Darkhive, Inc - Head of Bid & Proposal

Darkhive, Inc - Head of Bid & Proposal





















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Head of Bid & Proposal






Darkhive, Inc





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Head of Bid & Proposal




Remote in Washington D.C. Area









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Description
About DarkhiveEstablished 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!Head of Bid & ProposalDivision: Strategy & Business DevelopmentAbout the RoleSenior growth leader responsible for driving the full pursuit lifecycle — from early market shaping through proposal submission and award. Sitting within the Strategy & Business Development division, this role goes well beyond proposal execution: you will help define which opportunities to pursue, shape requirements before solicitations release, develop winning capture strategies, and lead high-quality proposal responses that convert pipeline into revenue.This is a critical hire for a high-growth defense tech startup where you will build and scale the proposals function from the ground up, operating as both a strategic partner to BD leadership and a hands-on operator who gets proposals out the door.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 ResponsibilitiesCapture Strategy & Pipeline DevelopmentContribute to the company's long-range BD strategy, helping prioritize markets, customers, and contract vehicles to pursueOwn and manage the opportunity pipeline (e.g., Salesforce, GovWin IQ), tracking pursuit status from early identification through awardLead or co-lead capture planning efforts, developing win strategies, customer engagement plans, and competitive positioning well ahead of RFP releaseLead and facilitate bid/no-bid and gate reviews as a voting stakeholder, bringing data-driven recommendations to leadershipDevelop and maintain competitor gap analyses and price-to-win inputs in coordination with pricing and finance teamsSupport annual revenue forecasting by aligning proposal activity with BD targets and bookings goalsMarket & Competitive IntelligenceMonitor defense budget priorities (FYDP, NDAA), procurement trends, and agency spending patterns to inform pursuit decisionsConduct and synthesize competitive analysis on incumbent contractors, peer companies, and emerging playersIdentify white space opportunities where the company's capabilities align with unmet or emerging government needsTrack and advise on non-traditional acquisition pathways including OTAs, SBIRs, and consortium vehiclesCustomer Engagement & ShapingParticipate in customer call plans alongside BD leads, helping shape requirements before solicitation releaseAttend industry days, conferences (AUSA, AFCEA, DSEI), and pre-solicitation meetings to gather intelligence and build relationshipsSupport capability briefings and positioning materials for government customer meetingsDevelop and maintain relationships with key program offices and contracting officers relevant to the company's target marketsProposal Leadership & ExecutionLead the full proposal lifecycle from solicitation release through submission, including RFIs, RFPs, RFQs, Sources Sought, and white papersDevelop compliant, compelling, and winning proposals for DoD and federal agency opportunities across contract types (FFP, CPFF, T&M, IDIQ, OTA, SBIR/STTR)Manage cross-functional proposal teams spanning technical, pricing, contracts, and executive contributorsEstablish and enforce proposal schedules, outlines, compliance matrices, and color team reviews (Pink, Red, Gold)Write and edit executive summaries, management approaches, past performance volumes, and key narrative sectionsEnsure full compliance with FAR/DFARS requirements and all solicitation instructionsTeaming & Partner StrategyIdentify, vet, and help negotiate with potential prime and subcontractor partners to strengthen pursuit positioningDevelop and maintain a network of teaming partners aligned to the company's target programs and capability gapsContribute to OTA consortium participation and other non-traditional acquisition strategiesProcess, Tools & OperationsBuild and scale a repeatable, high-quality proposal development process, content library, and reusable asset repositoryImplement and enforce tools, templates, and methodologies (e.g., Shipley) to improve proposal quality and efficiencyTrack and report on proposal pipeline metrics, win rates, submission volume, and lessons learnedCollaborate with product, engineering, and program teams to identify new capability offerings that can be positioned for future bidsTeam LeadershipRecruit, mentor, and manage proposal writers, coordinators, and volume leads as the team scalesBuild a high-performing capture and proposals function that can support increasing bid volume and complexityFoster a culture of accountability, continuous improvement, and cross-functional collaboration within the BD divisionQualificationsRequired10+ years of capture and proposal management experience in defense or federal government contractingProven track record winning DoD contracts across a range of vehicles (SBIR/STTR, IDIQs, OTAs, FFP, CPFF)Experience operating in a BD or strategy function, not just a standalone proposals roleDeep familiarity with FAR/DFARS, defense acquisition processes, and solicitation typesProficiency with Shipley or a comparable proposal development methodologyStrong writing, editing, and strategic communication skillsDemonstrated ability to manage multiple concurrent pursuits under tight deadlinesExperience with pipeline management tools (GovWin IQ, Salesforce, or equivalent)Comfortable influencing without authority across technical, executive, and BD stakeholdersPreferredA PMP certification (Practitioner or Professional level)Experience with SOCOM, Army, Navy, Air Force, OSD, or IC programsFamiliarity with cost/price volume development and coordination with financeExperience building or scaling a capture/proposals function at a startup or growth-stage companyExisting relationships with DoD program offices or contracting communitiesActive security clearance or clearance eligibility (Secret or above)Direct experience in the Uncrewed Aircraft Systems (UAS) or robotics industryWhat Success Looks Like30–60 DaysProposal process, templates, and compliance checklists documented and in usePipeline reviewed and pursuit priorities aligned with BD leadershipKey internal stakeholders mapped and relationships established90–180 DaysColor team review cadence established and consistently executedContent library seeded with reusable past performance, capabilities, and management narrativesAt least one major proposal led from kickoff through submissionYear 1Win rate at or above industry benchmark (~45–55%)Capture process integrated with BD pipeline reviews and gate decisionsTeaming network established for key target programsProposals function scaled to support growing bid volumePhysical 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 teamBenefits 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.


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