Darkhive, Inc - Bid & Capture Manager

About Darkhive

Established in 2021, Darkhive builds hardware and software solutions designed to seamlessly integrate into the military defense system. We offer tactical uncrewed systems, human-machine interfaces, and software continuous delivery platforms.

Darkhive is a company of U.S. Special Operations veterans, engineers, robotics perception experts, DevSecOps, defense technology executives, and superb support staff—above all, we are a 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!

Bid & Capture Manager
Focus: Strategy, pipeline, market intelligence, and customer/partner shaping.
Goal: Identifying the right opportunities and ensuring Darkhive is positioned to win before the RFP drops.

This is a full-time position. This role is remote with the requirement to be located in the Washington D.C. area. Up to 25% travel expected.

Key Responsibilities

• Capture Strategy: Lead capture planning for prioritized opportunities; develop win themes, competitive positioning, and customer engagement plans.
• Pipeline Management: Own and maintain the opportunity pipeline (Salesforce/GovWin), ensuring data accuracy from early identification through award.
• Market Intelligence: Monitor DoD budget priorities (FYDP, NDAA) and conduct competitive analysis on incumbents and emerging peer companies.
• Customer & Teaming: Participate in customer call plans to shape requirements; identify and vet potential prime/subcontractor partners to strengthen bids.
• Bid/No-Bid Leadership: Facilitate the gate review process, providing data-driven recommendations to leadership on which pursuits to greenlight.
• Non-Traditional Pathways: Identify opportunities within OTAs, SBIRs, and consortium vehicles that align with Darkhive’s technology roadmap.

Required Qualifications

• 5–7+ years of experience in defense business development or capture management.
• Proven ability to build "Price-to-Win" models and competitive gap analyses.
• Strong understanding of the DoD acquisition lifecycle and various contract vehicles (IDIQ, OTA).
• Ability to travel to industry days and customer meetings (AUSA, AFCEA).

Bonus Qualifications

• Experience with SOCOM, Army, Navy, Air Force, OSD, or IC programs
• Familiarity with cost/price volume development and coordination with finance
• Experience building or scaling a capture function at a startup or growth-stage company
• Existing relationships with DoD program offices or contracting communities
• Active security clearance or clearance eligibility (Secret or above)
• Direct experience in the Uncrewed Aircraft Systems (UAS) or robotics industry

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
• 15-minute pre-screen with Darkhive recruiter
• 30-minute phone screen with the hiring manager
• Take home project
• In-person or video interview with hiring team

Benefits Darkhive offers

• Comprehensive medical plans
• 100% employer paid dental and vision insurance premiums
• Automatic 401k employer contribution with vesting
• Paid vacation and personal time off
• 11 Paid holidays
• 5 days of 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.