Senior Federal Capture & Business Development Manager
Location: Preferred – Northern Virginia / Washington, D.C. Metro / Northeast U.S.Travel: High travel required for agency meetings, industry events, conferences, and partner engagementsCitizenship: U.S. Citizen requiredClearance: Active Top Secret clearance strongly preferredPosition OverviewWe are seeking a high-performing Senior Federal Capture & Business Development Manager with a proven track record of winning federal business and independently driving opportunities from identification through award.This is a senior, hands-on role for an experienced federal growth leader who understands the full lifecycle of government contracting—market intelligence, relationship building, opportunity shaping, teaming, proposal strategy, and contract award.The ideal candidate has successfully secured work across federal agencies, understands the federal acquisition ecosystem, and can hit the ground running without extensive onboarding or training.This individual must be highly self-directed, strategic, and execution-focused, with demonstrated success converting qualified pipeline into awarded contracts.Key ResponsibilitiesIdentify, qualify, and pursue new federal business opportunities aligned to company capabilitiesOwn the capture lifecycle from early market identification through proposal submission and awardDevelop and execute agency-specific growth strategiesBuild relationships with government stakeholders, primes, teaming partners, and channel partnersShape opportunities before RFP release by influencing requirements, acquisition strategy, and teaming approachesLead go/no-go decisions, win themes, pricing strategy inputs, and competitive positioningDrive proposal strategy and collaborate with internal teams to ensure high-quality, compliant submissionsNavigate and leverage key contract vehicles, GWACs, IDIQs, BPA structures, and agency-specific procurement channelsAttend and represent the company at federal conferences, industry days, customer meetings, and networking eventsMaintain an accurate, realistic pipeline with clear probability, timeline, and award strategyProvide leadership with credible forecasts on contract timing, PWIN, and revenue potentialPartner cross-functionally with delivery, operations, technical SMEs, and leadership to align solutions with customer needsHelp strengthen internal federal growth processes, proposal workflows, and partner ecosystemsRequired Qualifications3+ years of federal business development and capture experienceDemonstrated history of personally securing awarded federal contractsProven success owning captures from opportunity identification to contract awardDeep knowledge of SAM.gov, GovWin, agency forecasts, GWACs, IDIQs, BPAs, OTA pathways, and subcontracting channelsStrong understanding of federal acquisition regulations (FAR/DFARS) and procurement lifecycleExperience leading teaming negotiations, partner strategy, and proposal orchestrationEstablished network within federal agencies, primes, and industry partnersStrong ability to assess realistic procurement timelines, contract pathways, and probability of winAbility to work independently with minimal directionExcellent executive communication and stakeholder management skillsWillingness to travel extensively for customer engagement and conferencesU.S. Citizenship requiredActive Top Secret clearance preferred (or ability to obtain)What Success Looks LikeBuilds a qualified federal pipeline within the first 60–90 daysEstablishes strategic agency and prime relationships quicklyShapes near-term opportunities into winnable pursuitsImproves proposal quality and submission disciplineConverts pipeline into awarded work with measurable revenue impactBrings mature judgment on how long opportunities realistically take to mature and awardIdeal Candidate ProfileWe are specifically seeking someone who has:A documented win record, not just relationship-building experienceExperience working in small to mid-sized agile businessesThe ability to function as a builder, strategist, and closerStrong ownership mentality and accountabilityConfidence operating in ambiguity and building repeatable growth motionsThe discipline to work independently and drive outcomesCompensationThis role offers a competitive base salary plus performance-based incentive compensation tied directly to awarded federal contracts.We are seeking candidates who are confident in their ability to build pipeline, shape opportunities, and secure awards, and who are motivated by a compensation model that rewards measurable outcomes.Compensation structure includes:Competitive base salary (commensurate with experience and win history)Award-based incentive / commission structure tied to successfully secured contractsAdditional upside for strategic multi-year wins, prime contract awards, and expansion opportunitiesTravel and conference expenses coveredThe incentive model is designed to strongly reward independent performers with a proven history of converting pipeline into revenue.