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!
Head of Bid & Proposal
Division: Strategy & Business Development
About the Role
Senior 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 Responsibilities
Capture Strategy & Pipeline Development
- Contribute to the company's long-range BD strategy, helping prioritize markets, customers, and contract vehicles to pursue
- Own and manage the opportunity pipeline (e.g., Salesforce, GovWin IQ), tracking pursuit status from early identification through award
- Lead or co-lead capture planning efforts, developing win strategies, customer engagement plans, and competitive positioning well ahead of RFP release
- Lead and facilitate bid/no-bid and gate reviews as a voting stakeholder, bringing data-driven recommendations to leadership
- Develop and maintain competitor gap analyses and price-to-win inputs in coordination with pricing and finance teams
- Support annual revenue forecasting by aligning proposal activity with BD targets and bookings goals
Market & Competitive Intelligence
- Monitor defense budget priorities (FYDP, NDAA), procurement trends, and agency spending patterns to inform pursuit decisions
- Conduct and synthesize competitive analysis on incumbent contractors, peer companies, and emerging players
- Identify white space opportunities where the company's capabilities align with unmet or emerging government needs
- Track and advise on non-traditional acquisition pathways including OTAs, SBIRs, and consortium vehicles
Customer Engagement & Shaping
- Participate in customer call plans alongside BD leads, helping shape requirements before solicitation release
- Attend industry days, conferences (AUSA, AFCEA, DSEI), and pre-solicitation meetings to gather intelligence and build relationships
- Support capability briefings and positioning materials for government customer meetings
- Develop and maintain relationships with key program offices and contracting officers relevant to the company's target markets
Proposal Leadership & Execution
- Lead the full proposal lifecycle from solicitation release through submission, including RFIs, RFPs, RFQs, Sources Sought, and white papers
- Develop 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 contributors
- Establish 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 sections
- Ensure full compliance with FAR/DFARS requirements and all solicitation instructions
Teaming & Partner Strategy
- Identify, vet, and help negotiate with potential prime and subcontractor partners to strengthen pursuit positioning
- Develop and maintain a network of teaming partners aligned to the company's target programs and capability gaps
- Contribute to OTA consortium participation and other non-traditional acquisition strategies
Process, Tools & Operations
- Build and scale a repeatable, high-quality proposal development process, content library, and reusable asset repository
- Implement and enforce tools, templates, and methodologies (e.g., Shipley) to improve proposal quality and efficiency
- Track and report on proposal pipeline metrics, win rates, submission volume, and lessons learned
- Collaborate with product, engineering, and program teams to identify new capability offerings that can be positioned for future bids
Team Leadership
- Recruit, mentor, and manage proposal writers, coordinators, and volume leads as the team scales
- Build a high-performing capture and proposals function that can support increasing bid volume and complexity
- Foster a culture of accountability, continuous improvement, and cross-functional collaboration within the BD division
Qualifications
Required
- 10+ years of capture and proposal management experience in defense or federal government contracting
- Proven 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 role
- Deep familiarity with FAR/DFARS, defense acquisition processes, and solicitation types
- Proficiency with Shipley or a comparable proposal development methodology
- Strong writing, editing, and strategic communication skills
- Demonstrated ability to manage multiple concurrent pursuits under tight deadlines
- Experience with pipeline management tools (GovWin IQ, Salesforce, or equivalent)
- Comfortable influencing without authority across technical, executive, and BD stakeholders
Preferred
- A PMP certification (Practitioner or Professional level)
- 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/proposals 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
What Success Looks Like
30–60 Days
- Proposal process, templates, and compliance checklists documented and in use
- Pipeline reviewed and pursuit priorities aligned with BD leadership
- Key internal stakeholders mapped and relationships established
90–180 Days
- Color team review cadence established and consistently executed
- Content library seeded with reusable past performance, capabilities, and management narratives
- At least one major proposal led from kickoff through submission
Year 1
- Win rate at or above industry benchmark (~45–55%)
- Capture process integrated with BD pipeline reviews and gate decisions
- Teaming network established for key target programs
- Proposals function scaled to support growing bid volume
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.