Capture Manager

Harmattan AI is a next-generation defense prime building autonomous and scalable defense systems. Following the close of a $200M Series B, valuing the company at $1.4 billion, we are expanding our teams and capabilities to deliver mission-critical systems to allied forces.

Our work is guided by clear values: building technologies with real-world impact, pursuing excellence in everything we do, setting ambitious goals, and taking on the hardest technical challenges. We operate in a demanding environment where rigor, ownership, and execution are expected.

As Capture Manager you own pursuit strategy and execution across our regional opportunity set, from customer and requirement shaping through to bid-ready state. You drive win strategy, competitive positioning, teaming with industrial partners, and price-to-win development, then hand off to the tender and proposal function.

You work in close coordination with the regional relationship owner and operate strictly within the company's intermediary-compliance and export-control framework.

Capture is driven end-to-end across both region and HQ: the region owns customer relationships and in-country access; HQ owns the capture process, gate reviews, and price-to-win sign-off; you drive the pursuit across both and carry the compliance mandate within HQ rules.

• Capture Ownership: Own capture plans, gate and milestone reviews, and win-theme development across the region pursuit set. Shipley-informed methodology, lean execution per our process.

• Customer & Requirement Shaping: Build and maintain the customer picture; shape requirements and engagement ahead of formal procurement.

• Win Strategy & Competitive Positioning: Develop and iterate win strategy, win themes, and competitive positioning in coordination with HQ.

• Price-to-Win: Develop price-to-win models in coordination with HQ; ensure pricing strategy is grounded in competitive and customer intelligence.

• Teaming & Local Partners: Manage teaming strategy and local industrial partner relationships, strictly within the compliance agreement and export-control rules.

• Intermediary & Compliance Management: Manage agent and intermediary relationships under our anti-corruption framework and local export-control rules.

• Relationship Continuity: Sustain and develop customer engagement established by previous wins; maintain active relationships across relevant staff and local offices.

• 8–12+ years in defense business development or capture, with a demonstrated track record of won pursuits with local actors.

• Deep, active network within the region defense ecosystem and relevant offices.

• Proven experience managing local intermediaries and agents under a formal compliance framework, with a clean record doing so.

• Strong working knowledge of regional defense procurement and decision-making dynamics.

• Capture methodology competence: win strategy, win-theme development, gate reviews, competitive positioning, price-to-win modelling, teaming negotiation.

• Compliance discipline: full adherence to our anti-corruption and export-control rules is a hard requirement — not a soft expectation.

• Familiarity with counter-UAS, UAS, ISR, or C2 systems is a strong plus.

• Relevant military or [Client/Government Authority] background is a strong asset for credibility and access.

• Track record matters more than degree; technical, defense/security studies, or business backgrounds are all viable.

• French and Arabic essential; working English required.

We look forward to hearing how you can help shape the future of autonomous defense systems at Harmattan AI.