Inactive

Coforma

Digital solutions for government and industry

Capture Manager

Business Development & PartnershipsPosted on Oct 29

Full-timeRemote in USA$150.2k - $169.1k /yr

About the Job

Requirements

A minimum of 4 years of progressive experience in business development, capture management, or enterprise deal-structuring, with demonstrated success closing multi-million-dollar contracts and a verifiable history of leveraging personal and professional networks to generate repeatable, sustainable business revenue.
Proficiency in developing price-to-win strategies, conducting margin analysis, and structuring contracts such as fixed-price, time-and-materials, cost-plus, or enterprise commercial agreements.
An existing, active network within government vertical markets.
Ability to work independently and as part of a team, manage multiple tasks and proposals simultaneously, anticipate challenges, and adapt to changing situations with new information.
Full-time residence in the contiguous United States and legal authorization to work in the US now and in the future without sponsorship.

Responsibilities

Build and maintain strategic relationships with customer decision-makers, agency representatives, prime contractors, and industry influencers.
Gather actionable customer intelligence through pre-RFP engagement to shape requirements and position the organization as the vendor of choice.
Own end-to-end capture lifecycles for high-priority opportunities, driving revenue targets through capture plans and value-driven win strategies.
Analyze competitive landscapes, market trends, and budget cycles to formulate value propositions and price-to-win strategies.
Lead opportunity gate reviews and bid/no-bid decisions, and present business cases to executive leadership.
Collaborate with Proposal Managers and Finance, Delivery, and Growth Leadership to align technical offerings, pricing models, and client presentation strategies.
Maintain accountability for win rates, qualified pipeline health, and deal conversion timelines within Nextstage, the CRM system.
Conduct debriefs and apply feedback and lessons learned to future performance.
Conduct discovery sessions with executive leadership, delivery leads, and proposal teams to map capabilities, past-performance assets, and unique selling propositions.
Review the active CRM pipeline to evaluate target accounts, active capture efforts, win probabilities, and upcoming RFP and solicitation schedules.
Audit the contact network against target market accounts to identify warm entry points, procurement leads, and strategic teaming partners.
Analyze stage-gate review processes, including bid/no-bid frameworks, proposal methodologies, pricing models, and competitive intelligence, to identify bottlenecks and gaps.
Prioritize mapping internal offerings to warm client and partner relationships.
Initiate pre-solicitation conversations with client decision-makers and agency leads to gather intelligence, validate pain points, and influence draft requirements.
Engage prospective prime contractors and subcontractors, and draft, negotiate, and execute non-disclosure agreements and teaming agreements for priority targets.
Develop and present capture plans for 2–3 high-value target opportunities, establishing win themes, competitive analyses, and preliminary price-to-win targets.
Lead formal bid/no-bid and stage-gate reviews for incoming opportunities, presenting data-backed business cases to executive leadership.
Assume full responsibility and accountability for the functions associated with the role.
Participate in delivering compliant, strategy-aligned proposals for major targets.
Present a 12-month capture strategy and forecast to executive leadership with defined win-rate goals and revenue targets.

Desired Qualifications

Experience working with disadvantaged small businesses, including service-disabled veteran-owned small businesses and 8(a) companies, or Mentor-Protégé Program participants in the digital services industry.

We are looking for a high-performing, growth-oriented Capture Manager with a proven track record of turning executive connections into closed, high-value contracts.

In this role, you'll be responsible for leading complex, high-stakes capture strategies from opportunity identification through final proposal award. You'll serve as the primary architect of win strategies, leveraging industry relationships, customer intelligence, and cross-functional teams to expand our market share and drive scalable top-line revenue. Prior experience in capture management in the federal government contracting space is required, and the ideal candidate will have a background in digital technology and design services.

If you’re passionate about improving lives through digital products and services, Coforma is a great company for you.

$150,235 to $169,146 Annual Salary + Benefits + Growth Potential

Placement within this range will be based on the competency level of the candidate. An offer will be made at one of the following tiers:

Tier 1 — $150,235.80: Meets stated qualification and experience requirements. May need guidance and training beyond onboarding to perform the more complex functions of the role.
Tier 2 — $159,691.20: Experienced and fully competent. Will be able to independently perform key responsibilities of the role once onboarding is completed.
Tier 3 — $169,146.60:Highly experienced and can perform all responsibilities of the role at a higher level than expected once onboarding is completed.

To honor our company-wide equitable pay system, the posted salary range and corresponding tier salaries are non-negotiable.

