Capture Manager
- Role
- Sales
- Experience
- Senior
- Employment
- Full-time
- Company size
- Startup
Open to US only. Set where you work from to check your eligibility.
No BS summary
Experienced capture manager with 5+ years in DoD or Intelligence Community acquisition environments. Must know DoD/IC acquisition pathways and have shaped and won defense programs. U.S. work authorization required via E-Verify/I-9.
Core skills
Required skills
Optional skills
About Tiberius Aerospace Tiberius Aerospace is a cutting-edge Aerospace and Defense company committed to delivering innovative, secure, and compliant solutions for our customers. We specialize in mission-critical technology services for government and private sector customers, ensuring excellence in aerospace systems design, performance, and compliance. To serve our nations with Strength, Honor, and Purpose - forging the systems that defend freedom and shape the future of defense.
Position Overview
Tiberius is seeking an experienced Capture Manager to lead the pursuit of strategic opportunities across the Department of Defense and Intelligence Community, from early identification through contract award.
This is a high-ownership role for someone who thrives before the RFP drops building customer relationships, shaping requirements, running competitive intelligence, and assembling the win strategy that turns an early lead into a program of record. The Capture Manager will work closely with the cofounders, business development, engineering, and program teams to convert Tiberius's technical capability into funded, winnable pursuits.
The ideal candidate has run capture campaigns inside DoD or IC acquisition environments, understands how programs of record actually get built, and can operate with the pace and informality of a startup while speaking fluently to program offices, primes, and government stakeholders.
What You'll Do
Own capture strategy and execution for strategic pursuits across DoD and IC customers, from early qualification through award Identify, qualify, and prioritize opportunities aligned with Tiberius's programs and technical roadmap, including bid/no-bid recommendations to leadership Build and execute capture plans: customer engagement strategy, win themes, competitive positioning, teaming approach, and price-to-win input Build and maintain relationships with program office, requirements, and acquisition stakeholders ahead of formal solicitations Run competitive intelligence track incumbents, likely competitors, past performance, and pricing patterns to shape a winning position Identify and negotiate teaming relationships with primes, subcontractors, and industry partners where capability gaps exist Partner with engineering and program teams to translate customer requirements into a compelling, technically credible solution Support proposal development: shape win themes, review compliance, and contribute to proposal sections as needed Track and report pursuit status, pipeline, and capture milestones through the CRM, in partnership with the RevOps Manager Represent Tiberius at industry days, technical forums, and customer engagements
Capture Process & Competitive Strategy
Lead gate reviews (qualify, pursue, propose, submit) with clear go/no-go criteria and executive sign-off Develop win themes and discriminators grounded in Tiberius's actual technical differentiation, not generic value props Coordinate black-hat and competitive assessment sessions ahead of major pursuits Maintain a live capture pipeline with accurate stage, value, probability, and next-action data Work with contracts and finance on pricing strategy and cost-realism for major pursuits
What You'll Bring
5+ years of capture management experience in DoD or IC acquisition environments Demonstrated track record of shaping and winning defense programs, from early-stage pursuits through program of record Strong understanding of DoD/IC acquisition pathways: FAR/DFARS, OTAs, SBIR/STTR, MTA, IDIQ, and program-of-record transitions Experience building and negotiating teaming agreements with primes, subs, and industry partners Excellent relationship-building skills across government, industry, and internal technical stakeholders Strong written and verbal communication skills, including comfort presenting to senior government and executive audiences Comfortable operating in a fast-paced startup environment with minimal structure, building process as you go
Preferred
Prior military service or direct experience supporting a DoD or IC program office Active or recent TS/SCI clearance, or eligibility to obtain one Experience capturing opportunities in fires, precision munitions, autonomy, or related weapons-systems domains APMP Capture Practitioner Certification or equivalent Experience at an early-stage or high-growth defense-tech company, not only a traditional prime Familiarity with Salesforce or a comparable CRM for pipeline tracking
What We're Looking For
A relationship-first operator who builds trust with program offices long before an RFP exists Someone who can hold both the big picture (program-of-record strategy) and the granular (teaming agreements, pricing input, proposal compliance) A collaborative leader who can pull engineering, program, and executive stakeholders into a single pursuit without needing formal authority to do it Comfortable being the first Capture Manager in the building Bias for action balanced with the discipline to walk away from a bad-fit pursuit
Growth Opportunity
This role provides the opportunity to build the capture function for a rapidly growing aerospace and defense company from the ground up, working directly with the cofounders to convert Tiberius's technical roadmap into a funded pipeline of programs of record.
