About Nava

Nava is a consultancy and public benefit corporation working to make government services simple and effective. Since 2015, federal, state, and local agencies have trusted Nava to help solve highly scrutinized technology modernization challenges.

As a client services company, we guide agencies constrained by legacy systems to a future with sharp user experiences built on secure, reliable, fault-tolerant cloud infrastructure. We bill for our time, offering our expertise and problem-solving approach to help our government partners enhance their digital products and services. People are at the heart of our work, from members of the public who rely on benefit programs to government agency staff. Through human-centered design and modern engineering best practices, we help our government partners understand user needs and deliver on their missions more effectively. This focus gives everyone at Nava the opportunity to do work that is meaningful, impactful, and deeply connected to public good.

Position summary

The Capture Engineer is a territory-based specialist and the primary client-facing role within Nava’s State BD function. This role owns the full capture loop within an assigned portfolio of states - from first signal through close - developing state-specific strategies, building trusted relationships with government stakeholders, translating market intelligence into qualified leads, and coordinating cross-functionally to position Nava as the preferred partner before RFPs drop.

The Capture Engineer role brings increased technical rigor, AI-native operating habits, and self-reliance in generating materials and running outbound strategy. The role is designed to compress the specialist-handoff architecture that previously split relationship coverage, technical credibility, and pursuit strategy across multiple people.

What you'll do

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