Senior Capture Manager

Umbra builds next-generation space systems that observe the Earth in unprecedented fidelity. 

Our mission: Deliver global omniscience. 

To stay ahead of climate change, geopolitical risk, and other major crises and issues, we need a global understanding of what is changing, where, and how fast. Umbra creates the highest quality synthetic aperture radar data available commercially and supports a growing number of inspiring and innovative organizations monitoring the Earth in unprecedented fidelity. We empower our customers to create the solutions that inform and address our planet’s most pressing needs. We’re helping to create a brand-new industry that has never meaningfully existed before. 

As a Senior Capture Manager at Umbra, you'll drive the execution of our capture process for data sales and related services from shaping new opportunities, to responding to formal solicitations. You'll collaborate with technical and product teams, help shape capture strategy for key U.S. and allied defense, intelligence, and civil missions, and act as a voice of the customer within Umbra to inform technical roadmap decisions. Your technical expertise in remote sensing and commitment to deeply understanding customer needs will guide our capture efforts, influence internal development, and support long-term capture efforts that align customer mission requirements with Umbra’s R&D goals. 

Our aim is to hire this position in to work in Umbra's Arlington, VA office.  However, we are open to considering Hybrid applicants located in the VA/DC/MD area, and applicants located in Santa Barbara, CA.

Key Responsibilities

Capture Management: 

• Design, maintain, and lead the capture process for major government and commercial opportunities, including facilitation of internal decision gates.
• Develop and execute detailed capture plans for target accounts, including win themes, competitive analysis, teaming strategies, and profitability estimates.
• Build and maintain relationships with key decision-makers within target agencies and partner companies and support the business development teams in shaping opportunities with new and existing accounts.

Proposal Management: 

• Own the entire proposal process from Request for Proposal (RFP) analysis, proposal writing, compliance review, and final submission.
• Consult with cross-functional teams (e.g. solutions architects, product, legal, finance) to ensure both feasibility and strategic alignment of proposals to internal resources.
• Ensure all proposals are compliant with RFP requirements, including technical, management, and cost volumes.
• Manage proposal schedules, internal reviews, and quality control processes. 

Business Development: 

• Support the business development and program management teams in shaping growth opportunities with new and existing accounts as a tertiary responsibility if bandwidth allows after capture and proposal management duties are accounted for. 
• Attend industry events, conferences, and meetings, and briefings to represent the company, engage with potential customers, and validate fit between expressed requirements and known technical roadmap. 

Requirements

Required Qualifications

• 6+years of capture management experience
• Bachelor's degree or equivalent experience

• Proven success in the aerospace and defense industry, with a strong focus on space-related programs. 

• Established track record in the GEOINT community. 

• Experience leading the capture of diverse government programs, ranging from early-stage initiatives to major acquisitions. 

• Willingness to travel monthly for conferences and customer engagements. 

• Strong leadership skills with experience developing and guiding cross-functional teams. 

• Experience in recruiting, managing, and mentoring colleagues. 

• Comfort and enthusiasm for public speaking and representing Umbra in industry forums. 

• Ability to grasp complex technical concepts and effectively communicate them to non-technical audiences. 

• Excellent written and verbal communication skills. 

• Excitement to work in a fast-paced, dynamic startup environment.  

Desired Qualifications

• Experience working with key U.S. government agencies, including NRO, NGA, SOCOM, Air Force, USSF, SSC, or NASA. 

• Proven experience in direct user outreach to drive product demand. 

• Background in developing, operating, or utilizing data from space systems. 

• Strong skills in designing, implementing, and scaling formal business processes. 

• TS/SCI clearance active within the past 2 years. 

Benefits

• Flexible Time Off, Sick, Family & Medical Leave
• Medical, Dental, Vision, Life, LTD, STD (employer funded)
• Vol Life, Critical Illness, Accidental, Hospital Indemnity, Pet Insurance (employee funded)
• 401k with 3% non-elective company contribution
• Stock Options

Umbra is an Equal Opportunity Employer that is committed to inclusion and diversity. We take affirmative action to ensure equal opportunity for all applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, Veteran status, or other legally protected characteristics.

Employment Eligibility Verification

In compliance with federal laws, all hired persons will be required to verify their identity and eligibility to work in the United States by completing the required Employment Eligibility Verification Form (I-9 Form) upon hire.

ITAR/EAR Requirements

This position may include access to technology and/or data that is subject to U.S. export controls pursuant to ITAR and EAR. To comply with federal export controls, all persons hired must be a U.S. citizen, U.S. national, U.S. lawful permanent resident, refugee or asylee as defined by 8 U.S.C. § 1324b(a)(3), or must otherwise be eligible to obtain the required authorizations from the U.S. Department of State and/or U.S. Department of Commerce as applicable.

Pay Transparency
This job posting may cover multiple career levels. To ensure greater transparency, we provide base salary ranges for all roles, regardless of location. Our standard pay ranges are based on the role’s function and level, benchmarked against similar growth-stage companies. Compensation may vary based on geographical location, as certain regions may have different cost-of-living factors. The final offer will also be influenced by the candidate's skills, responsibilities, and relevant experience.

Compensation Range

The Compensation Range for this role is $120,000 - $180,000