Senior Director, Capture Management

About the role

Heven AeroTech is seeking a Senior Director, Capture Management to build and ultimately lead the company's capture function as an international company. In the initial phase, this professional will operate as a hands-on individual contributor, personally running priority captures end-to-end across Heven's DoD and Federal Civilian pursuits. In parallel, the Director will design a tailored, Shipley-based capture methodology sized to Heven's market and tempo, mentor the Business Development team, and partner with senior leadership and HR to build Heven's Business Development Incentive Plan.

Responsibilities

• Be a core member of the Growth organization's senior leadership team to build out and mature the Growth function within the Company.
• Support the Chief Growth Officer in market account planning.
• Own capture strategy and execution across the full lifecycle – opportunity identification and qualification (BD lead responsibility), capture strategy and shaping, competitive assessment, teaming, pricing-to-win input, market intelligence, proposal engagement, and post-submission/debrief follow-through – for Heven's priority DoD and Federal Civilian pursuits.
• Lead development and maintenance of relationships with key partners, including industry primes, from a strategic to pursuit-related standpoint.
• Build and maintain capture plans, win themes, and oversee competitive assessments across Heven's platform lines (e.g., Z1, Raider, UrbanX).
• Lead go/no-go recommendations and gate reviews, partnering with the Chief Growth Officer and program leadership on bid/no-bid decisions.
• Design and implement a Shipley-based capture process tailored to Heven's size, tempo, and market – right-sized gates, templates, and artifacts that add rigor without the overhead of a large-prime process.
• Establish capture metrics and reporting (win probability methodology, pipeline health, gate throughput) for executive and board-level visibility.
• Actively mentor and coach Business Development team members on capture fundamentals, customer engagement, and shaping technique.
• Attend customer meetings, demonstrations, and events to support overall growth and specific opportunity development.
• Work with the Heven Marketing team to help define desired outcomes for pursuit-related activities and overall market positioning.
• Build the business case for, and lead the hiring of, a capture team as pursuit volume and pipeline scale, transitioning from individual contributor to people leader.
• Partner with senior leadership and HR to design, socialize, and launch a Business Development Incentive Plan that aligns BD and capture team compensation with pipeline, win, and revenue outcomes.
• Partner closely with Proposal Management, Contracts, Pricing, and Program Management to ensure clean capture-to-proposal handoffs.
• Represent capture in board-level pipeline reviews and growth strategy sessions.

Requirements

• 15+ years of progressive experience in DoD and/or Federal Civilian capture management, with demonstrated ownership of the full capture lifecycle.
• Shipley-trained or certified (Capture, Proposal, or equivalent methodology), with hands-on experience adapting formal capture processes to smaller or faster-moving organizations.
• Track record of leading captures that resulted in contract awards; comfortable being evaluated on win outcomes.
• Experience building or substantially maturing a capture process or function from an ad hoc or early state.
• Strong working knowledge of defense acquisition (OTA, FAR/DFARS, procurement types) and federal civilian procurement, including IDIQ/GWACs.
• Bachelor's degree required; advanced degree in a related field preferred.
• Active DoD Top Secret clearance; active Top Secret SCI FS Poly preferred.
• Willingness to operate as an individual contributor initially, with the maturity to build toward and eventually lead a team.

Preferred Qualifications

• 20+ years of related Growth experience.
• Experience in UAS, aerospace, or defense hardware/software/services companies.
• Technical certifications in related fields: Business, Engineering, Cybersecurity, AI.
• Prior experience designing or administering a BD or capture incentive compensation plan, ideally in partnership with HR.
• Experience capturing across mixed hardware, software, and services offerings.
• Existing relationships within DoD acquisition or DHS communities.

Physical Requirements

Ability to work in an office, customer, conference, and operational environment with prolonged periods of sitting, standing, and computer use. Ability to travel domestically up to 30–40% of the time, with occasional international travel, to support customer engagements, industry events, demonstrations, partner meetings, and business development activities.

Benefits

Heven AeroTech offers a competitive benefits package designed to support the health, financial security, and overall well-being of our employees and their families. Benefits include medical, dental, and vision coverage, retirement plans, paid time off/sick, and additional protections such as critical illness, hospital indemnity, accident coverage, and short- and long-term disability.

Pay

Virginia State Pay Transparency: $190,000 USD - $240,000 USD