Senior Capture Manager

CONSEQUENTIAL WORK. DEDICATED PEOPLE. ABOUT ONEBRIEF Onebrief builds collaboration and AI-powered workflow software for military planning and operational coordination. Military planning is complex by nature, requiring teams to coordinate information, people, and decisions across systems and locations. Onebrief brings planning, collaboration, simulation, and AI into one connected environment, helping teams test strategies, adapt to changing conditions, and make decisions with greater clarity when the stakes are real. We are a distributed team of builders from military, operational, and technology backgrounds who care deeply about improving how important work gets done. Some team members work remotely, while others work directly alongside customers in operational environments around the world. Founded in 2019, Onebrief is backed by leading investors including General Catalyst, Battery Ventures, Insight Partners, Sapphire Ventures, and Human Capital. Valued at more than $2 billion, we continue to invest in product innovation, AI capabilities, and team growth. WHY THIS ROLE EXISTS Onebrief’s mission is to enable a superhuman command: one that makes brilliant decisions, scales output, and is optimally efficient. As the Senior Capture Manager, you will advance that mission by securing government contracts, grants, and programs across the federal market. You will create and execute capture strategies for some of Onebrief’s most significant opportunities, driving rapid, sustained, profitable growth. Working closely with program leadership, Sales, Contracts, Product, Engineering, Security, and Customer Relations, you will align customer needs, acquisition strategies, and Onebrief’s capabilities to develop winning solutions. You will bring leadership, critical thinking, and a customer focused mindset to complex pursuits while surfacing future customer requirements to inform product roadmaps and sales priorities. This is an individual contributor role reporting to the Head of Capture Management. WHAT YOU’LL DO Core responsibilities: - Lead complex US federal capture efforts across customers, stakeholders, suppliers, partners, and internal teams, from strategy development and opportunity shaping through negotiation and contract closure. - Collaborate with product, engineering, technical, and business specialists to synthesize technical, commercial, financial, and industry inputs into business and program strategies. - Align government program requirements with Onebrief’s technical capabilities, product portfolio, product roadmaps, acquisition strategies, and contracting needs. - Influence strategies across the organization that support company and program goals. - Apply deep knowledge of government contract regulations, information security, audit, compliance, and related procedures. - Represent Onebrief with government customers, partners, agencies, officials, regulators, and other external stakeholders, building strong relationships and ensuring compliance with applicable requirements and company policies. - Support proposal preparation, contract and agreement review and negotiation, and customer acquisition strategy, including shaping contract language and developing contracting policies and processes. - Surface emerging customer needs to inform product development and future sales opportunities. - Identify efficiencies and improvements throughout the capture and program execution lifecycle. - Travel domestically, potentially on a frequent basis. MINIMUM QUALIFICATIONS - Minimum 9 years of experience in federal capture management, business development, proposal development and writing, government program management, sales, or related roles. - Experience with US federal procurement processes, regulations such as FAR and DFARS, and contracting vehicles. - Experience leading federal and DoD capture efforts. - Understanding of and experience with congressional and defense budgeting and appropriations processes. - Experience with the Shipley Business Development Lifecycle. - Excellent negotiation, communication, and analytical skills. - Ability to travel up to 30% of the time. - Ability to obtain a secret clearance PREFERRED QUALIFICATIONS - Preference for someone already based in the Washington, DC area. - Experience shaping and engaging congressional members and staff and Pentagon officials. - Experience with government technology, products, software, SaaS, PaaS, IaaS, or related capabilities. - Experience pursuing and winning government opportunities in product development and technology solutions. - Experience leading large scale capture efforts and winning contracts in US public sector markets. - Proficiency with government business intelligence platforms such as GovWin, DACIS, Pryzm, or USUL. - Experience with cost estimation and price analysis. INDICATORS OF SUCCESS This role will evolve as priorities change, but the outcomes below reflect what success typically looks like in the first six months. A successful Senior Capture Manager will: - Establish actionable capture plans for priority US federal and DoD opportunities, including customer needs, competitive positioning, acquisition pathways, stakeholders, and milestones. - Advance priority pursuits through agreed capture milestones with clear ownership and coordination across internal teams and external partners. - Build productive relationships with government customers, partners, and decision makers that strengthen Onebrief’s understanding of customer priorities and procurement timelines. - Develop compelling, compliant proposals and negotiation strategies that position Onebrief to win. - Translate customer insights into actionable recommendations for product roadmaps and sales priorities while improving capture processes and execution. Notice to Third Party Recruitment Agencies Please note that Onebrief does not accept unsolicited resumes from recruiters or employment agencies. In the absence of an executed Recruitment Services Agreement, there will be no obligation to any referral compensation or recruiter fee. In the event a recruiter or agency submits a resume or candidate without an agreement Onebrief explicitly reserves the right to pursue and hire those candidate(s) without any financial obligation to the recruiter or agency. Any unsolicited resumes, including those submitted to hiring managers, shall be deemed the property of Onebrief.