Executive Director of Capture Management

The Work-Life Group•Bethesda, MD

12h•$120,000 - $140,000

About The Position

The Executive Director of Capture Management leads strategic capture efforts to secure major federal government contracts and drive revenue growth. This executive role oversees the full capture lifecycle—from opportunity identification and qualification through proposal submission and award—while aligning capture strategies with corporate growth objectives. The position collaborates closely with Business Development, Proposal, Pricing, and Operations teams to develop winning strategies for complex federal procurements.

Requirements

Bachelor’s degree in Business, Engineering, or related field.
15+ years of experience in federal government contracting, including capture management or business development leadership.
Demonstrated success capturing and winning large federal contracts ($100M+).
Deep understanding of Federal Acquisition Regulation (FAR) and federal procurement processes.
Experience managing cross-functional pursuit teams and multiple concurrent captures.

Nice To Haves

Master’s degree or MBA.
Experience with DoD, Intelligence Community, or civilian agencies.
Familiarity with capture tools such as Deltek GovWin, Salesforce, or Bloomberg Government.
Experience with capture methodologies such as Shipley or APMP frameworks.

Responsibilities

Lead and oversee capture management for strategic federal opportunities (e.g., $50M–$1B+ pursuits).
Develop and execute capture strategies that position the company to win competitive procurements.
Qualify opportunities through rigorous gate reviews and pursuit decisions.
Establish win themes, discriminators, and value propositions aligned with customer mission needs.
Conduct market analysis, competitor assessments, and price-to-win evaluations.
Identify emerging federal opportunities across agencies such as DoD, DHS, HHS, DOE, and civilian agencies.
Monitor procurement forecasts, contract vehicles (IDIQ, GWAC, BPA), and acquisition strategies.
Build executive-level relationships with federal customers, contracting officers, and program stakeholders.
Develop teaming strategies with prime contractors, subcontractors, and small business partners.
Represent the company at industry events, customer engagements, and acquisition forums.
Guide cross-functional teams (BD, proposals, pricing, SMEs) throughout the capture lifecycle.
Ensure compliant, competitive, and compelling proposals.
Lead color team reviews, readiness reviews, and proposal strategy sessions.
Manage and mentor capture managers and business development professionals.
Establish capture management processes, tools, and best practices (e.g., Shipley capture methodology).
Report capture pipeline status, risks, and forecasts to executive leadership.
Drive organizational growth strategy through pipeline development and win-rate improvement.