Director of Strategic Capture and Proposal Management

Fortuna BMC•Sacramento, CA

1d•Remote

About The Position

The Director of Capture & Proposal Management is responsible for leading Fortuna's capture, proposal, and pursuit activities across Federal or State & Local Government (SLED) markets. This individual will drive strategic pursuits from opportunity identification through contract award, partnering closely with business development, operations, recruiting, finance, and executive leadership to maximize win probability and revenue growth. The ideal candidate has a proven track record managing competitive government procurements within either the Federal or SLED marketplace, understands the full capture lifecycle, and can develop winning strategies, build teaming relationships, and lead compliant, compelling proposal submissions. As Fortuna continues to expand across both markets, this leader will help establish scalable capture and proposal management processes while supporting strategic growth initiatives and mentoring proposal team members. This role requires a highly organized, collaborative leader who thrives in a fast-paced environment, can manage multiple concurrent pursuits, and is passionate about helping grow a high-performing government contracting organization.

Requirements

Bachelor's degree or equivalent professional experience.
6+ years of experience leading Federal and/or SLED capture and proposal efforts.
Demonstrated success leading multiple captures from opportunity identification through contract award, including responsibility for opportunities valued at $25 million or greater.
Experience managing complex proposals in response to solicitations (RFPs, RFQs, RFIs, Task Orders, IDIQs, GWACs, or state/local procurement vehicles, as applicable).
Strong understanding of government procurement processes, acquisition strategies, and competitive positioning within at least one government market (Federal or SLED).
Existing relationships with government agencies, prime contractors, teaming partners, or industry stakeholders relevant to the candidate's market.
Experience developing capture strategies, win themes, pricing strategies, teaming approaches, and proposal execution.
Ability to collaborate across business development, recruiting, operations, contracts, finance, and delivery teams.

Responsibilities

Lead capture activities for all Federal and/or SLED opportunities.
Develop and execute capture plans that align with Fortuna's growth strategy.
Conduct bid/no-bid analyses with executive leadership.
Develop pursuit schedules, milestones, and action plans.
Identify win themes, competitive discriminators, and solution strategies.
Maintain capture documentation, risk registers, and decision logs.
Monitor opportunity progress and ensure accountability across all stakeholders.
Drive capture activities from pre-RFP through contract award.
Lead proposal development from kickoff through final submission.
Develop proposal schedules and manage all proposal activities.
Create proposal outlines, compliance matrices, and submission plans.
Coordinate technical writers, subject matter experts, pricing, contracts, recruiting, finance, marketing, and executive leadership.
Facilitate Pink, Red, Gold, and Executive ("White Glove") reviews.
Manage proposal version control and document configuration.
Coordinate proposal production and electronic submissions.
Analyze solicitations and identify mandatory requirements, evaluation criteria, key personnel, past performance, certifications, pricing requirements, and submission instructions.
Ensure all proposals are fully compliant with Federal, State, and Local procurement requirements, including FAR and applicable agency regulations, page limitations, formatting standards, certifications, administrative forms, and submission requirements.
Identify proposal risks, compliance gaps, and areas requiring executive decision-making.
Deliver compelling, compliant, and competitive proposals that maximize Fortuna's probability of win.
Serve as Fortuna's primary capture and proposal representative during active pursuits.
Participate in strategy and check in meetings with clients, prime contractors, teaming partners, and subcontractors.
Coordinate solution development sessions with internal and external stakeholders.
Build and maintain strong working relationships with strategic partners.
Represent Fortuna during proposal kickoffs, solution workshops, pricing discussions, executive reviews, and pursuit planning meetings.
Facilitate communication between Fortuna leadership and partner organizations throughout each pursuit.
Support oral presentations, demonstrations, clarification responses, and client discussions when required.
Ensure Fortuna is professionally represented throughout every pursuit while strengthening relationships that lead to future opportunities.
Serve as the central leader for all capture and proposal activities, working collaboratively with Executive Leadership, Recruiting, Operations, Finance, Human Resources, Marketing, Technical Subject Matter Experts, and strategic partners to deliver high-quality, compliant, and competitive proposals.
Drive collaboration, maintain accountability, remove obstacles, and ensure all teams remain aligned to proposal objectives, schedules, and submission requirements.