Sales Manager (Capture Management)

Position Overview

As Sales Manager/Director (Capture Management), you are responsible for driving sales growth from early lead generation through qualified pipeline, active pursuits, and contract awards. You lead capture strategy for Runway Safe opportunities; turning customer insight and market intelligence into structured account development, credible win strategies, and sustainable business growth. In this leadership role, you will report directly to the CXO and lead the Capture Management function, managing a small team of direct reports. You will play a key role in driving outcomes by leading cross-functional teams, ensuring disciplined execution of the sales process, and influencing results through strong collaboration and stakeholder engagement. You coordinate account planning, prospecting activities, partner contributions, commercial discussions, and executive gate reviews to ensure each pursuit is well qualified, strategically positioned, and aligned with Runway Safe’s strengths. You work closely with application engineering, commercial resources, client delivery, and leadership to shape customer demand and ensure a smooth and effective handover from capture into delivery. The role carries responsibility for capture budgets and market-development activities within delegated scope, as well as accountability for qualified pipeline growth, opportunity progression, win rate, order intake, revenue conversion, and forecast quality.

Your Profile

• Commercially driven and structured leader who takes clear ownership of business-winning outcomes, and thrives on building strong, trust-based relationships with customers and partners.
• Combines strategic thinking with strong execution, listens carefully to customers and stakeholders, and turns insight into focused priorities and credible capture strategies.
• Through humility and collaboration, aligns cross-functional teams and maintains momentum across complex sales processes.
• Bachelor’s degree in Engineering, Business, Aviation Management, or a related field, or equivalent professional experience.
• 7+ years of successful experience in capture management, sales leadership, business development, key account management, or strategic solution sales within aviation, infrastructure, defense, or other complex technical B2B markets.
• Proven ability to lead and coordinate cross-functional teams and partners through influence, structure, and clear sales process governance.
• Strong competence and proven skills in lead generation, account planning, opportunity qualification, value proposition development, win strategy, and disciplined CRM and pipeline management.
• Ability and willingness to travel internationally and domestically when needed, around 50-60% of the time.
• A valid passport and driver’s license.
• Excellent communication skills in English.
• Ability to successfully pass pre-employment and FBI background checks.

About Us

Runway Safe leads the industry in commercial aircraft arresting systems, dedicated to enhancing runway safety. Our mission is to improve runway operations and safety by providing knowledge and value-adding solutions to the aviation industry. We enable airports around the world to do more with less: more safety with less space, more types of aircrafts with less investment, more flights with less downtime, more preserved nature with a smaller airport footprint. We provide safety and efficiency. At Runway Safe we welcome you to our global team where accountability, collaboration and transparency are a prerequisite for us to succeed in our mission. Runway Safe is an equal-opportunity employer committed to creating a diverse and inclusive workplace with high commitment to bring safe airfields to everyone. We value personal responsibility and a collaborative mindset, knowing that engaged people working together are key to long-term success and company growth. We work to create a welcoming and supportive environment for all applicants throughout the interview process. If you are passionate about making a real impact on global airport safety through real-world solutions, we would love to hear from you!