Director – BD & Capture

The Director, BD & Capture is a strategic relationship and brand builder responsible for identifying, cultivating, and advancing customer relationships that drive new business growth. This leader thrives in fast-paced, high-growth environments, adapting quickly to changing priorities and emerging opportunities. Self-motivated and confident, the Director combines creativity with disciplined capture execution and clear communication of complex technical solutions.

Strategy

• Think above and beyond the day-to-day responsibilities to understand broader growth strategy
• Apply understanding of the Federal Acquisition Regulation (FAR) and industry best practices
• Understand overall government and individual agency vehicle / acquisition methods and strategically build partnerships, contractor teaming arrangements, and other strategic alliances
• Understand company quarterly and annual revenue targets and develop the account strategy to meet them

Business Development and Capture

Own and drive the full spectrum of business development, capture, and proposal activities — from initial qualification through award. Proven track record of closing new business.

• • Define entry strategy into target agencies or accounts. Align opportunity pursuit with company strategy.

Perform account, partner, and opportunity research.

• Maintain pipeline of qualified opportunities across accounts (Department of War, Department of Homeland Security, Health and Human Services, and vehicles (OASIS+, Polaris, SEWP, etc.)
• Develop call plans for key decision-makers; track outcomes and next steps in CRM. Demonstrate early shaping and influence.
• Execute call plan; build trusted relationships, gather intel,
• Form strategic alliances, JVs, and CTAs aligned with opportunity scope, set-asides, and past performance needs.
• Identify incumbent strengths/weaknesses, likely pricing strategy, key personnel, and teaming configurations
• Translate technical concepts, hot buttons, and win strategies into white papers, market research, and proposal writing
• Participate in seminars, conferences, and forums; engage in industry associations/groups to increase brand awareness

Qualifications

• 7–10 years of experience leading federal business development, pipeline strategy, and capture management from opportunity identification through award within multi-agency portfolios.
• Demonstrated ability to deliver $25M+ in new business over a 2-year period.

• Experience managing pipelines across contract vehicles and schedules (OASIS preferred, MAS) and tracking task order opportunities.
• Experience building and leading high-performing BD/capture teams in a matrixed environment. Relentless focus on pipeline conversion, win rates, and exceeding growth targets.
• Experience building and winning pipelines in DHS, DoW, and other civilian (GSA, NASA) agencies strongly preferred.
• Maintains existing network of customer contacts in National Security, Department of War, and Civilian communities

• Proven record of full and open (F&O) contract awards desired
• Must have experience with federal proposals and understand complex RFQ/RFP compliance requirements.
• Active and visible presence in professional associations (ACT-IAC, GTSC, AFCEA, etc.); leadership roles or speaking engagements strongly preferred.
• Bachelor’s Degree in technical, business, or related discipline