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
Other requirements
All roles at Nava require the following
Legal authorization to work in the United States
Ability to meet any other requirements for government contracts for which candidates are hired
Work authorization that doesn’t require visa sponsorship, now or in the future
May be subject to a government background check or security clearance, depending on the contract
Perks working with Nava
Health coverage — comprehensive medical, dental, and vision plans to support your overall health needs
Insurance coverage — Nava provides disability, life, and accidental death insurance at no cost
Time off — vacation, holidays (including Juneteenth), and floating holidays to rest and recharge
Company holidays — enjoy 12 paid federal holidays each year on top of your regular PTO
Annual bonus — when Nava meets its goals, eligible employees receive a performance-based annual bonus
Parental leave — paid time off for new parents, plus weekly meals delivered to your home
Wellness program — full platform offering physical, mental, & emotional health resources & support tools
Virtual care — see doctors online with no copay through a virtual visit program (depending on available providers)
Sabbatical leave — earn extended unpaid leave after continuous service for personal growth or rest
401(k) match — Nava matches 4% of your salary to support your retirement savings plan
Flexible work — remote-first environment with flexibility built around your schedule and responsibilities
Home office setup — company laptop & setup assistance provided via Staples for remote work needs
Utility support — monthly reimbursement to help offset eligible home office utility expenses
Learning opportunities — internal training programs and resources to help grow your professional skills
Development opportunities — LinkedIn Learning access & an annual allowance for courses, tuition, & certs
Referral bonus — get rewarded when you refer great people who join the Nava team
Commuter benefits — pre-tax commuter programs to support in-office travel when applicable
Supportive culture — A collaborative and remote-friendly team environment where people genuinely care
Location
We have fully remote options if you reside in one of the following states:
Alabama, Arizona, California, Colorado, Connecticut, DC, Delaware, Florida, Georgia, Illinois, Kentucky, Louisiana, Maine, Maryland, Massachusetts, Michigan, Minnesota, Missouri, Nevada, North Carolina, New Jersey, New York, Ohio, Oklahoma, Oregon, Pennsylvania, Rhode Island, South Carolina, Texas, Tennessee, Utah, Virginia, Washington, Wisconsin
If you are not living in one of the states listed above, unfortunately, you will not be considered for a position at this time.
Stay in touch
Sign up for our newsletter to find out about career opportunities, new partnerships, and news from the broader civic tech community.
Please contact the recruiting team at recruiting@navapbc.com if you would like to request any form of reasonable accommodation during the application or interviewing process.
We participate in E-Verify. Upon hire, we will provide the federal government with your Form I-9 information to confirm that you are authorized to work in the U.S. This role requires you to work from the contiguous United States.
Equal Employment Opportunity
Nava is committed to providing equal employment opportunities without discrimination or harassment on the basis of race, gender and/or gender identity or expression, color, creed, religion, religious creed, age, national origin, ethnicity, disability, veteran or military status, sex, sexual orientation, reproductive health autonomy, pregnancy, childbirth, and medical conditions related to pregnancy or childbirth, genetic information, domestic violence victim status, marital status, citizenship status, or any other characteristic protected by law. Nava prohibits any such discrimination or harassment. This policy applies to all employees, applicants, contractors, and temporary workers of Nava.
