Capture Manager

Role Overview

• Lead Full-Lifecycle Capture Efforts: Provide strategic leadership and full ownership of major capture initiatives, guiding pursuits from early capture and shaping through proposal submission and contract award. Drive capture strategies for large ($50M+) and complex opportunities, with full accountability for win strategy (themes and differentiators, teaming and partner relationships, and resource management (including capture budgets) to meet DSA’s growth objectives.
• Strategic Opportunity Planning: Develop robust capture plans and win strategies for each qualified pursuit, leveraging thorough market research and stakeholder insights to maximize Pwin (probability of win).
• Executive Client & Partner Engagement: In conjunction with BD support, cultivate and manage senior-level relationships with government customers, teaming partners, subcontractors, and industry peers. Engage directly with key decision-makers, stakeholders, and end users (including at the executive level) to gather intelligence, influence acquisition approaches, shape requirements, and secure strategic partnerships that enhance DSA’s competitive position, including attendance at strategically important government and industry conference events and industry groups.
• Account & Pipeline Leadership: In support of the Senior Vice President for FedCiv, manage and mature the pipeline of opportunities across the Federal Civilian market. Lead selected business development efforts (approximately 25%) and present account strategies and pipeline health to corporate leadership.
• Cross-Functional Team Leadership & Mentorship: Assemble and lead high-performing cross-functional capture teams, including business unit technical subject matter experts, solutions architects, pricing analysts, proposal managers, contracts, recruiting and other stakeholders. Provide clear guidance, direction, and accountability throughout the capture process, ensuring each team member is aligned with the win strategy. Mentor and develop junior capture/business development staff, fostering best practices and building the next generation of capture leaders within DSA.
• Solution Strategy & Win Theme Development: Partner with technical and operations teams to shape innovative, customer-focused solutions that address client needs and capitalize on DSA’s capabilities and discriminators. Define compelling win themes, technical and management approaches, and differentiators that give DSA a competitive edge.
• Proposal Strategy & Oversight: Drive proposal development activities in partnership with proposal management teams, ensuring proposals are fully responsive, compelling, and compliant. Integrate capture strategy into proposal volumes, including overseeing pricing strategies (priced-to-win), teaming, solutions, win themes, key differentiators, and compliance reviews to present a winning, customer-aligned bid.
• Market & Competitive Intelligence: Conduct thorough market research and competitive analysis (e.g., competitor positioning, customer hot buttons, industry trends) to inform capture strategies. Continuously monitor DHS/FedCiv market developments and leverage insights to refine DSA’s positioning and increase win probability for each pursuit.
• Continuous Improvement & Knowledge Sharing: Champion best practices in capture management across the organization. Lead capture debriefs and after-action reviews to document lessons learned and refine DSA’s capture processes. Drive improvements in capture methodologies, approaches, and tools, contributing to the overall maturity and success of the Strategic Growth team.

Requirements

• 10+ years of experience in federal business development, capture management, or related roles
• Proven track record of leading and winning significant federal captures, including single-award pursuits valued at $50M+ where you were accountable for capture strategy, customer engagement, and proposal through award
• In-depth knowledge of DHS and Federal Civilian (FedCiv) markets, including a strong understanding of customer missions, procurement processes, and competitive landscape within these agencies
• Expert familiarity with federal procurement practices and tools, including opportunities identification platforms (e.g., SAM.gov, GovWin, DACIS) and various contract types/vehicles (IDIQs, GWACs, etc.)
• Experience with Autogen AI and Salesforce; and CoPilot
• Excellent communication, presentation, and interpersonal skills, with the ability to engage and influence executive-level stakeholders, articulate complex strategies, and foster strong relationships internally and externally. Lead the progression of the capture process within a disciplined timeline
• Bachelor’s degree in Business, Government, Engineering, or a related field (or equivalent experience).

Benefits

• Health insurance
• 401(k) matching
• Flexible work hours
• Paid time off
• Remote work options