Capture Manager

Capture Manager

Department: Growth

Employment Type: Full Time

Location: North Bethesda, MD

Compensation: $150,235.80 - $169,146.60 / year

Description

We are looking for a high-performing, growth-oriented Capture Manager with a proven track record of turning executive connections into closed, high-value contracts.

In this role, you'll be responsible for leading complex, high-stakes capture strategies from opportunity identification through final proposal award. You'll serve as the primary architect of win strategies, leveraging industry relationships, customer intelligence, and cross-functional teams to expand our market share and drive scalable top-line revenue. Prior experience in capture management in the federal government contracting space is required, and the ideal candidate will have a background in digital technology and design services.

If you’re passionate about improving lives through digital products and services, Coforma is a great company for you.

$150,235 to $169,146 Annual Salary + Benefits + Growth Potential

Placement within this range will be based on the competency level of the candidate. An offer will be made at one of the following tiers:

• Tier 1 — $150,235.80: Meets stated qualification and experience requirements. May need guidance and training beyond onboarding to perform the more complex functions of the role.
• Tier 2 — $159,691.20: Experienced and fully competent. Will be able to independently perform key responsibilities of the role once onboarding is completed.
• Tier 3 — $169,146.60:Highly experienced and can perform all responsibilities of the role at a higher level than expected once onboarding is completed.

To honor our company-wide equitable pay system, the posted salary range and corresponding tier salaries are non-negotiable.

This is a US-based remote position open to applicants in select states listed below, with a strong preference for applicants currently based in the Greater Washington/DMV area. Some travel will be required for this role.

To ensure we remain compliant with all state, county, and local employment and tax regulations, applicants must currently reside in one of the following states to be considered for employment with Coforma. This list will be updated periodically as our PeopleOps team works to open up hiring in additional states.

• 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
• Wisconsin

What You’ll Do (Key Responsibilities)

• Proactively build and maintain strategic relationships with key customer decision-makers, agency representatives, prime contractors, and industry influencers.
• Gather actionable 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, driving revenue targets through disciplined capture plans and value-driven win strategies.
• Analyze competitive landscapes, market trends, and budget cycles to formulate winning value propositions and price-to-win strategies.
• Lead opportunity gate reviews (bid/no-bid decisions) and present rigorous business cases to executive leadership.
• Collaborate with Proposal Managers and Finance, Delivery, and Growth Leadership to align technical offerings, pricing models, and client presentation strategies.
• Maintain strict accountability for win rates, qualified pipeline health, and deal conversion timelines within Nextstage, our CRM system.
• Conduct debriefs and apply feedback and lessons learned to future performance.

In Your First 30 Days, You Will:

• Conduct 1-on-1 discovery sessions with executive leadership, delivery leads, and proposal teams to map core capabilities, past performance assets, and unique selling propositions.
• Review the active CRM pipeline to evaluate target accounts, active capture efforts, win probabilities, and upcoming RFP/solicitation schedules.
• Audit personal contact network against target market accounts to identify warm entry points, procurement leads, and strategic teaming partners.
• Analyze existing stage-gate review processes (e.g., bid/no-bid frameworks, proposal methodologies, pricing models) to pinpoint operational bottlenecks or gaps in competitive intelligence.
• Prioritize the mapping of internal offerings directly to warm client and partner relationships.

After 60 Days:

• Initiate pre-solicitation conversations with key client decision-makers and agency leads to gather intelligence, validate pain points, and influence draft requirements.
• Engage prospective prime contractors and subcontractors; draft, negotiate, and execute Non-Disclosure Agreements (NDAs) and Teaming Agreements (TAs) for priority targets.
• Develop and present comprehensive capture plans for 2–3 high-value target opportunities, establishing core win themes, competitive analysis, and preliminary Price-to-Win (PTW) targets.
• Lead formal bid/no-bid and stage-gate reviews for incoming opportunities, presenting data-backed business cases to executive leadership.

After 90 Days:

• Assume full responsibility and accountability for all functions associated with the role.
• Active participation in delivering compliant, strategy-aligned proposals for major targets.
• A 12-month capture strategy and forecast presented to executive leadership with defined win-rate goals and revenue targets.

Who You Are and What You Know (Knowledge and Experience Requirements)

• You have a minimum of 4 years of progressive experience in business development, capture management, or enterprise deal-structuring with demonstrated success closing multi-million-dollar contracts (you should have a verifiable history of leveraging personal and professional networks to generate repeatable, sustainable business revenue).
• You're proficient in developing price-to-win strategies, conducting margin analysis, and structuring contracts (e.g., FFP, T&M, Cost-Plus, or enterprise commercial agreements).
• You have an existing, active network within government vertical markets.
• You're comfortable working independently and as part of a team, managing multiple tasks and proposals simultaneously, and able to anticipate challenges and adapt to changing situations with new information.
• You're a full-time resident of the contiguous United States (must be legally authorized to work in the US now and in the future without sponsorship).

Preferred Qualifications and Experience:

• Experience working with disadvantaged small businesses such as SDVOSBs and 8(a) companies, or Mentor-Protégé Program participants in the digital services industry.

Other

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