Kratos Defense and Security Solutions

Business Development/Capture Manager III

Kratos Defense and Security Solutions • $110K — $130K *
Washington, DC 20011In-Person
Education, Government & Non-Profit
5 - 7 years of experience
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Job Overview by Ladders

Qualifications

  • BA/BS in Business, Industrial Technology/Engineering, Management, or related field required
  • 5-8 years of experience in Business to Government sales or similar roles
  • U.S. Citizenship is mandatory
  • Ability to obtain a Secret security clearance
  • Valid driver's license in good standing

Responsibilities

  • Lead capture processes from opportunity identification to contract award
  • Develop and sustain strong customer relationships across various operational tiers
  • Identify and shape new business opportunities within assigned markets
  • Drive pipeline growth through market analysis and customer engagement
  • Support win strategy development by aligning customer needs with technical solutions
  • Collaborate with proposal teams to enhance win probability through strategic insights
  • Manage risk identification and mitigation during capture efforts

Benefits

  • Health, dental, and vision insurance
  • 401(k) retirement plan with company match
  • Generous paid time off and holiday schedule
  • Professional development and training opportunities
  • Flexible work environment with remote work options
Full Job Description
Overview:

The Business Development Capture Manager III plays a strategic role focused on opportunity identification, customer engagement, capture management, and revenue growth within assigned markets. This position is responsible for driving business expansion through the development of customer relationships, pipeline management, opportunity shaping, and capture strategy while collaborating closely with sales operations to drive customer mission focused solutions.

The role requires a deep understanding of government acquisition processes, customer mission requirements, and competitive positioning. The Business Development Capture Manager serves as a trusted advisor to customers and internal stakeholders, leading capture activities from opportunity identification through proposal submission and contract award.

This individual will work cross-functionally to align technical solutions, pricing strategies, production capabilities, and operational execution with customer requirements to maximize win probability and long-term portfolio growth.

Essential Functions / Responsibility:
  • Lead end-to-end capture activities for their opportunities, including qualification, pursuit strategy, competitive positioning, teaming, and proposal readiness.
  • Develop and maintain strong customer relationships with operational and contracting offices, mission users, acquisition stakeholders, and prime channel partners to establish customer intimacy and identify emerging opportunities.
  • Identify, qualify, and shape new business opportunities including follow-on work, task orders, engineering changes, sustainment efforts, and strategic partnerships.
  • Drive opportunity pipeline growth through market analysis, account intelligence, customer engagement, and competitive assessments.
  • Support development of win strategies by translating customer mission requirements into executable technical and operational solutions.
  • Coordinate or participate in capture planning activities including gate reviews, color teams, competitive analysis, solution reviews, and pricing strategy sessions.
  • Collaborate with proposal teams through blue and red team strategies to improve win probability through customer insights, staffing strategies, pricing realism, compliance reviews, and solution differentiation.
  • Identify acquisition approaches, funding pathways, contract vehicles, and timing windows that support successful pursuit strategies.
  • Establish and maintain strategic partnerships and teaming arrangements with channel partners, subcontractors, and industry partners.
  • Support transition from capture to execution by ensuring clear handoff of customer requirements, assumptions, risks, and commitments.
  • Lead risk identification and mitigation activities associated with capture pursuits, proposal execution, and customer commitments.
  • Promote disciplined business development processes, opportunity tracking, CRM management, and capture governance.

Capture, BD, and Revenue Growth
  • Serve as the primary business development interface for assigned accounts, regions, and opportunities.
  • Lead customer engagement planning, executive briefings, site visits, milestone reviews, and relationship-building activities.
  • Maintain awareness of customer priorities, acquisition trends, geopolitical considerations, and funding cycles.
  • Provide internal leadership with actionable business intelligence, pipeline forecasts, opportunity status, and strategic recommendations.
  • Support long-term portfolio growth planning and strategic account development initiatives.

Basic Knowledge Desired:
  • Demonstrated success leading capture efforts and business development activities for complex International or defense-related programs.
  • Proven ability to develop customer relationships and influence opportunity shaping within competitive acquisition environments.
  • Strong understanding of acquisition processes, contract vehicles, proposal development, and capture lifecycle management.
  • Experience coordinating cross-functional teams across engineering, operations, finance, manufacturing, and program management.
  • Strong executive communication, presentation, and negotiation skills with the ability to engage senior customer stakeholders and Prime contractor leadership.
  • Experience supporting proposal strategy, pricing development, staffing approaches, and solution positioning.
  • Working knowledge of manufacturing readiness, production execution, and operational constraints impacting solution development.
  • Strong business acumen with understanding of program financials, forecasting, margin considerations, and revenue growth strategies.
  • Demonstrated leadership, accountability, and ability to operate effectively in fast-paced, high-visibility environments.

Physical Demands:
  • While performing the duties of this job, the employee is regularly required to sit, stand, walk, and talk or hear
  • The employee is occasionally required to lift 20 pounds

Working Environment:
  • Team members are subjected to noise levels which may range from moderately low to loud
  • All team members must wear provided OSHA-approved eye protection on the production floor
  • Periodically required to work off the company premises for client visits, & other business needs


Qualifications & Experience:
  • BA / BS degree in Business, Industrial Technology / Engineering, Management, or related discipline strongly desired
  • 5-8 years of direct work in a Business to Government sales capacity, or an equivalent combination of education and experience
  • Must be a United States Citizen
  • Valid driver's license in good standing
  • Ability to get Secret or greater clearance
  • Ability to get passport

About Kratos Defense and Security Solutions

Kratos Defense & Security Solutions, Inc. provides mission critical products, solutions, and services in the United States. The company operates through three segments: Kratos Government Solutions, Unmanned Systems, and Public Safety & Security. The Kratos Government Solutions segment offers microwave electronic products, satellite communications, training systems, modular systems, and defense and rocket support services. The Unmanned Systems segment provides unmanned aerial, ground, and seaborne, as well as command, control, and communications systems. The Public Safety & Security segment designs, engineers, deploys, operates, integrates, maintains, and operates security and surveillance solutions for homeland security, public safety, critical infrastructure, government, and commercial customers. The company serves national security related agencies, the department of defense, intelligence agencies, and classified agencies, as well as international government agencies and domestic and international commercial customers; and critical infrastructure, power generation, power transport, nuclear energy, financial, IT, healthcare, education, transportation, and petro-chemical industries, as well as government and military customers. Kratos Defense & Security Solutions, Inc. was founded in 1994 and is headquartered in San Diego, California.
Learn more about Kratos Defense and Security Solutions
Size
3,300 employees
Market Cap
$1.1 billion
Industry
Aerospace & Defense
Net Income
$79.6 million
Founded
1994
5 Year Trend
+8.4%
Revenue
$747.6 million
NASDAQ
KTOS
* Ladders Estimates

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