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Karman Space & Defense
Senior Director, Capture and Growth Operations
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What they do
A Director of Operations is responsible for the day-to-day operations of a company or organization. Plans, organizes, directs and evaluates delivery of goods and services. Supervises staff, oversee projects and daily work activities. May have responsibility for managing supplies and materials, budgets or customer relations; may serve as liaison to senior management.
$164,338 / year median in California
+8% projected growth
Job Description
Karman Space & Defense is a leader in the rapid design, development, and production of critical, next-generation system solutions that align with the U.S. Department of Wars core mission priorities and meet our nations accelerating demand for access to space. Building on nearly 50 years of success, we deliver Payload & Protection Systems, Aero/Hydrodynamic Interstage Systems, and Propulsion & Launch Systems to more than 80 prime contractors supporting over 130 space and defense programs.
In this role, you will lead Karmans centralized growth organization and drive the conversion of a rapidly expanding pipeline into predictable, defensible backlog. You will oversee core business development functionsincluding capture governance, competitive intelligence and price-to-win, long-range planning, and government relationswhile shaping the tools, processes, and analytical rigor that guide pursuit decisions, resource allocation, and executive-level strategy.
ResponsibilitiesLead the company-wide capture process, including gate reviews, winprobability methodology, pipeline reviews, bid/nobid criteria, proposal processes and tools, and lessons learned, ensuring consistent application across all segments.
Own the pipeline and customer relationship management (CRM) platform and reporting infrastructure, ensuring data quality that supports executive forecasting and resource allocation.
Coach and upskill segment Capture Managers through a dotted-line relationship to build capability and drive adoption of best practices.
Direct the Competitive Intelligence and PricetoWin function by overseeing structured analysis of competitor postures, pricing strategies, teaming approaches, and strengths and weaknesses across priority pursuits.
Lead development of the companys Long Range Plan (LRP) for bookings by coordinating with segment leadership and Finance to build a bottomsup forecast grounded in pipeline data and aligned with company revenue and growth commitments.
Track orders attainment against LRP commitments, identify variance drivers, and escalate risks requiring reforecasting or pipeline action.
Govern the business development technology stack, including CRM, proposal development tools, competitive intelligence and pricetowin tools, pricing and costestimating systems, and LRP forecasting infrastructure.
Evaluate and prioritize artificial intelligence and automation applications that enhance business development performance and create leverage across the growth organization.
Oversee Government Relations activities and external legislative consultants to ensure appropriate visibility within congressional, committee, and U.S. Department of War policy communities, integrating legislative intelligence into capture and LRP planning.
Oversee governance, administration, and compliance of Karmans Political Action Committee (PAC).Required QualificationsBachelors degree in Business, Engineering, or a related field.
Ten or more years of aerospace and defense experience spanning at least two functions such as capture governance, competitive intelligence and pricetowin, or longrange planning.
Leadership experience overseeing direct reports and matrixed teams through competing, timesensitive deliverables.
Demonstrated experience building or scaling a capture and proposal function during a highgrowth period.
Direct experience standing up or owning a stagegate capture process in a multisegment or multibusinessunit defense organization.
Working knowledge of Federal Acquisition Regulation (FAR), Defense Federal Acquisition Regulation Supplement (DFARS), U.S. Department of War acquisition processes, and government contract types such as FirmFixedPrice (FFP), costplus, and Indefinite Delivery/Indefinite Quantity (IDIQ).Strong executive communication skills supporting engagement with senior leadership stakeholders.
Preferred QualificationsAdvanced degree or Master of Business Administration (MBA).Prior experience as a capture or proposal director at a midtier or large defense company serving multiple business units.
Association of Proposal Management Professionals (APMP) Foundation, Practitioner, or Professional certification.
Familiarity with government contract pricing, FAR Part 15, and Cost Accounting Standards (CAS).Experience building or scaling a competitive intelligence and pricetowin function or contributing structured competitive intelligence to capture decisions.
Experience in a publicly traded defense company environment supporting pipeline reporting and governance processes.
Special MentionsModerate (20%) travel is required, along with the ability to support teams across multiple time zones.
This position requires U.S. person status under U.S. export control laws, including U.S. citizens and nationals, lawful permanent residents, refugees, and asylees.
