Pivotal

Senior Director of Capture, Defense

Pivotal

full-time

Posted on:

Location Type: Hybrid

Location: Palo Alto • California • United States

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Salary

💰 $200,000 - $250,000 per year

Job Level

Senior

About the role

  • Leverage company’s already operational dual-use light eVTOL technology and identify, cultivate and ultimately meet high-value mission needs.
  • Collaborate with COCOMs and defense tech incubators to identify and grow developmental opportunities.
  • Engage and collaborate with selected combatant commands to develop end-user “pull” while informing solution requirements.
  • Collaborate internally with executive leadership, engineering, operations, and training to ensure opportunity shaping and flawless technology demonstrations.

Requirements

  • 10–15+ years of progressive experience in defense business development, government sales, and capture management.
  • Proven success working with DoW customers (Army, Navy, Air Force, Marine Corps, SOCOM) and federal agencies (DHS, DOJ, IC, etc.)
  • Experience with prime contractors, major subcontractors, or OEMs is highly valued.
  • Experience with emerging technologies (AI/ML, autonomy, aviation, etc.)
  • Established relationships with Program Executive Offices (PEOs), Program Managers (PMs), and Contracting Officers.
  • Ability to open doors and influence requirements early.
Benefits
  • Pivotal offers a comprehensive benefits package, including medical, dental, vision, and 401k plans.
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
defense business developmentgovernment salescapture managementemerging technologiesAIMLautonomyaviation
Soft Skills
collaborationinfluencerelationship building