Capture Manager

Capture Manager

The Company

TurbineOne is the frontline perception company. We deliver decision-advantage and more effective situational awareness to those serving at our nation’s frontlines. Our customers value how we automate the right portions of the military intelligence cycle while keeping them in the loop. We’re a small, fast-moving, and high-performance DefenseTech startup backed by premier national-security venture capitalists. Our software—the Frontline Perception System (FPS)—brings cutting-edge AI and machine learning directly to the tactical edge, empowering American warfighters and allied partners operating throughout the world.

Team: GTM / Sales Enablement
Location: Remote
Level: Manager
Reports to: Chief of Staff 

The Role

TurbineOne is hiring a Capture Manager to drive government capture strategy within the Department of War. This role focuses on shaping pursuits before they become proposals — helping sales teams connect customer demand to viable funding pathways, guiding bid strategy, and positioning TurbineOne to win the right opportunities.

This is a strategy-forward capture role, not a proposal management or sales role. You will work closely with Sales, Sales Enablement, and cross-functional teams to influence how and where the company competes.

What You’ll Do

Portfolio Capture Strategy

• Own capture strategy for an assigned portfolio of government customers, programs, or mission areas.
• Shape pursuit plans aligned with TurbineOne’s product maturity, contract vehicles, and growth priorities.
• Identify and prioritize opportunities based on funding likelihood, customer readiness, and strategic fit.
• Support go/no-go inputs by providing capture analysis, competitive insight, and risk assessments.

Funding Pathway Alignment

• Help Sales teams understand and navigate government funding mechanisms, including SBIR/STTR, OTAs, IDIQs, BAAs, direct appropriations, programs of record, and allied government pathways.
• Connect customer needs to realistic acquisition and funding paths, guiding timing, scope, and pursuit approach.
• Advise on sequencing strategies (e.g., prototype → follow-on → production).
• Act as a translator between customer mission intent and acquisition reality.

Bid Strategy & Win Themes

• Develop and refine bid strategies for priority pursuits within the portfolio.
• Contribute to win theme development, discriminator articulation, and competitive positioning.
• Advise on teaming strategy, partner selection, and roles.
• Ensure capture strategies align with overarching acquisition direction set by the Director of Federal & International Acquisitions.

Sales & Enablement Partnership

• Partner closely with Sales to support customer engagements with acquisition-informed strategy.
• Equip Sales with capture insights, funding context, and pursuit narratives — without owning account relationships or deal close responsibility.
• Coordinate with Sales Operations, Content, and Proposal teams to ensure capture intent is reflected in materials and submissions.
• Serve as a strategic advisor to sellers throughout the pre-RFP and pre-solicitation phases.

Competitive & Market Insight

• Track relevant competitors, primes, and adjacent solutions within the portfolio.
• Assess customer buying patterns, incumbent positions, and acquisition behaviors.
• Feed competitive and market insights back into Sales Enablement and acquisition leadership.
• Support long-term portfolio strategy by identifying emerging opportunities and white space.

Capture Execution Support

• Support proposal planning by providing capture inputs, background, and strategic guidance.
• Participate in color reviews and strategy sessions as appropriate.
• Ensure continuity from early capture through proposal execution and award.
• Capture lessons learned and contribute to institutional knowledge across the enablement organization.

What We’re Looking For

Required

• 6–10+ years of experience in government capture, federal acquisition, defense consulting, program manager, contracting officer or similar acquisition experience.
• Demonstrated experience shaping capture strategy prior to RFP release, including opportunity qualification, funding pathway analysis, and pursuit planning
• Strong understanding of U.S. government acquisition mechanisms (e.g., FAR/DFARS, OTAs, SBIR/STTR, IDIQs, BAAs) and how customers actually access funding.
• DoD 5000 series knowledge along with understanding of POM/Budget cycles and year of execution PEO/PAE funding sources. 
• Proven ability to guide bid strategy, develop win themes, and assess competitive positioning within a defined portfolio.
• Experience partnering with sales teams to support customer engagements without owning accounts or close responsibility.
• Excellent written and verbal communication skills, with the ability to translate mission needs and acquisition constraints into actionable strategy.
• Comfortable operating in ambiguity, influencing without authority, and building capture rigor in a fast-moving environment.

Preferred

• Experience supporting DoW, IC, or allied defense customers across one or more mission areas or services.
• Familiarity with prototype-to-production pathways and follow-on contracting strategies.
• Experience working with non-traditional defense contractors, startups, or innovation organizations.
• Exposure to international or allied government acquisition processes (e.g., FMS, NATO, partner MoDs).
• Background in consulting, program analysis, or strategic advisory roles supporting government customers.

Why This Role Matters

Government customers don’t buy on product alone — they buy through funding, timing, and trust. This role ensures TurbineOne shows up with credible, well-timed, and strategically aligned pursuits, helping Sales focus on relationships while Sales Enablement ensures the company competes intelligently. Capture Managers at TurbineOne are strategic enablers — shaping how we pursue opportunities, not just responding to solicitations.

If you thrive as a problem-solver, builder, and translator — and like being the person who can step into any gap and make things work — this role is for you.