Business Development & Capture Manager

ExistX was founded to bridge the technology transition 'valley of death'-the critical gap between groundbreaking research and real-world, user-friendly solutions. Our team excels in applied engineering, transforming cutting-edge advancements in cryptography, cyber-physical systems, and automated reasoning into practical tools for both government and commercial applications. We leverage a unique suite of capabilities-incubated through our sister R&D firm, Galois, and key research partnerships-to rapidly prototype and deliver impactful solutions. Because of this, at ExistX, you're never starting at zero. You're launching from a foundation of breakthrough innovation. ∃X.P(X): For every problem (X), a solution exists (P). The solution exists. Let's build it together. The Role As a Business Development & Capture Manager at ExistX, you will be instrumental in capturing and winning new business opportunities. A vital member of our growth team, you'll be responsible for driving strategic efforts to expand ExistX's footprint across the Defense, Military, and Intelligence sectors. Leveraging your deep understanding of customer needs, federal budgets, and the acquisition lifecycle, you'll spearhead capture activities, pursuing strategic opportunities that align with our core technical expertise: Automated Reasoning, Cyber-Physical Systems, and Cryptography. We are seeking someone who combines a passion for technology with strong business acumen-a visionary who can identify how emerging technologies solve mission-critical challenges. As the driving force behind ExistX's pursuit of new business, you will play a pivotal role in advancing our noble cause: ensuring that no research is left behind, and that groundbreaking technologies reach the hands of those who need them most. You'll have access to our portfolio of cutting-edge research breakthroughs, empowering you to ideate differentiated, mission-focused solutions. With your deep understanding of the customer's mission and creative vision, you'll lead the development and submission of winning proposals. Your focus will be on translating novel research into practical, scalable solutions that address operational challenges. Your ability to communicate effectively with both technical and non-technical stakeholders will be key. Whether working with technical experts or decision-makers, you'll collaborate across ExistX to shape Concepts of Operation (CONOPS) and technical approaches that result in successful captures. You'll own the entire process-from opportunity identification, through capture, to bid, proposal, and win. This is an exciting role for someone who thrives on wearing multiple hats, engaging at every stage of the sales lifecycle, and driving direct, measurable impact through their work. Key Responsibilities: Solution Ideation: Collaborate with technologists and translate complex scientific concepts into practical technical applications and value propositions that address customer needs. Analyze scientific work to identify practical applications, especially for the defense sector. Lead multi-disciplinary solution ideation discussions to determine the feasibility, technical approach and associated differentiators of a bid. Collaboratively develop contracting and pricing approaches of technology-enabled solution offerings. Strategy and Business Development: Identify and triage new opportunities relevant to ExistX and present to stakeholders at weekly gate reviews. Develop strategic growth plans specific to customer organizations or technology solutions relevant to ExistX. Lead key captures, to include development of white papers and associated artifacts. Lead and contribute to the development of winning proposals, to include technical and pricing volumes. Identify and lead teaming opportunities with industry partners. Develop compelling "win theme" narratives that demonstrate how ExistX technology can address specific customer needs or solve industry challenges. Manage deals in the company opportunity pipeline and provide regular status updates. Relationship Management and Networking: Cultivate a network of industry contacts to facilitate business growth and partnerships. Build and maintain strong relationships with key ExistX business leaders and technologists. Represent the company at industry events, scientific conferences, and high-level meetings. Key Qualifications: 10+ years of experience in management consulting, business development, program management or similar roles within the Defense and Aerospace Industry Must hold an active Top Secret clearance. Established relationships within industry and at least 2 of the following types of organizations: Military Services (Air Force, Army, Space Force, Navy, Marines), Defense Agencies (DTRA, SDA, OSD, etc.), Intelligence Agencies (NSA, CIA, DIA, NRO, NGA, etc.) Experience with RFPs, RFIs, BAAs, OTAs, CSOs and other non-traditional multi-stage federal contracting mechanisms. Experience with or in technology centric organizations, ideally with experience selling software-based solutions or services. Experience with business development frameworks (i.e., Shipley Framework) Proven track record of winning business with the DoD and Intelligence community. Demonstrated ability to understand and articulate technical solutions in the voice of the customer. Experience in government contracting processes and familiarity with federal budgeting and acquisition annual lifecycles. Experience writing winning proposals and white papers Preferred Experience: Advanced degree or hands on experience managing product development in a relevant scientific, engineering, or technical field Get it done mentality Holds an active Top Secret clearance with SCI eligibility and CI or FS polygraph Experience building business in start-up environments or small businesses Thrives in an environment that requires autonomy and creativity Strategic thinker with an entrepreneurial spirit and the ability to identify long-term opportunities. Self-motivated with a proactive approach to identifying opportunities and solving problems. Security Clearance Requirement The employee must have an active Top Secret clearance. TS/SCI with polygraph preferred Location This is a hybrid role. Candidates located in the DC Metro area preferred. Relocation assistance can be provided. Our office locations are Arlington, VA and coming soon - the One Loudoun/Ashburn, VA vicinity. Benefits of Note We offer a robust benefits package to provide for your and your family's well-being, including: 401(k) retirement plan with 5% employer match and immediate vesting Fully paid medical insurance plans for you and your family Employer paid dental and vision plans for you and your family 5 weeks of PTO and 11 days of paid company holidays each year Application Instructions Only candidates applying directly to our posted job opening will be considered. We are not accepting unsolicited resumes from recruiters or employment agencies at this time. Equal Employment Opportunity ExistX is an Equal Opportunity Employer and does not discriminate in employment opportunities or practices based on race, ethnicity, national origin, ancestry, color, sex, gender identity or expression, sexual orientation, marital or parental status, pregnancy or childbirth, disability, age, religion, creed, genetic information, veteran status, or any other characteristic protected by applicable federal, state, or local law. Read more at

Created: 2024-11-05