Senior Director – Capture Operations

November 10

⚔️ Virginia – Remote

Although this job is listed in Virginia, this company may be open to hiring remote in other states.

☕ Washington – Remote

Although this job is listed in Washington, this company may be open to hiring remote in other states.

💵 $200k - $220k / year

⏰ Full Time

🟠 Senior

⚙️ Operations

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BlackSky

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Artificial Intelligence • Security • Enterprise

BlackSky is a real-time space-based intelligence company that provides satellite imagery and AI-enabled analytics to help governments and businesses anticipate and understand changes in global conditions. Their platform, BlackSky Spectra®, offers on-demand imagery and analysis for strategic decision-making, leveraging high-frequency monitoring satellite constellations. BlackSky's services are valuable for national security, economic analysis, and situational awareness. The company delivers insights that give customers a decisive advantage by securing foresight into changing global dynamics.

201 - 500 employees

Founded 2013

🤖 Artificial Intelligence

🔐 Security

🏢 Enterprise

📋 Description

• 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 BlackSky 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).

🎯 Requirements

• 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 solution-oriented manner and meet fast-paced hard deadlines with extended work hours. • Experience in development of successful negotiation of teaming agreements, competitive pricing strategies, and strategies around varies contract types. • Active Top Secret clearance highly desired (or ability to obtain one).

🏖️ Benefits

• Medical, dental, vision, disability, group term life and AD&D, voluntary life and AD&D insurance • 15 days of PTO, 11 Company holidays, four Floating Holidays (pro-rated based on hire date), one day of paid volunteerism leave per year, parental leave and more • 401(k) pre-tax and Roth deferral options with employer match • Flexible Spending Accounts • Employee Stock Purchase Program • Employee Assistance and Travel Assistance Programs • Employer matching donations • Professional development • Mac or PC? Your choice! • Awesome swag