What You’ll Do:
As the Senior Director of Capture you will lead a team of capture directors and proposal managers across the government business to deliver solutions, quotes and proposals to our customers. You will manage sales opportunity strategy, schedule, and delivery, you will clearly communicate and deliver on customer expectations, and closely coordinate with cross functional teams. You will also work directly with our customers to provide inside sales, capture management and strategic support, with a primary focus on the Department of Defense, Fed/Civ Space (NOAA, NASA, etc.), International (UK, EU, APac) and Intelligence Community space markets.
Position Responsibilities:
- Execute all position responsibilities in alignment with Slingshot’s core values, mission, and purpose
- Submit a minimum $25M in proposals every calendar year, demonstrate authority and accountability for winning executable business
- Develop, lead and inspire a diverse, high-performing Capture Team
- Provide guidance, leadership and training for Capture team, including setting up tailored Shiply-based processes and championing them cross-functionally
- Lead opportunities through strategy, capture, proposal writing, winning, and transition to contract execution
- Work cross functionally with Government Sales, Product Managers, Program Managers, Finance, Software Engineers, Astrodynamicists, and Data Scientists to bring the best solutions to the market
- Facilitate strategy development (e.g. hold strategy workshops, Black Hats, Perform Price to Win, Teaming/Partnerships and Blue Teams)
- Manage expectations of stakeholders and keep the Business Leadership Team informed and engaged, including timely escalation of issues needing resolution
- Perform forecasting of sales and revenue targets, identify realistic bid submission targets and execute against those targets
- Promote a strong sense of urgency for reaching goals and key deliverables, work independently and bring new ideas to the company
- Perform other duties as assigned (to be less than 10% of the responsibilities listed above)
Pre-Requisites
- This position requires a government security clearance, you must be a U.S. citizen and able to obtain and maintain security clearances
Minimum Requirements
- 7+ years of sales/capture leadership experience with a proven track record and demonstrated success in selling SaaS, software, and/or spec work to large enterprises and global companies and government agencies
- Bachelor’s Degree in a technical or business-related discipline
- Track record of success in leading and winning DoD contracts >$100M
- Experience growing a capture discipline inside an organization including gate reviews, go/no go decision making, and proposal and quote processes
- Experience leading opportunity captures, including: developing overall win strategy; developing schedules and holding the team accountable; shaping deals with customers; developing teaming strategies, identifying and closing with teammates; understanding pricing and assist in developing winning price
- Experience leading business development organizations
- Comfortable in a fast-paced, start-up environment
- 10% Travel Required
Preferred Skills
- Masters degree in a business or technical field
- APMP Certification or equivalent capture certification
- Active TS/SCI Clearance
- Professional work experience in space industry
- Demonstrated ability to explain complex issues clearly
- Experience with core sales tools: Hubspot/Salesforce, LinkedIn, Google Apps, Microsoft Office Suite
Location: Remote. Continental US preferred.
Salary: On target earnings of $250,000 – $275,000.00
Classification: Full-time Exempt (outside sales exemption)
Equity, Diversity & Inclusion are key to our success. We are an Equal Opportunity Employer and our employees are people with different strengths, experiences and backgrounds, who share a passion for creating a safer, more connected world. Diversity not only includes race and gender identity, but also age, disability status, veteran status, sexual orientation, religion and many other parts of one’s identity. All of our employee’s points of view are key to our success, and we embrace individuality.
