Senior Director, Capture Operations

Black Sky is a real-time intelligence company. We own and operate the world's most advanced space-based intelligence platform and provide customers satellite imagery, automated analytics and high-frequency monitoring of strategic locations, economic assets and events from around the globe. Black Sky is trusted by the most demanding allied military and intelligence organizations and commercial companies to deliver foresight into critical matters that affect national security and the economy.

Black Sky's data enables governments and businesses to see, understand and anticipate change as it happens, giving them the ultimate strategic advantage so they can act quickly. Our global team works with cutting-edge technology to make a difference around the world and prides itself on being people-first, customer-focused and fun.

Black Sky is seeking an accomplished and driven Senior Director of Capture Operations to lead the Capture team. As a strong candidate, you will have demonstrated success in driving the capture of complex opportunities across government, defense and intelligence through partnering with Business Development/Sales, Product Management, Solutions Engineering and Subject Matter Experts to develop, propose and close differentiated solutions that provide customer value and clearly convey Black Sky’s differentiators.

This position reports to the Chief Marketing and Product Officer and will play a critical role on a Go-To-Market team as a trusted partner across the organization and are responsible for leading the design of win strategies, innovative and cost-effective mission relevant solutions and compelling proposals for any combination of our product or service offerings within our imagery, analytics and space-based intelligence portfolios.

While we would prefer candidates close to our Herndon, VA or Seattle, WA offices we are open to remote candidates in certain states.

• Manage a dynamic, constantly evolving portfolio of proposals and other strategic capture initiatives.
• Assess opportunity viability and lead bid/no-bid recommendations based on fit, resources, and win probability.
• Lead competitive analysis and price-to-win strategy.
• Cross functional lead in developing comprehensive capture plans, competitive assessments and price-to-win strategies and proposals that position Black Sky as the partner of choice for complex intelligence, defense, and commercial programs.
• Collaborate with Business Development, Product, and Engineering teams to shape opportunities and solutions responsive to customer missions.
• Lead highly visible priority pursuits activities across all phases of our business acquisition process opportunities >$200M.
• Responsible for the development of a winning offer and solution (e.g., technical, management, past performance, cost/price).
• Cross-functional partner on developing an overall solution strategy and approach, aligning customer’s objectives and requirements to generate value propositions and approaches to solve customer challenges.

• Create, continuously refine, and lead execution of a capture process that aligns cross functional teams and ensures consistent, efficient, and high-quality pursuit execution.
• Manage team of direct reports who oversee different aspects of the capture process, while partnering closely with other cross-functional teams (solutions, product, sales, legal, finance).
• Oversee the design of sales operations processes and systems to enable transparent and scalable operations across the sales lifecycle.
• Articulate all aspects of the win strategy, solution and business case including risk and mitigation plans during reviews with senior leadership.
• Manage the proposal team and process, using best practices in proposal management (e.g. Shipley).
• Other job-related duties as assigned.

• Bachelor’s degree in business, engineering, or related technical field;
  Master’s preferred.
• At least 15 years of relevant experience in capture management to include a minimum of 8 years of full life cycle and proposal management experience preferably in the geospatial, ISR, aerospace, defense or analytics industries.
• Proven record of leading and winning large, complex, multi-year pursuits (10M-100M) in US government or international markets.
• Strong understanding of federal acquisition processes, contracting vehicles and procurement regulations (FAR/DFAR).
• Exceptional business acumen and negotiation skills, with the ability to lead cross-functional teams under tight deadlines.
• Familiarity with Shipley methodology or equivalent structured capture process.
• Strong written and verbal communication skills, with proven ability to develop executive-level presentations and persuasive proposals.
• Expert proficiency in Salesforce or similar CRM tools to manage pipelines, forecasts, and capture data.
• Proven track record of teaming and developing mutually beneficial partner relationships with peers.
• Ability to communicate issues, concerns, and problems in a…