Capture Manager

About Darkhive, LLC 

Darkhive is making robotics accessible. Established in 2021, we are focused on the application of robotics in the public safety and defense communities. Our approach in accessibility is built on three pillars: low-cost, ease-of-use, and open interface design.   

With our autonomy software stack, military and public safety users intuitively interact with our robotics platforms which enable them to understand their environment and make decisions when it matters most.  Our palm-sized, autonomous drone demonstrates the capabilities of our integrated software and hardware solutions. 

Darkhive is a growing group of U.S. Special Operations veterans, aerospace engineers, robotics perception experts, DevSecOps, defense technology executives, and superb support staff-above all, we are mission first team.  We believe that the U.S. and our allies around the world deserve high-quality, affordable tools that keep them safe when each second counts.  

If you are a free-thinking problem solver who is looking for a highly collaborative and innovative environment, apply with Darkhive today! 

The Capture Manager Role: 

Lead organization wide long-term revenue capture by identifying, shaping, crafting, and winning major contracts and other funding opportunities while working closely with cross-functional teams and providing direct input to broader Go-to-Market strategy 

• Map Capture Opportunities 
  Primarily responsible for navigating contract opportunities, various types of funding & vehicles, DoD and public safety organizations, and procurement processes to inform Darkhive go to market for large, programmatic opportunities across defense and public safety markets. Interpret and help prioritize myriad of potential opportunities to best position existing & future products to support end user needs and win opportunities. 

• Pursue & Win Major Revenue Moments 
  Craft and write proposals and responses to solicitations across types of opportunity, working closely with cross-functional teams internally and select stakeholders externally. Drive the success of larger programmatic opportunities from identification to close, leveraging input and support from across the Revenue team and broader organization. 

• Drive Opportunity Shaping & Stakeholder Management 
  Work to not only pursue & capture existing opportunities, but help identify key stakeholders across target verticals and shape opportunities pre-emptively, enabling end users & customers to construct the programmatic opportunities that best position industry to help meet their existing capability gaps and pain points. Lead and support relationship management across key operational and procurement organizations. 

• Enable Contract Success 
  Help enable existing success motions across contract management, tactical applications, and product to best support customers of capture activities & contracts. Inform customer success approach and provide critical context on customers, existing relationships, and performance expectations. Freedom to engage & support customer success across touchpoints, to include conferences, demonstrations, and direct engagements. 
   

The Capture Manager is an exempt, non-supervisory position reporting to the VP of Defense Strategy.  This position can be on-site in San Antonio, Texas or hybrid with the expectation of up to 50% travel to headquarters, customer sites, and to tactical field and demonstration environments. 
 
This position has a base salary plus potential commission and bonus. 

Qualifications you bring: 

• Passion for navigating complex organizations and fragmented processes to drive the adoption of innovative technologies forward in defense and public safety 

• Demonstrated experience navigating the defense procurement and contracting process, either as a performer, program manager, government customer, or other stakeholder 

• High-output, low-ego approach to working in dynamic, often ambiguous environments 

• Excellent written and verbal communication skills and proven track record of effective communications, ideally to defense or public sector stakeholders 

• Robust understanding of government contract award and management 

• Relevant understanding of defense and public safety hardware and software products, specifically unmanned systems, robotics, autonomy solutions, and mission software 

Bonus Qualifications: 

• Demonstrated ability to manage large commercial opportunities and drive progress across both internal stakeholders and external champions, buyers, and/or users 

• Proven ability to identify, shape, prepare, and capture contract opportunities with the Department of Defense and/or broader federal government 

• U.S. Military Veteran 

• An active security clearance (this is not a requirement for the position). 

Physical and/or Mental Requirements 

• Ability to sit and/or stand for periods of time. 

• Ability to use a keyboard, mouse, and other equipment with or without accommodations. 

• Ability to maintain awareness during business hours. 

• Ability to lift up to 15 pounds. 

• Excellent written and verbal communication and good command of the English language. 

• Learns and memorizes routine tasks. 

• Reasonable accommodations will be provided to any person with a disability to be able to perform the essential job functions of this position. 

• Darkhive retains the right to change or assign other duties as required for this position.  

Selection Process: 

• Hiring team reviews applications 

• 30-minute phone screen with the hiring manager 

• Candidate conducts product sales pitch 

• Panel Interview 

• In-person or video Final Interview 

Benefits Darkhive offers: 

• Comprehensive medical plans; 2 plans are 100% employer paid insurance premiums 

• 100% employer paid dental and vision insurance premiums 

• Automatic 401k employer contribution with immediate vesting 

• Unlimited vacation 

• 11 Paid holidays 

• Accrued sick leave 

• Stock options 

• Welcoming and friendly work environment 

• Respect of work-life balance 

Darkhive is an equal-opportunity employer and prohibits discrimination and harassment against any employee or applicant because of race, color, gender (including pregnancy), age, gender identity, creed, religion, national origin, sexual orientation, marital status, genetic information, disability, political affiliation, protected veteran status, or any other status protected by federal, state, or local law.