Capture Lead

About the role

MO is seeking a Capture Lead to drive strategic pursuit planning and execution across federal technology, AI, digital modernization, product, design, data, cloud, service design, and software delivery opportunities.

Responsibilities

• Lead capture planning for qualified federal opportunities aligned to MO’s growth strategy.
• Develop and maintain capture plans for priority pursuits, including customer analysis, competitive assessment, solution strategy, teaming approach, win themes, pricing considerations, risks, and action plans.
• Own the pursuit timeline from qualified opportunity through proposal handoff.
• Drive internal pursuit meetings and ensure action items are documented, assigned, and completed.
• Ensure each pursuit has a clear win strategy, value proposition, and differentiated position before proposal development begins.
• Assess opportunity fit against MO’s capabilities, contract vehicles, past performance, customer relationships, competition, partner access, delivery risk, and probability of win.
• Prepare qualification summaries and pursuit recommendations for leadership review.
• Identify poor-fit opportunities early to avoid wasting capture and proposal resources.
• Ensure qualified opportunities have clear owners, realistic timelines, resource assumptions, and defined next actions.
• Develop a deep understanding of target customer missions, pain points, priorities, budgets, buying behavior, organizational structure, and decision drivers.
• Research agency strategies, program objectives, procurement history, incumbent performance, modernization needs, and mission drivers.
• Support customer engagement planning, including call plans, meeting agendas, discovery questions, briefing materials, and follow-up actions.
• Translate customer needs into solution positioning, win themes, discriminators, and proposal direction.
• Analyze incumbents, likely competitors, contract history, pricing signals, teaming patterns, past awards, and evaluation factors.
• Develop competitor profiles and assessment summaries for priority pursuits.
• Identify MO’s strengths, weaknesses, opportunities, and threats for each pursuit.
• Recommend positioning strategies that improve MO’s competitive advantage.
• Identify, evaluate, and recommend teaming partners based on customer access, past performance, contract vehicles, capabilities, socioeconomic status, technical strengths, and delivery fit.
• Lead or support partner outreach in coordination with BD and executive leadership.
• Develop partner strategy for each pursuit, including prime/sub positioning, capability gaps, workshare considerations, and relationship status.
• Support teaming discussions, NDAs, teaming agreements, and partner data calls as needed.
• Work with MO solution leaders, delivery teams, architects, product/design leads, AI/data/cloud specialists, and proposal resources to shape compelling technical approaches.
• Translate customer requirements into solution concepts that align with MO’s capabilities and delivery model.
• Ensure solution strategy reflects MO’s strengths in AI, product strategy, human-centered design, service design, cloud modernization, data platforms, software engineering, automation, and digital transformation.
• Identify gaps in technical approach, staffing, past performance, tools, certifications, or partner support.
• Prepare pursuit artifacts that improve proposal quality and reduce proposal chaos.
• Ensure proposal teams receive clear capture intelligence, including customer priorities, win themes, solution direction, competitor analysis, partner roles, evaluation criteria, risks, and compliance considerations.
• Support proposal kickoff, color team reviews, content planning, and executive reviews.
• Stay engaged through proposal development to ensure the proposal reflects the capture strategy.
• Maintain accurate capture-related data in CRM and pipeline tools.
• Ensure priority pursuits include updated stage, value, due date, customer, contract vehicle, owner, next action, partner status, probability, and capture health.
• Flag stale pursuits, missing next actions, unclear ownership, weak customer access, or incomplete capture data.
• Support weekly pipeline and pursuit reviews with accurate updates.

  Requirements

  • 5+ years of experience in federal capture, business development, proposals, program management, consulting, technology delivery, or GovCon growth roles.
  • Demonstrated understanding of the federal contracting lifecycle, including opportunity identification, qualification, capture planning, teaming, proposal development, evaluation criteria, and award decision processes.
  • Experience supporting or leading capture for federal technology, digital modernization, software, data, cloud, AI, health IT, or professional services opportunities.
  • Ability to develop capture plans, win themes, customer profiles, competitor assessments, partner strategies, and pursuit action plans.
  • Strong understanding of federal procurement sources and tools such as SAM.gov, FPDS, agency forecasts, GSA, NASA SEWP, GWACs, IDIQs, BPAs, and market intelligence platforms.
  • Strong written and verbal communication skills.
  • Ability to work effectively with executives, BD teams, solution leaders, delivery teams, proposal managers, and external partners.
  • Strong organizational skills and ability to manage multiple pursuits simultaneously.
  • Strong ownership mindset with the ability to drive action without waiting for perfect information.

  Preferred Qualifications

  • Experience with federal health agencies such as VA, HHS (CMS/CDC), DHA, or adjacent civilian and health markets.
  • Experience capturing opportunities involving AI, digital services, human-centered design, product delivery, cloud modernization, data platforms, automation, or agile software development.
  • Experience with VA SPRUCE, NASA SEWP, GSA MAS, OASIS+, CIO-SP, T4NG, VETS, Polaris, or other major federal contract vehicles.
  • Prior experience in a small business, growth-stage company, or entrepreneurial GovCon environment.
  • Experience with small business teaming strategies, prime/sub positioning, set-aside markets, and partner ecosystems.
  • Experience supporting proposal color reviews, executive reviews, pricing strategy, technical solutioning, and oral presentations.
  • Familiarity with CRM and pipeline tools such as HubSpot, Salesforce, Microsoft Dynamics, GovWin, Bloomberg Government, HigherGov, Airtable, Monday.com, or similar systems.
  • Existing relationships with federal customers, partners, or industry stakeholders in MO’s target markets.