Sr. Capture Manager (DOD)

What you will do

• Own capture for assigned DoD Services and Fourth Estate opportunities , from early identification and qualification through proposal submission , award, and post-submission support, including a clear bid/no-bid recommendation.
• Develop and maintain capture plans, win strategies, and competitive assessments for priority pursuits, and partner with pricing on price-to-win.
• Conduct customer, stakeholder, and market research to understand mission needs, pain points, funding profiles, acquisition strategies, procurement timelines, and the competitive landscape.
• Shape opportunities through early and sustained engagement with government program offices, contracting officers, integrators, and ecosystem partners, including pre-solicitation shaping, including participation in industry days, RFIs, and draft solicitation reviews.
• Build and use a portable DoD partner network (small/mid teammates, large-prime teammates, and platform / OEM partners) plus customer relationships in target Services and Fourth Estate organizations, to accelerate customer access, teaming, and pursuit execution.
• Track and assess upcoming DoD procurements across IDIQ task orders, BPAs, OTAs and/or CSOs, and other relevant vehicles, including RFIs and RFPs.
• Collaborate with technical, solution architecture, and delivery leadership to shape solutions.
• Translate customer mission requirements into clear, compelling value propositions and solution narratives.
• Build reusable capture artifacts, frameworks, and past-performance mappings for DoD Services / Fourth Estate opportunities (and for joint or overflow work as needed).
• Work with proposal managers and subject matter experts to develop compliant, compelling proposals.
• Contribute to outlines, executive summaries, technical approaches, and management sections, and partner with pricing on price-to-win and bid strategy.
• Lead solution validation and final proposal readiness, and co-lead color team reviews with the proposal manager.
• Maintain a healthy, qualified pipeline of opportunities and provide regular reporting on capture status, probability of win, risks, and next steps.
• Support quarterly and annual growth planning and account strategy development.
• Identify and structure teaming, including 8(a), joint ventures, and mentor-protégé arrangements, with Contracts and leadership.
  
  

What you will bring

• 5+ years in capture management, business development, or equivalent in federal contracting, including leading (not only supporting) competitive pursuits from qualification through proposal submission.
• Proven, named wins you personally led. Be ready to discuss contract or program name, agency, vehicle, year, and value, and to distinguish what you led vs. supported vs. what the company won without you.
• Strong FAR / federal acquisition fluency, with hands-on work on RFIs, RFQs, RFPs, IDIQ task orders, BPAs, and OTAs and/or CSOs.
• Experience capturing IT services, digital modernization, DevSecOps or enterprise platform (low-code / SaaS) implementations.
• Proven ability to write win strategies, competitive positioning, and actionable capture plans, and to partner with pricing on price-to-win.
• Strong written and verbal communication skills with the ability to engage both technical and non-technical stakeholders.
• Hands-on DoD capture at two or more Services or Fourth Estate organizations (for example Army, Department of the Air Force including Space Force, DISA, DLA, or other Services / Fourth Estate components). “DoD” alone is not specific enough.
• Real capture experience at a small or mid-tier federal contractor. Large-prime experience is a plus, not a substitute.
• Proven pre-solicitation shaping in a DoD environment (customer engagement before the RFP drops).
• An established, portable DoD partner network (small/mid teammates, large-prime teammates, and platform / OEM partners) you can put to work in the first 90 days.
• Working knowledge of small-business set-asides and vehicles relevant to an 8(a) / MAS growth contractor, including teaming, JVs, and mentor-protégé structures.
• Active Secret clearance, or the ability to obtain and maintain Secret. TS/SCI is a plus.
• DC metro strongly preferred, given customer and (as applicable) facility access.
  
  

It would be great if you also had:

• Hands-on capture of Appian, ServiceNow, Microsoft Power Platform, and/or Salesforce pursuits in a DoD setting (not just general IT).
• Some real Federal Civilian capture (so you can back up the Civ lead or support joint pursuits).
• Experience with 8(a), mentor-protégé, and JV structures as a small-business DoD prime or teammate.
• People leadership of a capture or BD teammate; public, checkable wins.

Benefits

• Medical Insurance
• Dental Insurance
• Vision Insurance
• Disability and Life Insurance
• Parental Leave
• 401K
• Paid Time Off