Sr. Capture Specialist I, ICON Prime

ICON; Washington (District of Columbia); On-site; USD 130,000 - 192,000; Full time

Job summary

ICON is seeking an entrepreneurial Business Development lead to generate, shape, and close complex government opportunities across MilCon, MilTech, and SpaceTech. You will navigate FAR/DFARS, OTA, and defense channels to connect ICON’s capabilities with top-priority requirements and work with Pentagon, NASA, and defense programs.

You will report to the Senior Director of Prime Business Development & Government Affairs, collaborating with Design-Build, Print Operations, R&D, and Regulatory

Qualifications

• 5+ years of experience in government business development, capture management, or federal advisory.
• Deep fluency in FAR/DFARS, OTA authority, DIU/AFWERX pathways, SBIR/STTR, and defense cycles.
• Proven ability to engage senior DoD, IC, and NASA stakeholders at high levels.
• Ability to manage multiple complex pursuits across construction, software/tech, and space.
• Entrepreneurial mindset with ability to work with limited institutional support.

Responsibilities

• Drive full BD lifecycle across MilCon, MilTech, and SpaceTech to meet ICON’s top needs.
• Build and shape a high-quality federal pipeline by engaging program offices early.
• Cultivate champions across Army, Navy, Marine, Air Force, Space Force, DARPA, DIU, NASA and IC.
• Pursue opportunities across design-build, OTA, IDIQ and related channels.
• Prepare and deliver executive-level briefings and capability narratives.

Skills

Experience in government BD

Federal procurement fluency

Stakeholder navigation

Multi-domain agility

Startup mindset

Bachelor's degree

Education

Bachelor's degree in a relevant field

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. Location: Washington DC or Austin, TX

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. Location: Washington DC or Austin, TX

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.

Pay Range: $130,000.00 - $192,000.00

ICON is an equal opportunity employer committed to fostering an innovative, inclusive, diverse and discrimination-free work environment. Employment with ICON is based on merit, competence, and qualifications. It is our policy to administer all personnel actions, including recruiting, hiring, training, and promoting employees, without regard to race, color, religion, gender, sexual orientation, gender identity, national origin or ancestry, age, disability, marital status, veteran status, or any other legally protected classification in accordance with applicable federal and state laws. Consistent with the obligations of these laws, ICON will make reasonable accommodations for qualified individuals with disabilities.

Furthermore, as a federal government contractor, the Company maintains an affirmative action program which furthers its commitment and complies with recordkeeping and reporting requirements under certain federal civil rights laws and regulations, including Executive Order 11246, Section 503 of the Rehabilitation Act of 1973 (as amended) and the Vietnam Era Veterans' Readjustment Assistance Act of 1974 (as amended).