Capture Engineer

Territory Strategy & Capture Planning:

• Develop and maintain capture plans for 3-5 states, defining ICPs, political context, and 90-day activity plans.
• Translate market intelligence into qualified leads and lead discovery sessions with state agency stakeholders.
• Conduct pre-RFP requirement shaping conversations to favor Nava’s approach.

Stakeholder Relationship Management:

• Build trust-based relationships with 8-12 state agency contacts per territory, including economic buyers and technical evaluators.
• Deliver value-additive touchpoints and credible conversations with state CIOs on strategic priorities.
• Represent Nava at conferences and state-level events.

AI-Native Content & Asset Generation:

• Self-generate outbound materials using AI-native tools, including one-pagers and state-specific summaries.
• Develop product-based wedge materials like prototypes and demonstration assets.
• Operate with an AI-first orientation to reduce time on non-judgment tasks.

Pursuit & Pipeline Contribution:

• Own win theme development and pursuit strategy on below-threshold opportunities.
• Surface opportunity signals tied to recommended next actions and coordinate with RevOps.
• Identify when a POC or product demonstration is needed and lead those engagements.