TurbineOne

Capture Manager

• Own capture strategy for an assigned portfolio of government customers, programs, or mission areas.
• Shape pursuit plans aligned with TurbineOne’s product maturity, contract vehicles, and growth priorities.
• Identify and prioritize opportunities based on funding likelihood, customer readiness, and strategic fit.
• Support go/no-go inputs by providing capture analysis, competitive insight, and risk assessments.
• Help Sales teams understand and navigate government funding mechanisms, including SBIR/STTR, OTAs, IDIQs, BAAs, direct appropriations, programs of record, and allied government pathways.
• Connect customer needs to realistic acquisition and funding paths, guiding timing, scope, and pursuit approach.
• Advise on sequencing strategies (e.g., prototype → follow-on → production).
• Act as a translator between customer mission intent and acquisition reality.
• Develop and refine bid strategies for priority pursuits within the portfolio.
• Contribute to win theme development, discriminator articulation, and competitive positioning.
• Advise on teaming strategy, partner selection, and roles.
• Ensure capture strategies align with overarching acquisition direction set by the Director of Federal & International Acquisitions.
• Partner closely with Sales to support customer engagements with acquisition-informed strategy.
• Equip Sales with capture insights, funding context, and pursuit narratives — without owning account relationships or deal close responsibility.
• Coordinate with Sales Operations, Content, and Proposal teams to ensure capture intent is reflected in materials and submissions.
• Serve as a strategic advisor to sellers throughout the pre-RFP and pre-solicitation phases.
• Track relevant competitors, primes, and adjacent solutions within the portfolio.
• Assess customer buying patterns, incumbent positions, and acquisition behaviors.
• Feed competitive and market insights back into Sales Enablement and acquisition leadership.
• Support long-term portfolio strategy by identifying emerging opportunities and white space.
• Support proposal planning by providing capture inputs, background, and strategic guidance.
• Participate in color reviews and strategy sessions as appropriate.
• Ensure continuity from early capture through proposal execution and award.
• Capture lessons learned and contribute to institutional knowledge across the enablement organization.

Operations

• Architect and lead the systems, processes, training, and analytics that fuel TurbineOne’s revenue engine.
• Ensure sales teammates are equipped with the knowledge, tools, and repeatable workflows needed to win.
• Own revenue intelligence, GTM tooling, forecasting discipline, sales-team onboarding, continual skills development, and content readiness.
• Responsible for turning strategic vision into measurable, operational excellence across the entire revenue lifecycle.
• Build and lead TurbineOne’s Sales Enablement function, including onboarding, continuous training, playbooks, and certification programs for all GTM roles.
• Collaborate with Engineering & Customer Success to update the product roadmap story.
• Develop and maintain a unified repository of repeatable sales motions, demo flows, objection handling, and customer-facing collateral.
• Ensure reps are trained to articulate the product value across Army, Air Force, Navy, SOCOM, IC, and international partners.
• Drive operational consistency across U.S. and international sales, ensuring scalable processes and compliance with export-control and security rules.
• Serve as a key member of the GTM leadership team, influencing strategic decisions on markets, pricing, product direction, and resource allocation.

Capture Manager

VP, Sales Operations