Business Development Capture Manager (SLED)

Location: Remote role associated with Reston, Virginia; New York City, New York; Plano, Texas; and Santa Clara, California, United States.

Company

Cybersecurity company focused on protecting digital infrastructure through innovative security technologies and AI-enabled solutions.

What you will do

• Execute business development and capture strategies that accelerate pipeline, bookings, ARR growth, and multi-product platformization across SLED target accounts.
• Act as a domain expert for complex state and local government and education procurements, leading proactive business development campaigns.
• Partner with sales leadership 6–18 months before RFPs to qualify pursuits, build pipeline, and execute capture strategies designed to maximize P-Win.
• Work with Solution Consultants and Architects to validate technical fit, shape partner architectures, and embed platform capabilities into proposals.
• Align field sales, legal, finance, prime contractors, systems integrators, channel partners, and end customers.
• Track programmatic impact and use pipeline analytics to optimize capture performance.

Requirements

• Bachelor’s degree in Business, Information Technology, Computer Science, or a related discipline, or equivalent practical experience.
• 10+ years of enterprise technology business development or capture management experience specifically focused on State and Local Government and Education.
• Proven end-to-end capture and pursuit-shaping experience 6–18 months before RFPs using structured methodologies such as Shipley.
• Documented success driving multi-product adoption and platformization to accelerate pipeline, bookings, and ARR growth across enterprise public sector accounts.
• Deep knowledge of state and local procurement regulations, RFP cycles, budgeting processes, and cooperative purchasing vehicles such as NASPO ValuePoint.
• Experience aligning with prime contractors, systems integrators, and channel partners to structure teaming agreements on major solicitations.
• Experience collaborating with Solution Consultants and Architects to validate technical fit, shape partner architectures, and embed platform capabilities into proposals.
• Ability to partner across field sales, legal, and finance to structure deals and use data and pipeline analytics to optimize capture performance.
• Hands-on experience with generative AI platforms such as Google Gemini, OpenAI ChatGPT, or Anthropic Claude.

Nice to have

• Background in cybersecurity, SaaS, cloud, or enterprise infrastructure, including exposure to Zero Trust frameworks and AI-driven security platforms.
• Experience collaborating with partner ecosystems to expand market reach and accelerate growth across the SLED landscape.
• Experience developing 12- to 36-month growth strategies aligned with state budget cycles and digital modernization initiatives using Shipley or an equivalent capture framework.

Culture & Benefits

• Remote work with collaboration across geographies.
• Culture centered on trust, accountability, shared success, collaboration, execution, integrity, and inclusion.
• Employee benefits are available, with compensation potentially including restricted stock units and a bonus.
• Reasonable accommodations are available for qualified individuals with disabilities or special needs.