Federal Capture Manager
About Onebrief
Onebrief is collaboration and AI-powered workflow software designed specifically for military staffs. By transforming this work, Onebrief makes the staff as a whole superhuman - meaning faster, smarter, and more efficient.
We take ownership, seek excellence, and play to win with the seriousness and camaraderie of an Olympic team. Onebrief operates as an all-remote company, though many of our employees work alongside our customers at military commands around the world.
Founded in 2019 by a group of experienced planners, today, Onebrief’s team spans veterans from all forces and global organizations, and technologists from leading-edge software companies. We’ve raised $320m+ from top-tier investors, including Battery Ventures, General Catalyst, Sapphire Ventures, Insight Partners, and Human Capital, and today, Onebrief is valued at $2.15B. With this continued growth, Onebrief is able to make an impact where it matters most.
About the Role
As a Federal Capture Manager, you will work closely with program leadership, functional teams, and customers in a fast-paced environment on Onebrief’s most significant opportunities and as a result will play a crucial role in the company’s success. You will drive rapid, sustained, profitable growth of Onebrief’s business in the Federal markets in partnership with Sales, Contracts, Product, Engineering, Security, Customer Relations and other teams while ensuring world class execution with our customers. Our objective is to enable a superhuman command: one that makes brilliant decisions, scales output, and is optimally efficient
The Federal Capture Manager will create and execute capture strategies aimed at securing government contracts, grants and programs with various federal agencies aligned with Onebrief’s mission. You will provide leadership, critical thought, and a customer-focused mindset to winning Onebrief’s business opportunities, as well as collaborate with an external ecosystem and others key to achieving business and financial goals. You will work with other key stakeholders to develop winning strategies and solutions as well as lead the bid and proposal process. The Federal Capture Manager will also surface customers’ future needs and requirements on key pursuits to impact and accelerate Onebrief’s future product roadmaps and sales.
The position reports to the Head of Capture Management and is an Individual Contributor role.
About You
You are self-motivated in winning big deals that accelerate company growth and influence product roadmaps. By leading different factions within the organization, you bring the best the company has to offer its key strategic customers. You are a big picture strategic thinker who loves to pursue needle-moving customer opportunities. You have an ability to work independently and collaboratively within cross-functional teams, with the capacity to manage multiple contracts and projects simultaneously.
What You'll Do
Lead complex business transactions across multiple customers, stakeholders, influencers, suppliers, partners, and organizational teams supporting Onebrief’s pathfinding, development, and execution from the strategy, sourcing, deal conception, negotiation, to execution/contract closure stages while identifying efficiencies and improvements to the program execution lifecycle
Collaborate with Onebrief product/engineering/technical and business specialists to synthesize technical, commercial, financial, and industry inputs to build business strategies
Influence cross-organizational strategies relevant to company and program goals
Exhibit deep knowledge of government contract regulations and requirements, information security, audit and compliance, and other procedures
Exhibits technical knowledge of product development processes and roadmaps for government solution offerings
Leverage technical expertise to align government program technology requirements with Onebrief’s technical and solution capabilities and ensures broad alignment between Onebrief’s product portfolio and government requirement and contracting needs
Represent Onebrief and the program office with external government customers, partners, agencies, and officials, preferably within the Intelligence Community and/or Department of Homeland Security
Establish and maintain relationships with external partners, regulators, auditors, customers, and opinion formers and ensure compliance with government regulations, legal requirements, and company policies.
Support proposal preparation and contract review
Help identify, develop, and implement new contract policies and processes and possesses a thorough understanding of contracting vehicles.
Support contract and agreement negotiations and shape and educate customer acquisition strategy and contracts language
Build and maintain strong relationships with internal and external customers
May be required to travel on an occasional basis (~25%)
What We Look For
Minimum Qualifications:
Ability to obtain a US Government Security Clearance (US Citizenship required)
Bachelor's degree in a technical or business field (MBA) or in a STEM related field of study.
Minimum 6+ years of experience in roles executing federal capture management, business development, proposal development and writing, sales, or related roles.
Experience in federal procurement processes, regulations (e.g. FAR/DFARS), and contracting vehicles.
Experience in leading small and medium capture efforts and winning contracts in US Public Sector markets.
Experience with Shipley Business Development Lifecycle
Excellent skills in negotiation, communication, and analysis
You are willing and able to work out of Washington, DC
Preferred Qualifications:
Active US Government Security Clearance with a minimum of Top Secret level
Experience with Government C2 technology, products, software, SaaS/PaaS/IaaS, and or capabilities
Intelligence Community and/or Department of Homeland Security Capture experience and understanding
Experience pursuing and winning government opportunities in the product development and solution domain
Experience in leading large scale capture efforts and winning contracts in US Public Sector markets.
Proficiency with government business intelligence platforms (e.g. GovWin, DACIS, Pryzm, USUL, etc)
Experience with cost estimation and price analysis
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.