Capture & Close Manager
Skills
About the Role
You will turn qualified federal opportunities into winnable bids and executable contracts across the national security portfolio. You will develop and execute capture plans for priority opportunities, partnering with growth leaders to gather customer insight and shape strategy before solicitation. You will build win themes, discriminators, competitor analysis, and teaming strategies, and support bid/no-bid decisions and stage-gate reviews. You will partner with finance, legal, and engineering to shape pricing strategy, cost narratives, and contract structures, and lead the transition from capture to award, supporting negotiations and contract finalization. You will bring discipline to vehicle strategy using FAR-based contracts, OTAs, SBIR/STTR, and IDIQs. You will govern proposal execution by partnering with proposal management to ensure submissions are compliant and persuasive, providing strategic direction on themes and pricing logic, and participating in storyboarding and color team reviews. You will build a repeatable capture-and-close engine by creating consistent processes, artifacts, and reporting for reviews, risk tracking, and award readiness across the portfolio.
Requirements
- 8+ years of experience in capture management, contracts, proposal strategy, or business development within defense, aerospace, or national security markets
- Proven experience leading or materially shaping full-lifecycle federal pursuits from capture through award
- Strong understanding of DoD and federal acquisition pathways, including FAR/DFARS
- Familiarity with OTAs, SBIR/STTR, IDIQs, and related vehicles strongly preferred
- Experience building win themes, competitor analysis, teaming strategies, pricing approaches, and governance
- Ability to translate complex technical capabilities into compelling pursuit strategy and evaluator-facing value propositions
- Experience partnering closely with proposal-management resources rather than personally owning every aspect of proposal production
- Active U.S. security clearance preferred; ability and willingness to obtain one required
Responsibilities
- Develop and execute capture plans for priority opportunities across the DoW and broader federal market
- Partner with customer-facing teams and growth leaders to gather customer insight and refine opportunity strategy before solicitation
- Build win themes, discriminators, competitor analysis, and teaming strategies that improve probability of win
- Support bid/no-bid decisions, stage-gate reviews, and pursuit governance for high-priority deals
- Partner with finance, legal, and engineering to shape pricing strategy, cost narratives, and contract structures
- Lead the transition from capture to award by aligning customer need, solution approach, pricing, and contractual path
- Support negotiations and contract finalization with legal, finance, and executive stakeholders
- Bring discipline to vehicle strategy and closing pathways including FAR-based contracts, OTAs, SBIR/STTR, and IDIQs
- Partner with proposal management and writing support to ensure proposals are compliant and persuasive
- Provide strategic direction on proposal themes, discriminators, pricing logic, and evaluator-facing narratives
- Participate in storyboarding, color team governance, and major review cycles
- Create and refine repeatable capture, pricing, and close processes that scale across portfolio companies
- Establish consistent artifacts, cadences, and reporting for pursuit reviews, risk tracking, gate decisions, and award readiness
Benefits
- 100% employer paid, comprehensive health care including medical, dental, and vision for you and your family
- Paid maternity and paternity leave for 14 weeks at employees' normal pay
- Unlimited PTO, with management approval
- Optional 401K, FSA, and equity incentives available
- Mental health benefits available through Tara Mind
- Cost effective GLP-1 solutions available through Crux