Vice President, Strategic Capture & Portfolio Growth

TSC•Arlington, VA

19h•Onsite

About The Position

Falcata is seeking a senior, market-facing growth leader to lead a priority strategic growth initiative within its weapons and effectors portfolio. The role focuses on portfolio expansion, strategic customer engagement, major pursuit shaping, and recommendations on whether Falcata should compete as a prime or all-up system provider, merchant supplier, subsystem provider, teammate, or strategic partner. The VP will translate enterprise growth priorities into market, customer, and pursuit plans and help shape opportunities that can materially advance the company’s growth trajectory. The position reports to the Chief Operating Officer and is expected to transition to reporting to the future Chief Growth Officer. It leads a defined strategic initiative within the broader enterprise growth strategy, leveraging business development, capture, technical, and functional resources through a matrixed support model rather than owning the broader BD organization. The VP will coordinate cross-functionally with company leadership, division and P&L leaders, Engineering, Operations, Program Management, Finance, Contracts, Marketing, Corporate Development, and other teams. Falcata is an Arlington, Virginia-headquartered defense technology company with more than 50 years of experience serving industry partners and U.S. Government customers. Its mission-critical capabilities include precision weapons, electronic warfare, radar, ISR, and air and missile defense systems. The company is pursuing significant organic growth, acquisition activity, and private-equity-backed platform development. The role is based in Arlington, VA, with approximately 30–40% travel based on customer engagement, capture activity, industry events, and business needs. U.S. citizenship is required, and the candidate must be able to obtain and maintain a security clearance up to Top Secret as required. Relocation assistance is not currently available. Employment is contingent upon successful completion of background check, security investigation, and drug screening requirements.

Requirements

12 or more years of progressive business development, capture, growth, or related experience in defense, aerospace, government contracting, or another mission-focused technical market.
5 or more years in a senior business development, capture, or growth leadership role, with responsibility for strategic customer relationships and significant pipeline or pursuit activity.
Demonstrated success identifying, shaping, capturing, and winning large, complex, multi-year defense or federal programs.
Experience making portfolio and pursuit recommendations across prime, subsystem, product, merchant-supplier, teaming, and partnership models.
Deep understanding of DoD/federal acquisition environments, customer buying behavior, competitive dynamics, capture processes, and government contracting growth cycles.
Proven ability to lead complex strategic pursuits and influence experienced business development, capture, technical, and operational resources in a matrixed environment.
Strong executive presence, customer credibility, strategic judgment, communication, negotiation, and ability to influence technical, operational, and business leaders.
Demonstrated use of pipeline data, market intelligence, customer insight, and financial analysis to prioritize pursuits and improve growth outcomes.
U.S. citizenship required.
Must be able to obtain and maintain a security clearance up to Top Secret, as required.
Bachelor’s degree in Business, Engineering, National Security, or a related field required.
Successful completion of background check, security investigation, and drug screening requirements.

Nice To Haves

Experience in defense technology, weapons, effectors, sensors, ISR, electronic warfare, radar, autonomy, space, mission systems, or other relevant Falcata markets.
Experience in a private-equity-backed company or an organization scaling through significant organic growth and acquisitions.
Track record of expanding a company from component or subsystem positions into larger solution, prime, or all-up system opportunities.
Established senior-level relationships across relevant DoD services, agencies, primes, partners, and industry stakeholders.
Experience supporting M&A strategy, commercial diligence, portfolio integration, or growth-synergy realization within relevant markets.
Advanced degree preferred.

Responsibilities

Lead strategic capture and portfolio-growth execution for a defined weapons and effectors growth initiative, translating enterprise priorities into actionable market, customer, and pursuit plans.
Apply disciplined business development and capture methods to priority opportunities, including identification, qualification, customer shaping, capture planning, competitive assessment, win strategy, executive engagement, and post-decision learning.
Maintain visibility into the strategic opportunity set, including probability, timing, resource requirements, dependencies, and alignment with Falcata’s growth objectives.
Provide the COO/future CGO and Executive Leadership Team with updates on the initiative, priority pursuits, customer priorities, competitive position, risks, and decisions requiring executive attention.
Assess Falcata’s capabilities, customer relationships, technologies, and market adjacencies to identify portfolio-expansion opportunities.
Recommend whether Falcata should compete as a prime or all-up system provider, merchant supplier, subsystem provider, teammate, or strategic partner, considering customer needs, market attractiveness, capability, economics, and probability of win.
Identify opportunities to move Falcata toward larger, longer-duration programs while protecting and expanding high-value subsystem and product positions.
Partner with the COO/future CGO, division leaders, Corporate Development, and technical leadership to evaluate build, buy, partner, and acquisition-enabled growth opportunities.
Personally lead or provide senior oversight for selected weapons and effectors captures and major pursuits with the potential to materially affect Falcata’s growth trajectory.
Drive early customer shaping, competitive positioning, teaming strategy, solution alignment, price-to-win inputs, executive engagement, and capture-resource coordination for priority opportunities.
Ensure strategic pursuit plans reflect customer mission needs, acquisition approach, funding environment, competitive intelligence, technical differentiation, and executable delivery plans.
Support disciplined pursuit reviews and decision gates that focus resources on opportunities with strong strategic fit and value-creation potential.
Build and maintain senior relationships across Department of War, Intelligence Community, federal customers, prime contractors, strategic partners, and relevant industry stakeholders in the assigned portfolio.
Develop a systematic approach to customer engagement and account planning to improve early opportunity visibility, customer intimacy, and Falcata’s ability to influence requirements.
Represent Falcata at key customer, industry, and partner engagements and serve as a senior external ambassador for its weapons and effectors capabilities.
Develop strategic teaming and partner relationships that expand market access, strengthen solutions, and improve probability of win.
Leverage matrixed business development and capture resources to advance the initiative, customer engagement, opportunity shaping, and pursuit execution.
Coordinate with BD professionals responsible for relevant submarkets and product areas, including precision weapon subsystems, effectors, and other priority markets, while preserving their existing functional reporting relationships.
Establish working rhythms, roles, decision rights, and pursuit priorities for matrixed resources supporting the strategic initiative.
Promote accountability, customer intimacy, collaboration, strategic thinking, and disciplined pursuit execution across the matrixed team without unnecessary bureaucracy.
Partner with the COO/future CGO, division/P&L leaders, Engineering, Operations, Program Management, Finance, Contracts, Marketing, and other functions to align growth priorities with technical capability, capacity, investment, and execution readiness.
Ensure priority pursuits have executive sponsorship, technical and operational support, capture resources, decision rights, and investment discipline.
Partner with Finance and growth leadership on pipeline forecasting, pursuit investment decisions, bookings expectations, and portfolio growth metrics.
Support M&A diligence and integration by assessing market position, customer relationships, pipeline, and potential growth synergies in relevant weapons and effectors markets.
Advise the COO/future CGO and business leaders on market dynamics, customer priorities, portfolio choices, competitive threats, and strategic opportunities.
Use market intelligence, pipeline analytics, win/loss insights, and customer feedback to refine portfolio priorities and recommend resource allocation.
Develop annual strategic capture and portfolio-growth plans, resource requirements, budgets, external support needs, and investment recommendations for the assigned initiative.
Present portfolio strategy, pipeline, major pursuits, market trends, risks, and recommendations to executive leadership and other stakeholders as appropriate.