Capture Manager

Description

We are seeking a driven and experienced Senior Capture Manager to identify, qualify, and pursue federal government contract opportunities across civilian and defense agency portfolios. In this role, you will own the full BD lifecycle—from early market shaping and relationship development through opportunity qualification, capture planning, and proposal hand-off—with a direct impact on the company’s revenue pipeline and win rate. The ideal candidate is a self-starter with a strong network across key federal agencies, a deep understanding of the federal procurement process, and a track record of winning competitive prime and subcontract awards. You will work closely with proposal, technical, and executive leadership to position the company for sustained growth, and will report directly to the Chief Growth Officer.

Client Requirements: applicants MUST BE US Citizens and be able to obtain Public Trust clearance

Responsibilities

Business Development & Pipeline Management

• Identify and qualify new federal contracting opportunities through market research, agency engagement, GovWin IQ, SAM.gov, and industry events.
• Build and maintain a robust, qualified pipeline aligned to the company’s growth strategy and target agency priorities.
• Develop and execute account plans for priority agencies, including relationship maps, budget alignment, and incumbent analysis.
• Represent the company at industry days, conferences, and government-facing events to build brand presence and strategic relationships.
• Conduct competitive intelligence and market assessments to inform bid/no-bid decisions and positioning strategies.

Capture Management

• Lead capture efforts for strategic opportunities from identification through proposal kickoff, ensuring strong win themes and discriminators are established early.
• Develop and maintain capture plans, including competitive assessments, teaming strategies, solution development, and price-to-win analysis.
• Identify and negotiate teaming agreements with partners, subcontractors, and joint venture candidates.
• Present opportunity status, win strategy, and resource requirements at pipeline reviews and gate reviews with senior leadership.
• Collaborate with technical, pricing, and proposal teams to ensure seamless capture-to- proposal transitions.

Stakeholder Engagement & Relationship Management

• Cultivate and maintain relationships with contracting officers, program managers, and government stakeholders across target agencies.
• Engage with industry partners, small business offices, and prime contractors to identify teaming and subcontracting opportunities.
• Serve as a trusted advisor to agency clients, understanding their mission needs and positioning the company’s capabilities as solutions.

Reporting & Process

• Maintain accurate and up-to-date records in Salesforce including opportunity stage, probability, and pursuit activities.
• Contribute to BD metrics reporting, forecast accuracy, and go/no-go decision frameworks.
• Support lessons learned processes after award decisions to continuously improve capture effectiveness.

Requirements

• Bachelor’s degree in Business, Political Science, Engineering, or a related field.
• 5-7+ years of federal government BD and/or capture management experience, with a demonstrated record of winning competitive awards.
• Proven success pursuing and winning federal contracts in the $5M–$100M+ range across civilian or DoD agencies.
• Strong working knowledge of the Federal Acquisition Regulation (FAR), DFARS, and federal procurement cycles.
• Experience developing capture plans, competitive assessments, teaming strategies, and price-to-win analyses.
• Proficiency with GovWin IQ, SAM.gov, USASpending.gov, and CRM tools (e.g., Salesforce or similar).
• Established relationships with key agency stakeholders across one or more target verticals (e.g., DHS, DoD, HHS, DoS, IC).
• Excellent interpersonal, presentation, and written communication skills.

Nice to Have Skills

• Master’s degree in Business Administration (MBA) or a related discipline.
• Experience with IDIQ vehicles, GWACs, and task order competitions (e.g., GSA MAS, CIO-SP3, SEWP V, OASIS).
• Familiarity with small business set-aside strategies and SBA programs (8(a), HUBZone, SDVOSB).
• Active clearance or eligibility
• Shipley or equivalent BD/capture methodology training or certification.
• Experience with proposal development processes and ability to contribute to executive summaries and management volumes. 
• Background in IT services, professional services, cybersecurity, or mission-support contracting.

Salary Range

We are committed to offering a competitive salary for this position, with an estimated range of $110k to $170kannually. Please note that this range is intended to provide a general idea of what to expect; however, the final offer may vary based on experience, skills, and other factors. The stated range is not a guarantee and is subject to change.