Director of Capture

Job Description

Job Description

The Building People, LLC, has an opening for an experienced Director of Capture to drive our business development and capture operations. Reporting to executive leadership, this role manages the capture lifecycle from opportunity identification through proposal submission, ensuring disciplined, compliant, and competitive pursuits that support sustainable revenue growth. The Director of Capture leverages data, analytics, and emerging technologies, including AI-enabled tools, to enhance capture effectiveness, decision-making, and win probability. This is a hands-on leadership role focused on positioning the company to win business by shaping opportunities, building pursuit teams, and managing capture activities from early identification to proposal submission.

Primary Responsibilities:

Capture Leadership & Business Development

• Manage and mentor capture and business development staff, fostering a culture of excellence, innovation, and accountability
• Execute business line growth strategies in alignment with company objectives, and contribute to strategy development with executive leadership
• Support strategic client engagement with federal agencies and commercial partners
• Identify, evaluate, and prioritize high-value opportunities across target markets and agencies, presenting qualified opportunities for pursuit decisions

Capture Management

• Lead end-to-end capture planning and execution for assigned strategic opportunities, including competitive positioning, win strategy development, and solution design
• Apply best practices in capture management methodologies and tools, and recommend process improvements across the capture function
• Drive solution development efforts in collaboration with technical, operations, and pricing teams
• Conduct competitive intelligence gathering and analysis to inform capture strategies

Partnership & Client Development

• Cultivate and maintain teaming partnerships to enhance competitive positioning and expand capabilities
• Build and strengthen relationships with key decision-makers and stakeholders within target federal agencies
• Represent The Building People at industry events, conferences, and client engagements
• Identify client value-added solutions that differentiate our offerings

Recompete & Contract Retention

• Manage recompete capture efforts to support maximum retention of existing contracts
• Implement proactive customer engagement strategies to influence acquisition planning
• Conduct win-loss analysis and apply lessons learned to continuously improve capture effectiveness

Market Intelligence & Strategy

• Conduct market research and competitive analysis across target sectors
• Monitor industry trends, regulatory changes, and agency priorities to identify emerging opportunities
• Develop data-driven pursuit strategies and go/no-go recommendations for leadership review
• Track and report on pipeline metrics, win rates, and capture performance indicators

Required Experience & Skills

• 10+ years of progressive experience in business development and capture management within the government contracting industry
• Proven track record of winning complex federal contracts ($50M+)
• Strong knowledge of federal procurement processes, acquisition strategies, and compliance requirements
• Demonstrated experience leading capture teams or cross-functional pursuit teams
• Strong presence and communication skills with the ability to engage effectively with senior leadership, clients, and teaming partners
• Experience with Facilities Management Services, Operations & Maintenance, or related service lines
• Experience leveraging data, analytics, and technology to improve capture and growth outcomes
• Experience using or governing AI-enabled tools in capture and proposal environments

• APMP certification or equivalent professional credentials
• Background in property management, real estate solutions, or organizational consulting
• Experience with CRM and capture management systems
• Active security clearance (or ability to obtain one)

• Bachelor's degree in Business, Marketing, or related field