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EdgeRunner AI is a dual-use research lab building frontier open-weight AI for the U.S. military and heavily regulated industries. The company partners with the U.S. Army, Air Force, and Space Force, and has raised $17.5M from leading VCs including Madrona Ventures and HP Tech Ventures.
You will be the first dedicated hire on the capture and proposal team, working directly with the VP of Growth alongside the GTM team and engineering organization.
RESPONSIBILITIES:
Business Development: Monitor SAM.gov, DSIP, OTA consortium notices, and agency forecasts to identify opportunities. Research customers using FPDS, USAspending, and budget justification books. Maintain accurate pipeline data in HubSpot and produce weekly pipeline reports. Manage teaming partner relationships, NDAs, and teaming agreements.
Capture: Establish pursuit workflows and guide the sales team through gate reviews, capture plans, and proposal steps. Prepare bid/no-bid packages with requirements, competition analysis, fit assessment, effort estimates, and timelines. Maintain capture plans including customer notes, competitor analysis, teaming status, and pursuit schedules. Track draft solicitations, industry days, question deadlines, and prepare RFI responses.
Proposals: Break solicitations into compliance matrices, annotated outlines, and proposal schedules. Manage proposal timelines, assign sections, track writers and SMEs against deadlines. Write first drafts using AI proposal assistant and content library for resumes, past performance, management sections, and boilerplate. Schedule and consolidate Pink, Red, and Gold Team reviews. Produce and submit all volumes through appropriate government portals with confirmation before deadlines. Request debriefs and maintain content library.
Pricing and Contracts: Support pricing by gathering labor, rate, and material inputs; build bases of estimate and pricing workbooks. Draft ROMs, quotes, and subcontract paperwork from templates. Maintain SAM.gov registration, DSIP account, and consortium memberships.
QUALIFICATIONS:
- 3 to 5 years experience supporting federal business development, capture, or proposals as a proposal coordinator/specialist, capture analyst, or similar role
- Hands-on experience with federal solicitations including DoD proposals under SBIR/STTR, CSO, OTA, or BAA; demonstrated ability to shred solicitations, build compliance matrices, manage proposal schedules, and submit through government portals
- Shipley training or working command of Shipley process (gate reviews, capture plans, compliance matrices, storyboards, color-team reviews); APMP Foundation certification also acceptable
- Working knowledge of government procurement: Sections L and M, FAR and DFARS basics, contract types, and differences between SBIRs, OTAs, CSOs, and FAR-based buys
- Fluency with federal BD tools: SAM.gov, DSIP, FPDS, USAspending, market intelligence tools (GovWin or HigherGov), and CRM maintenance
- Self-direction and ability to manage multiple deadlines simultaneously without dropping priorities
- Strong writing, editing, and formatting skills; proficiency in Word, Excel, PowerPoint or Google equivalents; comfort with AI writing tools
- U.S. citizenship and ability to obtain and maintain security clearance
PREFERRED:
- APMP Practitioner certification
- HubSpot experience
- Pricing spreadsheet, bases of estimate, or commercial quote experience
- Experience proposing software or AI products, not only services
- Familiarity with Army, Navy, Air Force, Space Force, or special operations customers
- Startup or small business background
- Active Secret clearance or higher