What you'll do
- Own capture strategy and execution for strategic pursuits across DoD and IC customers, from early qualification through award
- Identify, qualify, and prioritize opportunities aligned with Tiberius's programs and technical roadmap, including bid/no-bid recommendations to leadership
- Build and execute capture plans: customer engagement strategy, win themes, competitive positioning, teaming approach, and price-to-win input
- Build and maintain relationships with program office, requirements, and acquisition stakeholders ahead of formal solicitations
- Run competitive intelligence track incumbents, likely competitors, past performance, and pricing patterns to shape a winning position
- Identify and negotiate teaming relationships with primes, subcontractors, and industry partners where capability gaps exist
- Partner with engineering and program teams to translate customer requirements into a compelling, technically credible solution
- Support proposal development: shape win themes, review compliance, and contribute to proposal sections as needed
- Track and report pursuit status, pipeline, and capture milestones through the CRM, in partnership with the RevOps Manager
- Represent Tiberius at industry days, technical forums, and customer engagements
- Lead gate reviews (qualify, pursue, propose, submit) with clear go/no-go criteria and executive sign-off
- Develop win themes and discriminators grounded in Tiberius's actual technical differentiation, not generic value props
- Coordinate black-hat and competitive assessment sessions ahead of major pursuits
- Maintain a live capture pipeline with accurate stage, value, probability, and next-action data
- Work with contracts and finance on pricing strategy and cost-realism for major pursuits
What they require
- 5+ years of capture management experience in DoD or IC acquisition environments
- Demonstrated track record of shaping and winning defense programs, from early-stage pursuits through program of record
- Strong understanding of DoD/IC acquisition pathways: FAR/DFARS, OTAs, SBIR/STTR, MTA, IDIQ, and program-of-record transitions
- Experience building and negotiating teaming agreements with primes, subs, and industry partners
- Excellent relationship-building skills across government, industry, and internal technical stakeholders
- Strong written and verbal communication skills, including comfort presenting to senior government and executive audiences
- Comfortable operating in a fast-paced startup environment with minimal structure, building process as you go
- Preferred: Prior military service or direct experience supporting a DoD or IC program office
- Preferred: Active or recent TS/SCI clearance, or eligibility to obtain one
- Preferred: Experience capturing opportunities in fires, precision munitions, autonomy, or related weapons-systems domains
- Preferred: APMP Capture Practitioner Certification or equivalent
- Preferred: Experience at an early-stage or high-growth defense-tech company, not only a traditional prime
- A relationship-first operator who builds trust with program offices long before an RFP exists
- Someone who can hold both the big picture (program-of-record strategy) and the granular (teaming agreements, pricing input, proposal compliance)
- A collaborative leader who can pull engineering, program, and executive stakeholders into a single pursuit without needing formal authority to do it
- Comfortable being the first Capture Manager in the building
- Bias for action balanced with the discipline to walk away from a bad-fit pursuit
- Authorized to work in the U.S.
Benefits
- This role provides the opportunity to build the capture function for a rapidly growing aerospace and defense company from the ground up, working directly with the cofounders to convert Tiberius's technical roadmap into a funded pipeline of programs of record.
Tiberius Aerospace is a cutting-edge Aerospace and Defense company committed to delivering innovative, secure, and compliant solutions for our customers. We specialize in mission-critical technology services for government and private sector customers, ensuring excellence in aerospace systems design, performance, and compliance.