Director, Capture Management

Role Overview

Lynx Software Technologies is seeking an experienced Director, Capture Management to help drive strategic growth across the Aerospace, Defense, and Safety-Critical Systems markets. This individual will lead the capture and proposal lifecycle for high-value opportunities involving real-time operating systems, virtualization, cybersecurity, safety certification, GPU software, AI deployment platforms, and software engineering services.

The successful candidate will partner closely with Sales, Product Management, Engineering, Marketing, and Executive Leadership to identify, qualify, capture, and win opportunities with government agencies, prime contractors, system integrators, and commercial aerospace customers worldwide.

This role requires a blend of capture management, proposal leadership, and technical storytelling skills, with a strong understanding of the defense acquisition process and the unique challenges of commercial software sales into regulated markets.

Key Responsibilities

Capture Management

• Lead capture efforts for strategic opportunities from qualification through contract award.

• Develop and execute capture plans, win strategies, competitive assessments, stakeholder maps, and account penetration strategies.

• Conduct customer and partner research to identify buying influences, program funding sources, acquisition pathways, and competitive positioning.

• Support opportunity qualification using established criteria, including strategic fit, probability of win, revenue potential, and resource requirements.

• Drive teaming and partnership strategies with defense primes, hardware vendors, system integrators, and channel partners.

Proposal Leadership

• Manage the end-to-end proposal lifecycle, including kickoff meetings, compliance reviews, schedule management, color team reviews, and final submission.

• Create proposal outlines, compliance matrices, response templates, and proposal management plans.

• Coordinate contributions from technical SMEs, product leaders, engineering teams, and executive stakeholders.

• Ensure proposals are compliant, compelling, and clearly aligned with customer requirements and evaluation criteria.

• Maintain proposal repositories, reusable content libraries, past performance databases, and proposal best practices.

Technical & Executive Content Development

• Write and edit executive summaries, management approaches, technical narratives, and value propositions.

• Translate complex software technologies into customer-focused benefits and discriminators.

• Develop compelling win themes around safety certification, cybersecurity, open architecture, software portability, lifecycle cost reduction, and mission assurance.

• Support customer presentations, white papers, RFI responses, capability statements, and strategic pursuit documents.

Government Contracting & Compliance

• Analyze solicitations and contractual requirements for compliance with FAR, DFARS, ITAR, EAR, cybersecurity, and software licensing requirements.

• Support reviews of data rights, intellectual property provisions, software licensing terms, and security requirements.

• Coordinate with legal, contracts, and finance teams throughout the pursuit process.

• Maintain awareness of emerging acquisition trends including OTAs, SBIR/STTR, CSOs, IDIQs, and other non-traditional contracting mechanisms.

Cross-Functional Leadership

• Partner with Sales and Business Development teams to advance strategic opportunities and improve win rates.

• Collaborate with Product Management and Engineering to align customer requirements with product roadmaps and technical capabilities.

• Work with Marketing to create targeted campaign messaging, pursuit-specific collateral, and customer-facing content.

• Provide regular pursuit status updates, risk assessments, and recommendations to executive leadership.

Required Qualifications

• Bachelor's degree in Business, Communications, Engineering, Marketing, or a related discipline.

• 7+ years of experience in capture management, proposal management, business development, or strategic pursuits within Aerospace, Defense, or Government Technology markets.

• Demonstrated success winning complex opportunities exceeding $1M in value.

• Strong working knowledge of FAR, DFARS, DoD acquisition processes, and government procurement practices.

• Exceptional writing, editing, and executive communication skills.

• Experience managing cross-functional teams in a deadline-driven environment.

• Ability to understand and communicate technical software solutions to both business and technical audiences.

• Experience using proposal and collaboration tools such as SharePoint, Microsoft 365, Privia, GovWin, Salesforce, or similar platforms.

Preferred Qualifications

• Experience selling or supporting software, embedded systems, cybersecurity, virtualization, RTOS, AI/ML, cloud, or safety-critical technologies.

• Familiarity with aerospace and defense standards including DO-178C, FACE, MOSA, SOSA, NIST SP 800-171, RMF, and related frameworks.

• Shipley Capture and Proposal Certifications.

• Experience supporting international defense opportunities and export-controlled programs.

• Active U.S. Security Clearance or eligibility to obtain one.