Proposal & Capture Manager

Description

• Write and manage responses to government and customer requests for proposals, white papers, technical inquiries, quotes, and capability briefs. Tailoring content to opportunity specifics and customer requirements.
• Identify and implement opportunities for continuous improvement across the capture and proposal lifecycle, applying lessons learned to optimize future pursuits and increase win probability.
• Deliver final submissions that are accurate, polished, and aligned with evaluation criteria, customer expectations, and Firestorm’s branding and messaging, clearly integrating capture strategies, win themes, and solutions into all proposal materials.
• Write and review proposal content including executive summaries, technical and management volumes, past performance, and other narrative sections to clearly communicate Firestorm’s value and differentiation.
• Identify and negotiate teaming arrangements with strategic partners to create the most compelling, cost-effective, and capable solution for the customer.
• Lead the coordination and integration of technical, operational, and cost elements into a cohesive proposal that reflects the win strategy and aligns with solicitation requirements.
• Build and continuously refine proposal processes, templates, and content libraries to improve scalability, repeatability, and efficiency across future pursuits.
• Develop competitive assessments, price-to-win strategies, and customer positioning plans to support solution development, teaming decisions, and pricing.
• Collaborate with internal experts to shape and articulate solutions across a range of document types — from competitive proposals to market research responses and executive-level briefings.
• Manage the end-to-end proposal development process, including kickoff planning, content schedules, outlines, compliance matrices, writing assignments, and internal reviews to ensure timely, compliant, and high-quality submissions.
• Manage multiple concurrent RFPs, RFIs, white papers, and unsolicited proposal efforts, balancing near-term priorities and long-term growth objectives.
• Lead the full capture lifecycle, taking charge of strategic opportunities from identification through contract award, guiding the capture process, and ensuring Firestorm is positioned for success.
• Support the development of pricing strategies and narratives in coordination with finance and capture leadership, ensuring alignment between technical solution and cost volumes.
• Engage directly with customers, stakeholders, and acquisition offices to understand mission priorities, gather intelligence, and influence procurement strategies and requirements before solicitation release.
• Lead the development and execution of integrated capture strategies, collaborating with business development, engineering, finance, and executive teams to align solutions with customer needs and Firestorm’s long-term vision.
• Serve as the lead author and strategist on major business development efforts — crafting the written narratives, technical documents, and customer-facing materials that drive Firestorm’s growth.
• Own the full opportunity lifecycle from early identification and shaping, through proposal development, submission and contract award.
• Drive the creation of win themes, discriminators, and value propositions, and ensure they are clearly expressed throughout the capture process and in proposal submissions.

Requirements

• Willingness to travel up to 25%, including CONUS and OCONUS as needed or required, for customer and partner engagement.
• 7+ years of experience in proposal management, capture management, or business development within the defense, aerospace or government services sectors.
• Proven track record managing the full capture and proposal lifecycle, from opportunity identification through contract award, for competitive acquisitions.
• Excellent project management and organizational skills with the ability to manage competing priorities in a fast-paced environment.
• At least 5 years of direct experience working within or supporting U.S. Department of Defense programs or customers.
• Knowledge of Shipley or other industry-standard capture/proposal methodologies.
• Experience managing capture efforts for contracts valued at $20M+.
• Strong expertise in competitive intelligence, market analysis, and identifying new opportunities in the defense industry.
• Strong understanding of federal acquisition processes (FAR, DFARS), including RFPs, RFIs, BAAs, OTAs, and FMS.
• Experience with solution development, win theme creation, price-to-win analysis, and competitive positioning.
• This position is designated as remote; however, we welcome candidates who are based in San Diego, or open to relocating & working from our headquarters.
• Demonstrated success in building and improving scalable capture and proposal processes in startup or high-growth environments.
• Demonstrated ability to lead and contribute to technical and non-technical writing efforts, with experience developing complex, multi-volume proposal submissions.
• Knowledge of Foreign Military Sales (FMS) and international defense procurement processes.
• Experience negotiating and managing teaming agreements and strategic partnerships.
• Familiarity with emerging defense technologies, including autonomous systems, UAVs, AI/ML, or advanced sensors.
• Strong interpersonal and communication skills with the ability to influence internal and external stakeholders across disciplines.
• U.S. Citizenship is required, with the ability to obtain and maintain a DoD security clearance.

Benefits

• Basic Life/AD&D, short-term and long-term disability insurance, 100% covered by Firestorm. Plus, the option to purchase additional life insurance for you and your family.
• Accident insurance
• We offer comprehensive medical, dental, and visions plans
• Extremely generous company holiday calendar, including a holiday hiatus in December.
• For candidates who are open to relocating, relocation assistance is available, and may be included in the offer package where appropriate.
• Hospital Indemnity insurance
• Mental Health Resources: We provide free mental health resources 24/7 including therapy and more. Additional work-life services, such as free legal and financial support, are available to you as well.
• Generous Parental Leave
• 401(k) Retirement Savings Plan to invest in your long-term retirement goals
• Unlimited PTO
• Critical Illness insurance

Training + Development

Interview process

Visa Sponsorship

Security clearance