Capture Manager (Defense & Government)

NODA AI•Austin, TX

20h•Hybrid

About The Position

NODA AI is a veteran-owned, venture-backed technology company that is transforming how unmanned systems collaborate in complex, mission-critical environments. We are developing next-generation solutions that enable the autonomous orchestration of heterogeneous unmanned systems across air, sea, land, and space with vital applications in the defense, intelligence, and commercial sectors. Joining NODA means working on meaningful technology that pushes the boundaries of autonomy alongside a team that thrives on innovation, rapid iteration, and collaboration. As Capture Manager, you will own the full lifecycle of opportunity pursuit, from early pipeline shaping to proposal handoff, helping NODA identify, qualify, and win the contracts that matter. You will work directly with the founding team and Head of Growth to build a disciplined capture function from the ground up. This is not an inherited pipeline role. You will define which opportunities NODA pursues, shape relationships before RFPs drop, and develop the capture strategies that position us to win. This role is ideal for someone who thrives in ambiguous environments, understands how government decisions are made before solicitations are released, and believes that early positioning is where contracts are actually won.

Requirements

U.S. Citizenship with the ability to obtain a security clearance
Bachelor's degree preferred or equivalent experience in capture management, business development, or a related field
3 - 7 years of experience in capture management or business development within DoD or federal government markets
Demonstrated record of leading captures resulting in contract awards, including at least one $5M+ win in the last 24 months strongly preferred
Deep understanding of federal acquisition processes, procurement vehicles (OTA/CSO's, SBIR, IDIQ, LPTA, Best Value), and government buying cycles
Proven ability to build customer relationships, shape requirements, and position for awards ahead of RFP release
Comfortable operating independently in a startup environment with limited support infrastructure
Proficiency with CRM systems, Microsoft Office Suite, and collaboration tools

Nice To Haves

Direct experience capturing contracts for unmanned systems, autonomy, AI/ML, ISR, robotics, or mission software programs
Background in defense technology startups or rapid prototyping environments
Deep familiarity with non-traditional defense customers including DIU, AFWERX, Army Applications Lab, and SOFWERX
Military experience or technical degree providing defense domain credibility
Existing relationships within relevant program offices, PEOs, or defense acquisition communities

Responsibilities

Build and manage a qualified opportunity pipeline across DoD, IC, and adjacent federal customers, prioritizing fit with NODA's autonomous systems capabilities
Shape opportunities early: engage with program offices, contracting officers, and end users before RFPs are released to influence requirements and establish incumbency
Lead go/no-go decisions with discipline: qualify opportunities against NODA's technical strengths, competitive position, and bandwidth
Develop and lead capture plans for priority pursuits, including competitive analysis, teaming strategy, price-to-win positioning, and solution differentiation
Build and maintain customer relationships across acquisition, requirements, and user communities within key DoD and government accounts
Coordinate with BD, proposal, and technical teams to ensure capture intelligence flows into winning proposals
Support proposal development on priority pursuits: contribute to executive summaries, technical narratives, and win themes, ensuring capture strategy is reflected throughout the final submission
Identify and negotiate teaming arrangements with primes, subcontractors, and technology partners that strengthen NODA's competitive position
Represent NODA at industry days, conferences, and customer engagement events to build visibility and pipeline
Establish capture frameworks, opportunity tracking systems, and account plans that scale as NODA grows
Leverage AI and CRM tools to manage pipeline with rigor and report clearly on opportunity status and probability