Capture Management Director​/Manager

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 aircraft with less investment, more flights with less downtime, more preserved nature with a smaller airport footprint.

We provide safety and efficiency.

Are you interested in becoming a part of our Team? We are now looking for a passionate Capture Management Director/Manager!

As Capture Management Director/Manager, 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 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.

We have a flat, collaborative culture with little focus on hierarchy. The title will be shaped and determined based on the selected candidate’s experience, seniority, and capability.

As part of the team, you will:

• Lead and structure capture activities from early lead generation through qualified pipeline, active pursuits, and contract awards, ensuring a disciplined and high‑quality sales process.
• Coordinate cross‑functional capture teams, including application engineering, commercial resources, partners, and leadership, to shape strong value propositions and aligned pursuits.
• Own pipeline governance, capture budgeting, bid decisions, forecasting, and KPI follow‑up, with accountability for opportunity progression, win rate, and order intake quality.
• Ensure a structured and effective handover from capture into client delivery, supporting continuity, clarity, and customer confidence across the lifecycle.

You are a 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. You combine strategic thinking with strong execution, listen carefully to customers and stakeholders, and turn insight into focused priorities and credible capture strategies. Through humility and collaboration, you align cross‑functional teams and maintain momentum across complex sales processes.

We are looking for you who have:

• A 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.
• Strong competence and proven skills in lead generation, account planning, opportunity qualification, value proposition development, win strategy, and disciplined CRM and pipeline management.
• Proven ability to lead and coordinate cross‑functional teams and partners through influence, structure, and…