Proposal & Capture Manager
Firestorm
Administration
San Diego, CA, USA
USD 140k-195k / year
Posted on Jul 17, 2025
Proposal & Capture Manager
San Diego, CA
Business Development
In office
Full-time
Who We Are
At Firestorm, we’re on a mission to revolutionize how defense solutions are designed and delivered. Our goal is to empower U.S. ally nations to effectively deter aggressors—regardless of their defense budget—through innovative, cost-efficient technologies. We call this vision “democratized deterrence.” As a VC-backed company at the intersection of defense and Silicon Valley, we’re pioneering the development of mission-adaptable aerial vehicles that put power back into the hands of operators. By prioritizing operator effectiveness, we’re pioneering a new era of aerial vehicle design. We aim to upend the traditional defense procurement model by delivering world-class capabilities at a fraction of the usual cost. Join us at Firestorm as we redefine defense procurement, making cutting-edge technology accessible to all at a fraction of the cost.
About the Role
Firestorm Labs is seeking a Proposal & Capture Manager to lead and drive the strategic development, capture, and proposal execution of high-priority defense opportunities. This role is central to our mission of delivering cost-effective, innovative defense solutions that empower U.S. ally nations to meet their security objectives. As a Proposal & Capture Manager, you will own the full business development lifecycle from early opportunity shaping and customer engagement, to proposal development and contract submission.
You will take full ownership of high-value opportunities, crafting and implementing tailored capture strategies, engaging directly with key customers, managing strategic partnerships, and leading internal teams through every stage of the pursuit. Simultaneously, you will oversee the proposal development process, from kickoff through final submission, ensuring compliance, compelling content, and alignment with capture objectives. Your ability to balance technical, operational, and financial considerations while collaborating across business functions will be essential to winning Firestorm’s most strategic contracts.
What You’ll Do
- Lead the full capture lifecycle, taking charge of strategic opportunities from identification through contract award, guiding the capture process, and ensuring Firestorm is positioned for success.
- Serve as the lead author and strategist on major business development efforts — crafting the written narratives, technical documents, and customer-facing materials that drive Firestorm’s growth.
- Own the full opportunity lifecycle from early identification and shaping, through proposal development, submission and contract award.
- Lead the development and execution of integrated capture strategies, collaborating with business development, engineering, finance, and executive teams to align solutions with customer needs and Firestorm’s long-term vision.
- Engage directly with customers, stakeholders, and acquisition offices to understand mission priorities, gather intelligence, and influence procurement strategies and requirements before solicitation release.
- Manage the end-to-end proposal development process, including kickoff planning, content schedules, outlines, compliance matrices, writing assignments, and internal reviews to ensure timely, compliant, and high-quality submissions.
- Write and manage responses to government and customer requests for proposals, white papers, technical inquiries, quotes, and capability briefs. Tailoring content to opportunity specifics and customer requirements.
- Collaborate with internal experts to shape and articulate solutions across a range of document types — from competitive proposals to market research responses and executive-level briefings.
- Write and review proposal content including executive summaries, technical and management volumes, past performance, and other narrative sections to clearly communicate Firestorm’s value and differentiation.
- Lead the coordination and integration of technical, operational, and cost elements into a cohesive proposal that reflects the win strategy and aligns with solicitation requirements.
- Develop competitive assessments, price-to-win strategies, and customer positioning plans to support solution development, teaming decisions, and pricing.
- Identify and negotiate teaming arrangements with strategic partners to create the most compelling, cost-effective, and capable solution for the customer.
- Drive the creation of win themes, discriminators, and value propositions, and ensure they are clearly expressed throughout the capture process and in proposal submissions.
- Support the development of pricing strategies and narratives in coordination with finance and capture leadership, ensuring alignment between technical solution and cost volumes.
- Manage multiple concurrent RFPs, RFIs, white papers, and unsolicited proposal efforts, balancing near-term priorities and long-term growth objectives.
- Build and continuously refine proposal processes, templates, and content libraries to improve scalability, repeatability, and efficiency across future pursuits.
- Deliver final submissions that are accurate, polished, and aligned with evaluation criteria, customer expectations, and Firestorm’s branding and messaging, clearly integrating capture strategies, win themes, and solutions into all proposal materials.
- Identify and implement opportunities for continuous improvement across the capture and proposal lifecycle, applying lessons learned to optimize future pursuits and increase win probability.