This is a US-based remote position open to applicants in select states listed below, with a strong preference for applicants currently based in the Greater Washington/DMV area. Some travel will be required for this role.

To ensure we remain compliant with all state, county, and local employment and tax regulations, applicants must currently reside in one of the following states to be considered for employment with Coforma. This list will be updated periodically as our PeopleOps team works to open up hiring in additional states.

Arizona
California
District of Columbia
Florida
Georgia
Idaho
Illinois
Maryland
Massachusetts
Montana
Nevada
New Jersey
New York
North Carolina
Oregon
South Carolina
Tennessee
Texas
Virginia
Washington
Wisconsin

Proactively build and maintain strategic relationships with key customer decision-makers, agency representatives, prime contractors, and industry influencers.
Gather actionable customer intelligence through pre-RFP engagement to shape requirements and position the organization as the vendor of choice.
Own end-to-end capture lifecycles for high-priority opportunities, driving revenue targets through disciplined capture plans and value-driven win strategies.
Analyze competitive landscapes, market trends, and budget cycles to formulate winning value propositions and price-to-win strategies.
Lead opportunity gate reviews (bid/no-bid decisions) and present rigorous business cases to executive leadership.
Collaborate with Proposal Managers and Finance, Delivery, and Growth Leadership to align technical offerings, pricing models, and client presentation strategies.
Maintain strict accountability for win rates, qualified pipeline health, and deal conversion timelines within Nextstage, our CRM system.
Conduct debriefs and apply feedback and lessons learned to future performance.

In Your First 30 Days, You Will:

Conduct 1-on-1 discovery sessions with executive leadership, delivery leads, and proposal teams to map core capabilities, past performance assets, and unique selling propositions.
Review the active CRM pipeline to evaluate target accounts, active capture efforts, win probabilities, and upcoming RFP/solicitation schedules.
Audit personal contact network against target market accounts to identify warm entry points, procurement leads, and strategic teaming partners.
Analyze existing stage-gate review processes (e.g., bid/no-bid frameworks, proposal methodologies, pricing models) to pinpoint operational bottlenecks or gaps in competitive intelligence.
Prioritize the mapping of internal offerings directly to warm client and partner relationships.

After 60 Days:

Initiate pre-solicitation conversations with key client decision-makers and agency leads to gather intelligence, validate pain points, and influence draft requirements.
Engage prospective prime contractors and subcontractors; draft, negotiate, and execute Non-Disclosure Agreements (NDAs) and Teaming Agreements (TAs) for priority targets.
Develop and present comprehensive capture plans for 2–3 high-value target opportunities, establishing core win themes, competitive analysis, and preliminary Price-to-Win (PTW) targets.
Lead formal bid/no-bid and stage-gate reviews for incoming opportunities, presenting data-backed business cases to executive leadership.

After 90 Days:

Assume full responsibility and accountability for all functions associated with the role.
Active participation in delivering compliant, strategy-aligned proposals for major targets.
A 12-month capture strategy and forecast presented to executive leadership with defined win-rate goals and revenue targets.

You have a minimum of 4 years of progressive experience in business development, capture management, or enterprise deal-structuring with demonstrated success closing multi-million-dollar contracts (you should have a verifiable history of leveraging personal and professional networks to generate repeatable, sustainable business revenue).
You're proficient in developing price-to-win strategies, conducting margin analysis, and structuring contracts (e.g., FFP, T&M, Cost-Plus, or enterprise commercial agreements).
You have an existing, active network within government vertical markets.
You're comfortable working independently and as part of a team, managing multiple tasks and proposals simultaneously, and able to anticipate challenges and adapt to changing situations with new information.
You're a full-time resident of the contiguous United States (must be legally authorized to work in the US now and in the future without sponsorship).

Preferred Qualifications and Experience:

Experience working with disadvantaged small businesses such as SDVOSBs and 8(a) companies, or Mentor-Protégé Program participants in the digital services industry.

About the Company

Coforma

Digital solutions for government and industry

Coforma helps government agencies and private organizations design and build digital solutions and technology products that improve people’s lives. Its work follows a modern, agile, user-centered process that starts with human needs and translates them into thoughtfully designed systems and products, from discovery through deployment. The company differentiates itself by partnering across public and private sectors to reshape how communities access and use technology, prioritizing accessibility, usability, and real-world impact. The overarching goal is to make technology more useful and approachable for communities, enabling better services and outcomes for people.

Company size: 51-200
Company stage: Not listed
Total funding: Not listed
Headquarters: Washington DC, District of Columbia
Founded: 2017

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