Capture Manager

Coforma

. Lead complex, high-stakes capture strategies from opportunity identification through final proposal award .

Posted 9/29/2026full-timeRemote • United StatesMid-LevelSenior💰 $150,236 - $169,147 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in leading capture strategies and managing end-to-end capture lifecycles, with a strong focus on developing price-to-win strategies and leveraging industry relationships to drive revenue growth. Proven ability to analyze competitive landscapes and present compelling business cases to executive leadership.

Highest-signal resume keywords

Capture ManagementPrice-To-Win StrategiesBusiness DevelopmentGovernment ContractingProposal Management

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Contract StructuringMargin AnalysisCompetitive AnalysisOpportunity IdentificationWin Rate Accountability

Soft Skills

Team CollaborationAdaptabilityStrategic ThinkingRelationship BuildingIndependent Work

Tools & Technologies

Nextstage CRM

Industry Keywords

Federal Government ContractingDisadvantaged Small BusinessesSDVOSB8(a) CompaniesMentor-Protégé Program

About the role

Key responsibilities & impact

Lead complex, high-stakes capture strategies from opportunity identification through final proposal award
Serve as the primary architect of win strategies
Leverage industry relationships, customer intelligence, and cross-functional teams to expand market share and drive scalable top-line revenue
Build and maintain strategic relationships with customer decision-makers, agency representatives, prime contractors, and industry influencers
Gather customer intelligence through pre-RFP engagement to shape requirements and position the organization as the vendor of choice
Own end-to-end capture lifecycles for high-priority opportunities
Analyze competitive landscapes, market trends, and budget cycles to formulate value propositions and price-to-win strategies
Lead opportunity gate reviews and present business cases to executive leadership
Collaborate with Proposal Managers and Finance, Delivery, and Growth Leadership on technical offerings, pricing models, and client presentation strategies
Maintain accountability for win rates, qualified pipeline health, and deal conversion timelines in Nextstage CRM
Conduct debriefs and apply feedback and lessons learned
Conduct discovery sessions and review capabilities, past performance assets, and unique selling propositions
Evaluate CRM pipeline, target accounts, capture efforts, win probabilities, and solicitation schedules
Identify warm entry points, procurement leads, and strategic teaming partners
Audit stage-gate review processes, proposal methodologies, pricing models, and competitive intelligence
Initiate pre-solicitation conversations with client decision-makers and agency leads
Engage prospective prime contractors and subcontractors; draft, negotiate, and execute NDAs and Teaming Agreements
Develop and present capture plans for 2–3 high-value opportunities, including win themes, competitive analysis, and preliminary Price-to-Win targets
Lead formal bid/no-bid and stage-gate reviews
Assume full responsibility for the role after 90 days
Participate in compliant, strategy-aligned proposals
Present a 12-month capture strategy and forecast with win-rate goals and revenue targets

Requirements

What you’ll need

Minimum of 4 years of progressive experience in business development, capture management, or enterprise deal-structuring
Demonstrated success closing multi-million-dollar contracts
Verifiable history of leveraging personal and professional networks to generate repeatable, sustainable business revenue
Proficiency in developing price-to-win strategies, conducting margin analysis, and structuring contracts, including FFP, T&M, Cost-Plus, or enterprise commercial agreements
Existing, active network within government vertical markets
Ability to work independently and as part of a team, manage multiple tasks and proposals simultaneously, anticipate challenges, and adapt to changing situations with new information
Full-time resident of the contiguous United States
Must be legally authorized to work in the US now and in the future without sponsorship
Applicants must currently reside in Arizona, California, District of Columbia, Florida, Georgia, Idaho, Illinois, Maryland, Massachusetts, Montana, Nevada, New Jersey, New York, North Carolina, Oregon, South Carolina, Tennessee, Texas, Virginia, Washington, or Wisconsin
Experience in capture management in the federal government contracting space is required
Preferred: Experience working with disadvantaged small businesses such as SDVOSBs and 8(a) companies, or Mentor-Protégé Program participants in the digital services industry

Benefits

Comp & perks

Will prioritize and maintain access to strong, reliable internet for the remote nature of our work, except when on vacation or holiday
Will keep the highest security practices to ensure privacy and security of Coforma and client information, even when on vacation
On request and with advanced notice, will attend in-person events such as meetings, workshops, and trainings as assigned for projects that require it
Will represent Coforma professionally and sincerely, modeling Company Values in all interactions
Benefits
Growth potential