Capture Manager (Defense & Government)

Capture Manager – Defense & Government Location: Austin, TX (Hybrid on-site, remote flexibility available) Clearance Requirement: U.S. Citizen with the ability to obtain a security clearance About NODA AI NODA is a veteran-owned, venture-backed technology company that is transforming how unmanned systems collaborate in complex, mission-critical environments. We are developing next-generation solutions that enable the autonomous orchestration of heterogeneous unmanned systems across air, sea, land, and space with vital applications in the defense, intelligence, and commercial sectors. Joining NODA means working on meaningful technology that pushes the boundaries of autonomy alongside a team that thrives on innovation, rapid iteration, and collaboration. The Role As Capture Manager, you will own the full lifecycle of opportunity pursuit, from early pipeline shaping to proposal handoff, helping NODA identify, qualify, and win the contracts that matter. You will work directly with the founding team and Head of Growth to build a disciplined capture function from the ground up. This is not an inherited pipeline role. You will define which opportunities NODA pursues, shape relationships before RFPs drop, and develop the capture strategies that position us to win. This role is ideal for someone who thrives in ambiguous environments, understands how government decisions are made before solicitations are released, and believes that early positioning is where contracts are actually won. Key Responsibilities Pipeline Development and Opportunity Qualification Build and manage a qualified opportunity pipeline across DoD, IC, and adjacent federal customers, prioritizing fit with NODA's autonomous systems capabilities Shape opportunities early: engage with program offices, contracting officers, and end users before RFPs are released to influence requirements and establish incumbency Lead go/no-go decisions with discipline: qualify opportunities against NODA's technical strengths, competitive position, and bandwidth Capture Strategy and Execution Develop and lead capture plans for priority pursuits, including competitive analysis, teaming strategy, price-to-win positioning, and solution differentiation Build and maintain customer relationships across acquisition, requirements, and user communities within key DoD and government accounts Coordinate with BD, proposal, and technical teams to ensure capture intelligence flows into winning proposals Support proposal development on priority pursuits: contribute to executive summaries, technical narratives, and win themes, ensuring capture strategy is reflected throughout the final submission Teaming and Partnership Development Identify and negotiate teaming arrangements with primes, subcontractors, and technology partners that strengthen NODA's competitive position Represent NODA at industry days, conferences, and customer engagement events to build visibility and pipeline Process and Infrastructure Building Establish capture frameworks, opportunity tracking systems, and account plans that scale as NODA grows Leverage AI and CRM tools to manage pipeline with rigor and report clearly on opportunity status and probability Reports to: Head of Growth Required Qualifications U.S. Citizenship with the ability to obtain a security clearance Bachelor's degree preferred or equivalent experience in capture management, business development, or a related field 3 - 7 years of experience in capture management or business development within DoD or federal government markets Demonstrated record of leading captures resulting in contract awards, including at least one $5M+ win in the last 24 months strongly preferred Deep understanding of federal acquisition processes, procurement vehicles (OTA/CSO's, SBIR, IDIQ, LPTA, Best Value), and government buying cycles Proven ability to build customer relationships, shape requirements, and position for awards ahead of RFP release Comfortable operating independently in a startup environment with limited support infrastructure Proficiency with CRM systems, Microsoft Office Suite, and collaboration tools Preferred Qualifications Direct experience capturing contracts for unmanned systems, autonomy, AI/ML, ISR, robotics, or mission software programs Background in defense technology startups or rapid prototyping environments Deep familiarity with non-traditional defense customers including DIU, AFWERX, Army Applications Lab, and SOFWERX Military experience or technical degree providing defense domain credibility Existing relationships within relevant program offices, PEOs, or defense acquisition communities Skills & Attributes Strategic hunter who can identify and qualify the right opportunities, not just fill a pipeline Relationship builder with the patience to shape opportunities over months and the urgency to close when it counts Mission-driven with genuine passion for defense technology and national security Highly organized with the ability to manage multiple active captures simultaneously without losing rigor Collaborative partner who works effectively across technical, proposal, and executive stakeholders to build cohesive win strategies What We Offer Hybrid work environment Competitive pay Flexible time off Generous PTO policy Federal holidays Generous health, dental, and vision benefits insurance Free One Medical membership Application Requirements Please submit: Resume highlighting federal contract wins and proposal experience Brief cover letter explaining your experience with OTA proposals and startup environments Growth Path at NODA As NODA scales, you'll have the opportunity to build and lead a proposals team, develop capture strategy across multiple domains, and transition into Director of Proposals or Business Development roles. We are an Equal Opportunity Employer and welcome applicants from all backgrounds. All qualified individuals will receive consideration for employment regardless of race, age, color, religion, sex, national origin, disability, or protected veteran status.