Qualifications
- 7+ years of experience in proposal management, capture management, or business development within the defense, aerospace or government services sectors.
- At least 5 years of direct experience working within or supporting U.S. Department of Defense programs or customers.
- Proven track record managing the full capture and proposal lifecycle, from opportunity identification through contract award, for competitive acquisitions.
- Strong understanding of federal acquisition processes (FAR, DFARS), including RFPs, RFIs, BAAs, OTAs, and FMS.
- Demonstrated ability to lead and contribute to technical and non-technical writing efforts, with experience developing complex, multi-volume proposal submissions.
- Experience with solution development, win theme creation, price-to-win analysis, and competitive positioning.
- Strong interpersonal and communication skills with the ability to influence internal and external stakeholders across disciplines.
- Excellent project management and organizational skills with the ability to manage competing priorities in a fast-paced environment.
- U.S. Citizenship is required, with the ability to obtain and maintain a DoD security clearance.
- Willingness to travel up to 20%, including CONUS and OCONUS as needed or required, for customer and partner engagement.
Preferred Qualifications
- Familiarity with emerging defense technologies, including autonomous systems, UAVs, AI/ML, or advanced sensors.
- Knowledge of Foreign Military Sales (FMS) and international defense procurement processes.
- Experience managing capture efforts for contracts valued at $20M+.
- Strong expertise in competitive intelligence, market analysis, and identifying new opportunities in the defense industry.
- Demonstrated success in building and improving scalable capture and proposal processes in startup or high-growth environments.
- Experience negotiating and managing teaming agreements and strategic partnerships.
- Knowledge of Shipley or other industry-standard capture/proposal methodologies.
Work Environment
- Based at our Headquarters in San Diego, CA.
- We welcome candidates who are local or open to relocating. Relocation assistance is available and may be included in the offer package where appropriate.
Compensation
US Salary Range: $140,000 - $195,000 USD
The posted salary range reflects an estimate based on a variety of compensation factors, including but not limited to relevant experience, education, certifications, specialized skills, geographic location, and business needs. Actual compensation may vary, and this range is subject to change as our compensation structure or market conditions evolve.
Benefits & Perks
Our culture fosters collaboration, respect, and trust, empowering passionate people to do their best work. We offer a competitive salary, comprehensive benefits, and opportunities for career growth. In addition to an opportunity to take part in an innovative, collaborative and fast-growing business with a highly motivated and skilled team, we also take pride in taking care of our employees. Here are just a few ways that we show our appreciation:
- We offer comprehensive medical, dental, and visions plans
- 401(k) Retirement Savings Plan to invest in your long-term retirement goals
- Unlimited PTO
- Extremely generous company holiday calendar, including a holiday hiatus in December.
- Generous Parental Leave
- FSA
- HSA
- Hospital Indemnity insurance
- Critical Illness insurance
- Accident insurance
- Basic Life/AD&D, short-term and long-term disability insurance, 100% covered by Firestorm. Plus, the option to purchase additional life insurance for you and your family.
- Mental Health Resources: We provide free mental health resources 24/7 including therapy and more. Additional work-life services, such as free legal and financial support, are available to you as well.
ITAR Compliance
To conform to U.S. Government space technology export regulations, including the International Traffic in Arms Regulations (ITAR) you must be a U.S. citizen, lawful permanent resident of the U.S., protected individual as defined by 8 U.S.C. 1324b(a)(3), or otherwise eligible to obtain the required authorizations from the U.S. Department of State.
Equal Opportunity Statement
Firestorm is an equal opportunity employer, committed to creating a diverse and inclusive workplace, and upholding equitable hiring practices. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other characteristic under federal, state, or local law, including those with a criminal history, in a manner consistent with the requirements of applicable state and local laws, including the CA Fair Chance Initiative for Hiring Ordinance. We actively encourage members of recognized minorities, women, Veterans, and those with disabilities to apply, and we work to create a welcoming and supportive environment for all applicants throughout the interview process.
Firestorm is committed to fostering an inclusive and accessible work environment. If you require accommodations or assistance during the application process, please don’t hesitate to reach out to us at [email protected] so we can provide the support you need.
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EXPORT CONTROLS - This position requires access to information and technology that is subject to U.S. export controls. Your responses to the questions below will be used solely to determine your eligibility under U.S. law to receive information and materials subject to U.S. export controls.
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Req ID: R51
