Capture Manager

What You’ll Do (Key Responsibilities)

• 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.

Who You Are and What You Know (Knowledge and Experience Requirements)

• 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

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