Capture Manager

Coforma•North Bethesda, MD

6d•$150,236 - $169,147•Remote

About The Position

Coforma is seeking a high-performing, growth-oriented Capture Manager to lead complex federal government contracting capture strategies from opportunity identification through proposal award. The role develops win strategies using industry relationships, customer intelligence, and cross-functional collaboration to expand market share and drive revenue. Prior federal capture management experience is required; experience in digital technology and design services is preferred. This is a US-based remote position open to residents of specified states, with a strong preference for candidates in the Greater Washington/DMV area. Some travel is required. The annual salary range is $150,235.80–$169,146.60, with placement based on three competency tiers; the posted range and tier salaries are non-negotiable. The role requires reliable internet access and strong security practices when handling company and client information.

Requirements

At least 4 years of progressive experience in business development, capture management, or enterprise deal-structuring.
Demonstrated success closing multi-million-dollar contracts, with a verifiable history of leveraging professional and personal networks to generate repeatable, sustainable revenue.
Proficiency in developing price-to-win strategies, conducting margin analysis, and structuring contracts such as FFP, T&M, Cost-Plus, or enterprise commercial agreements.
An existing, active network within government vertical markets.
Ability to work independently and collaboratively, manage multiple tasks and proposals simultaneously, anticipate challenges, and adapt to changing information.
Must be a full-time resident of the contiguous United States and legally authorized to work in the US now and in the future without sponsorship.
Must currently reside in one of the listed eligible 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, or Wisconsin.
Maintain access to strong, reliable internet for remote work, except when on vacation or holiday.
Maintain the highest security practices to protect Coforma and client information.

Nice To Haves

Background in digital technology and design services.
Experience working with disadvantaged small businesses such as SDVOSBs and 8(a) companies, or Mentor-Protégé Program participants in the digital services industry.
Currently based in the Greater Washington/DMV area.

Responsibilities

Build and maintain strategic relationships with customer decision-makers, agency representatives, prime contractors, and industry influencers.
Gather customer intelligence through pre-RFP engagement to shape requirements and position Coforma as the vendor of choice.
Own end-to-end capture lifecycles for high-priority opportunities, driving revenue targets through capture plans and win strategies.
Analyze competitive landscapes, market trends, and budget cycles to develop value propositions and price-to-win strategies.
Lead opportunity gate reviews and bid/no-bid decisions, presenting 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.
Track win rates, qualified pipeline health, and deal conversion timelines in the Nextstage CRM system.
Conduct debriefs and apply feedback and lessons learned to future opportunities.
In the first 30 days, meet with executive leadership, delivery leads, and proposal teams; review the CRM pipeline; audit contact networks against target accounts; assess stage-gate processes; and map internal offerings to client and partner relationships.
By 60 days, initiate pre-solicitation discussions, engage prospective prime contractors and subcontractors, develop and present capture plans for 2–3 high-value opportunities, and lead bid/no-bid and stage-gate reviews.
By 90 days, assume full responsibility for the role, participate in major proposal delivery, and present a 12-month capture strategy and forecast with win-rate goals and revenue targets.
Attend in-person meetings, workshops, and trainings when requested with advance notice.
Represent Coforma professionally and model its company values.