Director of Business Capture

Description

Position Title:

Director of Business Capture

Primary

Location:

Tampa, FL HQ

Reports to:

CEO

Director of Business Capture

Employment Status:
Full-time

FLSA Status:
Exempt

The Director of Capture leads and manages all activities involved in pursuing federal opportunities, handling every stage of the process from identifying qualified prospects to securing contract awards. Reporting directly to the CEO, this role serves as the single owner of capture strategy, ensuring the company pursues the right federal opportunities with the highest probability of winning (P-Win).

This is a hands‑on leadership role requiring deep involvement in opportunity shaping, win strategy development, competitive positioning, and cross‑functional coordination. As the company grows, the Director of Capture will help scale and mature the capture function, including building and leading a dedicated capture team.

Capture Ownership & Strategy

• Own the end‑to‑end capture process for all priority federal pursuits, from post‑qualification through award.
• Lead development of win strategies, P‑Win assessments, discriminators, and value propositions.
• Shape opportunities early by influencing requirements, acquisition strategies, and customer engagement plans.
• Ensure all pursuits align with corporate strategy, capabilities, and revenue goals.

Gate Review Leadership & Governance

• Prepare, lead, and present materials for formal Gate Reviews, including:
• Gate 2 / 2b+:
  Bid Commitment
• Gate 3:
  Proposal Commitment
• Gate 4:
  Pre‑Award Preparation
• Provide bid / no‑bid recommendations to the CEO and senior leadership based on:
• Strategic fit
• Competitive landscape
• Delivery and financial risk
• P‑Win
• Enforce discipline, readiness, and accountability across the capture lifecycle.

Cross‑Functional Integration

• Act as the primary integrator across:
• Business Development
• Proposal Management
• Solution Architects
• Finance
• Operations / Delivery
• Executive Leadership
• Ensure proposed solutions are technically sound, operationally executable, compliant, and financially viable.
• Maintain continuity between capture strategy and proposal execution.

Competitive Positioning & Solution Shaping

• Lead competitive analysis and intelligence gathering to identify strengths, weaknesses, and gaps.
• Develop and validate technical, management, and business solutions in collaboration with Solution Architects and Operations.
• Guide teaming strategies, including selection and management of subcontractors, partners, and OEMs.
• Own storyboards, executive summaries, and capture artifacts used to influence proposal content.

Proposal Support & Review

• Provide strategic direction and oversight to the Proposal Team during proposal development.
• Support and participate in proposal reviews, including:
• Black Hat / Black Review
• Blue Team
• Pink Team
• Red Team
• Gold / White Glove Review
• Ensure proposals maintain alignment with capture strategy, win themes, and customer priorities.

Financial Strategy & Risk Management

• Partner with Finance to develop pricing strategies, ROMs, and final pricing recommendations.
• Ensure profit, margin, and cost assumptions align with corporate objectives and delivery capabilities.
• Identify and manage risks, assumptions, dependencies, and mitigation strategies throughout the capture process.

Growth Strategy & Capture Maturity

• Collaborate with the CEO and senior leadership to support the company’s federal growth strategy.
• Track and report capture performance metrics, including:
• Win rate
• P‑Win accuracy
• Pipeline quality
• Revenue attainment
• Establish repeatable capture processes, templates, and best practices.
• Prepare to build, mentor, and lead additional capture resources as the pipeline grows.

• Bachelor’s degree in business, Engineering, Management, or a related field.
• 10+ years of experience in federal capture management, business development, or in a leadership role.
• Strong understanding of the federal acquisition lifecycle, competitive procurements, and IDIQ/task order environments.
• Experience working directly with executive leadership on pursuit decisions.

• Master’s degree (MBA or equivalent).
• Formal…