BenefitsMedical, dental, and vision insurance401(k) with company matchPaid time offHealth Savings Account (HSA) with company contributionFlexible Spending Accounts (FSA)Companypaid life and AD\&D insuranceShort and longterm disability coverageTuition reimbursementKarman Space and Defense is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, disability, genetic information, protected veteran status, or any other status protected by applicable law.
In this role, you will lead Karmans centralized growth organization and drive the conversion of a rapidly expanding pipeline into predictable, defensible backlog. You will oversee core business development functionsincluding capture governance, competitive intelligence and price-to-win, long-range planning, and government relationswhile shaping the tools, processes, and analytical rigor that guide pursuit decisions, resource allocation, and executive-level strategy.
ResponsibilitiesLead the company-wide capture process, including gate reviews, winprobability methodology, pipeline reviews, bid/nobid criteria, proposal processes and tools, and lessons learned, ensuring consistent application across all segments.
Own the pipeline and customer relationship management (CRM) platform and reporting infrastructure, ensuring data quality that supports executive forecasting and resource allocation.
Coach and upskill segment Capture Managers through a dotted-line relationship to build capability and drive adoption of best practices.
Direct the Competitive Intelligence and PricetoWin function by overseeing structured analysis of competitor postures, pricing strategies, teaming approaches, and strengths and weaknesses across priority pursuits.
Lead development of the companys Long Range Plan (LRP) for bookings by coordinating with segment leadership and Finance to build a bottomsup forecast grounded in pipeline data and aligned with company revenue and growth commitments.
Track orders attainment against LRP commitments, identify variance drivers, and escalate risks requiring reforecasting or pipeline action.
Govern the business development technology stack, including CRM, proposal development tools, competitive intelligence and pricetowin tools, pricing and costestimating systems, and LRP forecasting infrastructure.
Evaluate and prioritize artificial intelligence and automation applications that enhance business development performance and create leverage across the growth organization.
Oversee Government Relations activities and external legislative consultants to ensure appropriate visibility within congressional, committee, and U.S. Department of War policy communities, integrating legislative intelligence into capture and LRP planning.
Oversee governance, administration, and compliance of Karmans Political Action Committee (PAC).Required QualificationsBachelors degree in Business, Engineering, or a related field.
Ten or more years of aerospace and defense experience spanning at least two functions such as capture governance, competitive intelligence and pricetowin, or longrange planning.
Leadership experience overseeing direct reports and matrixed teams through competing, timesensitive deliverables.
Demonstrated experience building or scaling a capture and proposal function during a highgrowth period.
Direct experience standing up or owning a stagegate capture process in a multisegment or multibusinessunit defense organization.
Working knowledge of Federal Acquisition Regulation (FAR), Defense Federal Acquisition Regulation Supplement (DFARS), U.S. Department of War acquisition processes, and government contract types such as FirmFixedPrice (FFP), costplus, and Indefinite Delivery/Indefinite Quantity (IDIQ).Strong executive communication skills supporting engagement with senior leadership stakeholders.
Preferred QualificationsAdvanced degree or Master of Business Administration (MBA).Prior experience as a capture or proposal director at a midtier or large defense company serving multiple business units.
Association of Proposal Management Professionals (APMP) Foundation, Practitioner, or Professional certification.
Familiarity with government contract pricing, FAR Part 15, and Cost Accounting Standards (CAS).Experience building or scaling a competitive intelligence and pricetowin function or contributing structured competitive intelligence to capture decisions.
Experience in a publicly traded defense company environment supporting pipeline reporting and governance processes.
Special MentionsModerate (20%) travel is required, along with the ability to support teams across multiple time zones.
This position requires U.S. person status under U.S. export control laws, including U.S. citizens and nationals, lawful permanent residents, refugees, and asylees.
BenefitsMedical, dental, and vision insurance401(k) with company matchPaid time offHealth Savings Account (HSA) with company contributionFlexible Spending Accounts (FSA)Companypaid life and AD\&D insuranceShort and longterm disability coverageTuition reimbursementKarman Space and Defense is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, disability, genetic information, protected veteran status, or any other status protected by applicable law.