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.