Capture Engineer

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)