Senior Director of Capture, Defense
Pivotal, Washington, District of Columbia, United States
Overview
Pivotal is the leader in the emerging market of electric Vertical Takeoff and Landing (eVTOL) aircraft. The company designs, develops, and manufactures light eVTOL aircraft, renowned for BlackFly, the first light eVTOL to fly manned missions and enter the consumer and defense markets. Pivotal vehicles are efficient, compact, and simple, designed for a wide range of applications including civilian and defense. Their distinctive tilt‑aircraft architecture and scalable platform showcase a decade of preparation for market entry. The next‑generation aircraft, the Helix, is planned for general release and scalable production in 2026. Current defense use cases include C‑UAS, CASEVAC, contested logistics, re‑supply, and tactical insertion and extraction.
Responsibilities
Leverage the company’s operational dual‑use lightweight eVTOL technology to identify, cultivate, and meet high‑value mission needs, defined and emerging by DoD end users. Pursue applications that match the company’s architecture and technology, autonomy, and systems integration capabilities.
Collaborate across all branches of the US Military, including requirements generation customers, centers of excellence, acquisition centers, R&D activities, COCOMs, user commands, and defense technology incubator organizations, to identify and grow developmental, experimental, and procurement opportunities and create investment opportunities.
Leverage relationships and experience in winning contract awards for development and demonstration within the defense innovation ecosystem, including SOFWERX, DIU, AFWERX Agility Prime, Marine Corps Warfighting Lab, AFRL, Joint Rapid Acquisition Cell, and NavalX.
Engage with selected combatant commands (e.g. SOCOM, CENTCOM) to develop end‑user “pull” and inform solution requirements.
Collaborate internally with executive leadership, engineering, operations and training, product management, and third‑party partners to shape opportunities and execute flawless technology and capability demonstrations.
Operate hands‑on with additional talent such as account managers and program managers as opportunities arise.
Preferred Qualifications
5+ years of experience in the US military, ideally with aviation experience.
10‑15+ years of progressive experience in defense business development, government sales, and capture management.
Understanding of Defense Acquisition and DFAR.
Experience in proposal writing.
Proven success working with DoD customers (Army, Navy, Air Force, Marine Corps, Space Force, SOCOM) and federal agencies (DHS, DOJ, Intelligence Community).
Experience with prime contractors, major subcontractors, or OEMs.
Experience with emerging technologies (AI/ML, autonomy, aviation).
Experience with contracts such as IDIQ, SBIR/STTR, FFP, OTAs, and non‑traditional contracting.
Experience supporting international defense sales (FMS, DCS).
Existing portfolio of active customers and network.
Established relationships with Program Executive Offices, Program Managers, Contracting Officers, and end‑user commands.
Credibility with military leadership and government civilians from senior executive levels to program managers and requirement developers.
Ability to open doors and influence requirements early.
SECRET security clearance.
Ability to deliver consistent results daily.
Attributes aligned with Core Values
Demonstrates a proactive safety mindset by embedding safety into daily operations.
Puts customers at the center of every action, deeply understanding challenges and delivering exceptional value.
Actively seeks diverse stakeholder perspectives and builds cross‑functional relationships.
Drives results with clarity and purpose, adapting to change and owning outcomes.
Navigates ambiguity with resilience and bold thinking, combining innovation with best practices.
Fosters a high‑performance culture grounded in respect, professionalism, and support.
Applicant Requirements Applicants must be United States citizens and willing to work onsite at our HQ office in Palo Alto, CA. The ideal candidate will be based in the Washington D.C. metro area and may be required to travel overseas from time to time.
Benefits Pivotal offers a comprehensive benefits package, including medical, dental, vision, and 401(k) plans.
Equal Opportunity Employer Pivotal is an Equal Opportunity Employer. Pivotal does not discriminate on the basis of race, religion, color, sex, gender identity, sexual orientation, age, non‑disqualifying physical or mental disability, national origin, veteran status, or any other basis covered by appropriate law. All employment is based on qualifications, merit, and business need.
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Responsibilities
Leverage the company’s operational dual‑use lightweight eVTOL technology to identify, cultivate, and meet high‑value mission needs, defined and emerging by DoD end users. Pursue applications that match the company’s architecture and technology, autonomy, and systems integration capabilities.
Collaborate across all branches of the US Military, including requirements generation customers, centers of excellence, acquisition centers, R&D activities, COCOMs, user commands, and defense technology incubator organizations, to identify and grow developmental, experimental, and procurement opportunities and create investment opportunities.
Leverage relationships and experience in winning contract awards for development and demonstration within the defense innovation ecosystem, including SOFWERX, DIU, AFWERX Agility Prime, Marine Corps Warfighting Lab, AFRL, Joint Rapid Acquisition Cell, and NavalX.
Engage with selected combatant commands (e.g. SOCOM, CENTCOM) to develop end‑user “pull” and inform solution requirements.
Collaborate internally with executive leadership, engineering, operations and training, product management, and third‑party partners to shape opportunities and execute flawless technology and capability demonstrations.
Operate hands‑on with additional talent such as account managers and program managers as opportunities arise.
Preferred Qualifications
5+ years of experience in the US military, ideally with aviation experience.
10‑15+ years of progressive experience in defense business development, government sales, and capture management.
Understanding of Defense Acquisition and DFAR.
Experience in proposal writing.
Proven success working with DoD customers (Army, Navy, Air Force, Marine Corps, Space Force, SOCOM) and federal agencies (DHS, DOJ, Intelligence Community).
Experience with prime contractors, major subcontractors, or OEMs.
Experience with emerging technologies (AI/ML, autonomy, aviation).
Experience with contracts such as IDIQ, SBIR/STTR, FFP, OTAs, and non‑traditional contracting.
Experience supporting international defense sales (FMS, DCS).
Existing portfolio of active customers and network.
Established relationships with Program Executive Offices, Program Managers, Contracting Officers, and end‑user commands.
Credibility with military leadership and government civilians from senior executive levels to program managers and requirement developers.
Ability to open doors and influence requirements early.
SECRET security clearance.
Ability to deliver consistent results daily.
Attributes aligned with Core Values
Demonstrates a proactive safety mindset by embedding safety into daily operations.
Puts customers at the center of every action, deeply understanding challenges and delivering exceptional value.
Actively seeks diverse stakeholder perspectives and builds cross‑functional relationships.
Drives results with clarity and purpose, adapting to change and owning outcomes.
Navigates ambiguity with resilience and bold thinking, combining innovation with best practices.
Fosters a high‑performance culture grounded in respect, professionalism, and support.
Applicant Requirements Applicants must be United States citizens and willing to work onsite at our HQ office in Palo Alto, CA. The ideal candidate will be based in the Washington D.C. metro area and may be required to travel overseas from time to time.
Benefits Pivotal offers a comprehensive benefits package, including medical, dental, vision, and 401(k) plans.
Equal Opportunity Employer Pivotal is an Equal Opportunity Employer. Pivotal does not discriminate on the basis of race, religion, color, sex, gender identity, sexual orientation, age, non‑disqualifying physical or mental disability, national origin, veteran status, or any other basis covered by appropriate law. All employment is based on qualifications, merit, and business need.
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