Director of Capture

The Building People•Leesburg, VA

About The Position

The Building People, LLC, has an opening for an experienced Director of Capture to drive our business development and capture operations. Reporting to executive leadership, this role manages the capture lifecycle from opportunity identification through proposal submission, ensuring disciplined, compliant, and competitive pursuits that support sustainable revenue growth. The Director of Capture leverages data, analytics, and emerging technologies, including AI-enabled tools, to enhance capture effectiveness, decision-making, and win probability. This is a hands-on leadership role focused on positioning the company to win business by shaping opportunities, building pursuit teams, and managing capture activities from early identification to proposal submission.

Requirements

10+ years of progressive experience in business development and capture management within the government contracting industry
Proven track record of winning complex federal contracts ($50M+)
Strong knowledge of federal procurement processes, acquisition strategies, and compliance requirements
Demonstrated experience leading capture teams or cross-functional pursuit teams
Strong presence and communication skills with the ability to engage effectively with senior leadership, clients, and teaming partners
Experience with Facilities Management Services, Operations & Maintenance, or related service lines
Experience leveraging data, analytics, and technology to improve capture and growth outcomes
Experience using or governing AI-enabled tools in capture and proposal environments

Nice To Haves

APMP certification or equivalent professional credentials
Background in property management, real estate solutions, or organizational consulting
Experience with CRM and capture management systems
Active security clearance (or ability to obtain one)

Responsibilities

Manage and mentor capture and business development staff, fostering a culture of excellence, innovation, and accountability
Execute business line growth strategies in alignment with company objectives, and contribute to strategy development with executive leadership
Support strategic client engagement with federal agencies and commercial partners
Identify, evaluate, and prioritize high-value opportunities across target markets and agencies, presenting qualified opportunities for pursuit decisions
Lead end-to-end capture planning and execution for assigned strategic opportunities, including competitive positioning, win strategy development, and solution design
Apply best practices in capture management methodologies and tools, and recommend process improvements across the capture function
Drive solution development efforts in collaboration with technical, operations, and pricing teams
Conduct competitive intelligence gathering and analysis to inform capture strategies
Cultivate and maintain teaming partnerships to enhance competitive positioning and expand capabilities
Build and strengthen relationships with key decision-makers and stakeholders within target federal agencies
Represent The Building People at industry events, conferences, and client engagements
Identify client value-added solutions that differentiate our offerings
Manage recompete capture efforts to support maximum retention of existing contracts
Implement proactive customer engagement strategies to influence acquisition planning
Conduct win-loss analysis and apply lessons learned to continuously improve capture effectiveness
Conduct market research and competitive analysis across target sectors
Monitor industry trends, regulatory changes, and agency priorities to identify emerging opportunities
Develop data-driven pursuit strategies and go/no-go recommendations for leadership review
Track and report on pipeline metrics, win rates, and capture performance indicators