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Nava PBC - Capture Engineer

Remote - USA3d ago

Remote Mid NA Public Sector Government Build Engineer Solutions Architect Product Marketing Business Development Procurement MENA Dremio

Requirements

• Experience: 3–7 years in a client-facing, capture, business development, or territory management role in a government technology, civic tech, or public sector consulting environment • Government & program fluency: Working knowledge of state government agency operations, federal compliance environment, and the programs Nava serves (SNAP, Medicaid, UI, PFML, child care). Able to hold substantive conversations with agency leaders without needing a subject matter expert in the room • Technical credibility: Demonstrated ability to engage credibly with technical buyers (state CIOs, CDOs, agency architects) on implementation approach, data systems, and technology modernization. Does not require engineering depth, but must demonstrate enough technical fluency to engage credibly when technical questions arise • Capture & sales motion evidence: Track record of building relationships in a government procurement context, shaping requirements pre-RFP, and developing win strategies on competitive pursuits • AI-native orientation: Active user of AI tools for research, writing, synthesis, and outbound asset generation. Treats AI as a core productivity layer, not a novelty • Self-reliance & high motor: Proactively generates assets, surfaces insights, and moves territory strategy forward without needing to be directed. Comfortable producing first drafts and prototype materials independently • Mission alignment: Genuine orientation toward the mission of improving how government serves people • Directional familiarity with the civic tech ecosystem (NASWA, APHSA, Code for America, NASCIO) • Experience at a civic tech organization or digital service alumni • Background in or strong network into one or more geographic priority states: NY, CA, CO, MA, VA, NJ, MN, PA • Experience with product-led go-to-market motions, including POC design, demo facilitation, or prototype-based business development • Familiarity with Shipley or similar capture/proposal methodologies • Prior experience transitioning from a delivery or technical role into a client-facing or BD capacity • $119,700—$133,200 USD • All roles at Nava require the following: • Legal authorization to work in the United States • Ability to meet any other requirements for government contracts for which candidates are hired • Work authorization that doesn’t require visa sponsorship, now or in the future • May be subject to a government background check or security clearance, depending on the contract

Responsibilities

• Territory Strategy & Capture Planning • Own a portfolio of 3–5 states; develop and maintain a territory capture plan for each state defining ICPs, political context, trigger conditions, relationship maps, assets in market, and 90-day activity plans • Develop state-specific win strategies that include identification of target opportunities, understanding of political and procurement context, and prioritized next actions • Translate market intelligence from the RevOps/BD Analyst layer into qualified leads and recommended actions tied to specific opportunities • Lead discovery sessions, technical workshops, and working sessions with state agency stakeholders; pull in Solutions Architects only where technical depth genuinely requires it • Conduct pre-RFP requirement shaping conversations with agency stakeholders to define procurement requirements that favor Nava’s approach • Stakeholder Relationship Management • Build and maintain warm, trust-based relationships with 8–12 state agency contacts per territory, including economic buyers, technical evaluators, political blockers, and internal champions • Deliver value-additive touchpoints to stakeholders — peer state intelligence, federal guidance, relevant case studies — without explicit asks • Hold credible conversations with state CIOs and agency program directors on agency strategic priorities, federal compliance environment, technical architecture, and operational challenges without needing a lifeline • Represent Nava at relevant conferences, state-level events, and industry gatherings within assigned territories • AI-Native Content & Asset Generation • Self-generate outbound materials including one-pagers, briefing packets, state-specific capability summaries, and demo assets using AI-native tools and Nava’s institutional knowledge base • Develop product-based wedge materials — prototypes, demonstration assets, and click-engagement content — that support the state product-led go-to-market motion • Operate with an AI-first orientation across intelligence gathering, asset creation, synthesis, and outbound strategy; use AI tools to reduce time on tasks that do not require human judgment • Pursuit & Pipeline Contribution • Own win theme development and pursuit strategy on below-threshold opportunities; co-lead with the Capture Manager on above-threshold pursuits • Surface opportunity signals into the pipeline — budget shifts, personnel changes, federal compliance pressure, peer state movements — each tied to a recommended next action • Coordinate with RevOps so intelligence flows bidirectionally, oriented to the territory capture plan • Identify when a POC or product demonstration is the right next move; design and lead those engagements with Solutions Architect depth pulled in as needed

Benefits

• Health coverage — comprehensive medical, dental, and vision plans to support your overall health needs • Health coverage • Insurance coverage — Nava provides disability, life, and accidental death insurance at no cost • Insurance coverage • Time off — vacation, holidays (including Juneteenth), and floating holidays to rest and recharge • Time off • Company holidays — enjoy 12 paid federal holidays each year on top of your regular PTO • Company holidays • Annual bonus — when Nava meets its goals, eligible employees receive a performance-based annual bonus • Annual bonus • Parental leave — paid time off for new parents, plus weekly meals delivered to your home • Parental leave • Wellness program — full platform offering physical, mental, & emotional health resources & support tools • Wellness program • Virtual care — see doctors online with no copay through a virtual visit program (depending on available providers) • Virtual care • Sabbatical leave — earn extended unpaid leave after continuous service for personal growth or rest • Sabbatical leave • 401(k) match — Nava matches 4% of your salary to support your retirement savings plan • 401(k) match • Flexible work — remote-first environment with flexibility built around your schedule and responsibilities • Flexible work • Utility support — monthly reimbursement to help offset eligible home office utility expenses • Utility support • Learning opportunities — internal training programs and resources to help grow your professional skills • Learning opportunities • Development opportunities — LinkedIn Learning access & an annual allowance for courses, tuition, & certs • Development opportunities • Referral bonus — get rewarded when you refer great people who join the Nava team • Referral bonus • Commuter benefits — pre-tax commuter programs to support in-office travel when applicable • Supportive culture — A collaborative and remote-friendly team environment where people genuinely care • Supportive culture • Location • Location • We have fully remote options if you reside in one of the following states: • Alabama, Arizona, California, Colorado, Connecticut, DC, Delaware, Florida, Georgia, Illinois, Louisiana, Maine, Maryland, Massachusetts, Michigan, Minnesota, Missouri, Nevada, North Carolina, New Jersey, New York, Ohio, Oklahoma, Oregon, Pennsylvania, Rhode Island, South Carolina, Texas, Tennessee, Utah, Virginia, Washington, Wisconsin • If you are not living in one of the states listed above, unfortunately, you will not be considered for a position at this time. • Stay in touch • Stay in touch • Please contact the recruiting team at [email protected] if you would like to request reasonable accommodation during the application or interviewing process. • We participate in E-Verify. Upon hire, we will provide the federal government with your Form I-9 information to confirm that you are authorized to work in the U.S. This role requires you to work from the contiguous United States. • Equal Employment Opportunity • Nava is committed to providing equal employment opportunities without discrimination or harassment on the basis of race, gender and/or gender identity or expression, color, creed, religion, religious creed, age, national origin, ethnicity, disability, veteran or military status, sex, sexual orientation, reproductive health autonomy, pregnancy, childbirth, and medical conditions related to pregnancy or childbirth, genetic information, domestic violence victim status, marital status, citizenship status, or any other characteristic protected by law. Nava prohibits any such discrimination or harassment. This policy applies to all employees, applicants, contractors, and temporary workers of Nava.