Capture Engineer

Position summary

The Capture Engineer is a territory-based specialist and the primary client-facing role within Nava’s State BD function. This role owns the full capture loop within an assigned portfolio of states - from first signal through close - developing state-specific strategies, building trusted relationships with government stakeholders, translating market intelligence into qualified leads, and coordinating cross-functionally to position Nava as the preferred partner before RFPs drop.

The Capture Engineer role brings increased technical rigor, AI-native operating habits, and self-reliance in generating materials and running outbound strategy. The role is designed to compress the specialist-handoff architecture that previously split relationship coverage, technical credibility, and pursuit strategy across multiple people.

What you'll do

Territory Strategy & Capture Planning

Own a portfolio of 3–5 states; develop and maintain a territory capture plan for each state defining ICPs, political context, trigger conditions, relationship maps, assets in market, and 90-day activity plans

Develop state-specific win strategies that include identification of target opportunities, understanding of political and procurement context, and prioritized next actions

Translate market intelligence from the RevOps/BD Analyst layer into qualified leads and recommended actions tied to specific opportunities

Lead discovery sessions, technical workshops, and working sessions with state agency stakeholders; pull in Solutions Architects only where technical depth genuinely requires it

Conduct pre-RFP requirement shaping conversations with agency stakeholders to define procurement requirements that favor Nava’s approach

Stakeholder Relationship Management

Build and maintain warm, trust-based relationships with 8–12 state agency contacts per territory, including economic buyers, technical evaluators, political blockers, and internal champions

Deliver value-additive touchpoints to stakeholders — peer state intelligence, federal guidance, relevant case studies — without explicit asks

Hold credible conversations with state CIOs and agency program directors on agency strategic priorities, federal compliance environment, technical architecture, and operational challenges without needing a lifeline

Represent Nava at relevant conferences, state-level events, and industry gatherings within assigned territories

AI-Native Content & Asset Generation

Self-generate outbound materials including one-pagers, briefing packets, state-specific capability summaries, and demo assets using AI-native tools and Nava’s institutional knowledge base

Develop product-based wedge materials — prototypes, demonstration assets, and click-engagement content — that support the state product-led go-to-market motion

Operate with an AI-first orientation across intelligence gathering, asset creation, synthesis, and outbound strategy; use AI tools to reduce time on tasks that do not require human judgment

Pursuit & Pipeline Contribution

Own win theme development and pursuit strategy on below-threshold opportunities; co-lead with the Capture Manager on above-threshold pursuits

Surface opportunity signals into the pipeline — budget shifts, personnel changes, federal compliance pressure, peer state movements — each tied to a recommended next action

Coordinate with RevOps so intelligence flows bidirectionally, oriented to the territory capture plan

Identify when a POC or product demonstration is the right next move; design and lead those engagements with Solutions Architect depth pulled in as needed

Required skills

Experience: 3–7 years in a client-facing, capture, business development, or territory management role in a government technology, civic tech, or public sector consulting environment

Government & program fluency: Working knowledge of state government agency operations, federal compliance environment, and the programs Nava serves (SNAP, Medicaid, UI, PFML, child care). Able to hold substantive conversations with agency leaders without needing a subject matter expert in the room

Technical credibility: Demonstrated ability to engage credibly with technical buyers (state CIOs, CDOs, agency architects) on implementation approach, data systems, and technology modernization. Does not require engineering depth, but must demonstrate enough technical fluency to engage credibly when technical questions arise

Capture & sales motion evidence: Track record of building relationships in a government procurement context, shaping requirements pre-RFP, and developing win strategies on competitive pursuits

AI-native orientation: Active user of AI tools for research, writing, synthesis, and outbound asset generation. Treats AI as a core productivity layer, not a novelty

Self-reliance & high motor: Proactively generates assets, surfaces insights, and moves territory strategy forward without needing to be directed. Comfortable producing first drafts and prototype materials independently

Mission alignment: Genuine orientation toward the mission of improving how government serves people

Directional familiarity with the civic tech ecosystem (NASWA, APHSA, Code for America, NASCIO)

Desired skills

Experience at a civic tech organization or digital service alumni

Background in or strong network into one or more geographic priority states: NY, CA, CO, MA, VA, NJ, MN, PA

Experience with product-led go-to-market motions, including POC design, demo facilitation, or prototype-based business development

Familiarity with Shipley or similar capture/proposal methodologies

Prior experience transitioning from a delivery or technical role into a client-facing or BD capacity

Role is eligible for a performance-based bonus of up to 10–20% of base salary (role/level dependent), tied to individual quota attainment, in addition to base salary.

Compensation

$119,700—$147,600 USD