cycles.
• Stakeholder navigation: Proven ability to engage senior DoD, IC, and NASA stakeholders at the Pentagon, service command, or major command level.
• Multi-Domain agility: Manage multiple complex pursuits across construction, software/tech, and space without dropping the ball.
• Education: Bachelor’s degree in a relevant field, or equivalent practical experience.

Responsibilities

• Dynamic Capture Strategy: Drive the full BD lifecycle including teaming strategy, competitive positioning, price-to-win, and proposal strategy across MilCon, MilTech, and SpaceTech.
• Pipeline Generation & Shaping: Build and maintain a high-quality federal pipeline; engage offices early to shape opportunities.
• Strategic Relationship Management: Cultivate networks across Army, Navy, Air Force, Space Force, DARPA, NASA and intelligence community.
• Cross-Vertical Support: Pursue design-build, OTA, and IDIQ opportunities across services; support SpaceTech and defense channels.
• Executive Communications: Develop and deliver briefings and capabilities narratives to general officers, SES officials, and NASA program directors.

Skills

Government BD

Capture management

Federal procurement

Stakeholder management

Multi-domain agility

Startup mindset

Education

Bachelor’s degree or equivalent

Job description

At ICON, we build the future from the ground up. Through pioneering construction technology, we are redefining what’s possible for humanity on Earth and beyond. Our work with the U.S. military, defense innovators, and space agencies reflects our commitment to delivering transformative infrastructure where it matters most.

Role Overview

ICON is looking for an entrepreneurial, high-impact Business Development lead to serve across the ICON Prime portfolio. In this role, you won’t be siloed; you will operate with significant autonomy to generate, shape, and close complex government opportunities across our three critical pillars: MilCon (Military Construction), MilTech (Defense Technology), and SpaceTech (Space Technology).

Our ideal candidate doesn’t just build pipelines; you have a proven track record of winning competitive government contracts and converting relationships into awards. You know the federal acquisition landscape inside and out, from FAR/DFARS to OTA authorities. More importantly, you know how to navigate the Pentagon, NASA, and defense innovation pathways to align ICON’s groundbreaking capabilities with the government’s highest-priority requirements. You will be expected to self-direct, move at startup speed, and flex dynamically to support the business wherever the top priorities lie.

This role operates with significant autonomy and reports to the Senior Director of Prime Business Development & Government Affairs. You will work closely with Design-Build, Print Operations, R&D, and Regulatory Affairs to ensure BD commitments are technically grounded and contractually executable. The position is based in Austin, TX, or Washington, D.C., with travel up to 40%.

Key Responsibilities

Dynamic Capture Strategy: Drive the full BD lifecycle including teaming strategy, competitive positioning, price-to-win, and proposal strategy flexing across MilCon, MilTech, and SpaceTech to support ICON’s top business needs.

Pipeline Generation & Shaping: Build and maintain a high-quality federal pipeline. Engage program offices, requirements owners, and contracting officers early to shape opportunities before they hit the street.

Strategic Relationship Management: Cultivate and maintain deep champion networks across the Army (USACE, IMCOM, AMC), Navy (NAVFAC), Marine Corps (MCFAC), Air Force (AFCEC), Space Force (SSC/SpRCo), DARPA, DIU, NASA, and the intelligence community.

Cross-Vertical Support:

• MilCon: Drive pursuit of design-build, OTA, and IDIQ opportunities, including barracks, hardened facilities, and base infrastructure across all services and INDOPACOM installations.
• MilTech: Pursue expeditionary construction, SCIF deployment, and intelligent construction software contracts through DIU, AFWERX, and conventional defense channels.
• SpaceTech: Advance the lunar base pipeline and ISRU construction program development with NASA, Space Force, and allied space programs.

Executive Communications: Develop and deliver compelling briefings, white papers, and capabilities narratives tailored to general officers, SES officials, and NASA program directors. Represent ICON at industry days, service-branch forums, and space events.

Cross-Functional Collaboration: Partner closely with Design-Build, Print Operations, R&D, and Regulatory Affairs to ensure all BD commitments are technically grounded and contractually executable.

Required Qualifications

• 5+ years of experience in government business development, capture management, or federal strategic advisory, with a definitive track record of closing competitive federal contracts.
• Deep Fluency in Federal Procurement: Comprehensive knowledge of FAR/DFARS, OTA authority, DIU/AFWERX pathways, SBIR/STTR, and defense appropriations cycles.
• Stakeholder Navigation: Proven ability to engage senior DoD, IC, and NASA stakeholders at the Pentagon, service command, or major command level.
• Multi-Domain Agility: Demonstrated capacity to manage multiple complex pursuits simultaneously across distinct domains (construction, software/tech, and space) without dropping the ball.
• Startup Mindset: An entrepreneurial mindset with the ability to thrive with limited institutional support, self-direct, and execute at rapid speed.
• Education: Bachelor’s degree in a relevant field, or equivalent practical experience.

Preferred Qualifications

• Military or Civil Service: Prior military or federal civilian service, particularly with USACE, NAVFAC, AFCEC, Space Force acquisitions, IMCOM, or a DoD R&D command.
• Security Clearance: Active or current eligibility for a Secret or TS/SCI security clearance (TS/SCI strongly preferred).
• Specialized Project Experience: Familiarity with MILCON project delivery, OTA construction agreements, or non-traditional defense acquisition pathways.
• Background: Experience in management consulting or strategic advisory focused on the defense, intelligence, or space sectors.