Government Capture Director

Overview

Meet Our Team. Join Pega’s Government Industry Market team as we drive digital transformation across the public sector. Our team combines deep government domain expertise with innovative technology leadership to help agencies modernize operations and better serve citizens. As a Director, Capture Strategist, you’ll play a pivotal role in shaping Pega’s public sector growth by identifying, qualifying, and winning high-impact opportunities across Federal, Defense, Intelligence, and State/Local markets.

Picture Yourself At Pega. Imagine leading the pursuit of complex, high-value government contracts, engaging directly with government decision-makers to understand mission priorities and translate them into winning strategies. In this role, you’ll influence outcomes from early opportunity identification through contract award, positioning Pega’s workflow automation platform as the solution that helps agencies deliver results faster, with greater transparency and efficiency. You’ll also contribute to Pega’s broader public sector strategy by bringing forward market insights that inform go-to-market direction and product alignment.

What You\'ll Do At Pega

Lead capture efforts, customer engagement, and cross-functional proposal execution to win strategically important government business. Three key areas are: Strategic Opportunity Development, Market Intelligence & Go-To-Market Support and Stakeholder Engagement.

• Identify and prioritize high-value opportunities across Federal, Defense, Intelligence, and State/Local markets
• Develop end-to-end capture strategies and competitive positioning
• Conduct market and competitive analysis to align Pega solutions and product roadmap with government needs
• Build trusted relationships with government decision-makers and acquisition stakeholders
• Represent Pega at industry days, conferences, and customer meetings
• Partner with Government Relations on policy and regulatory alignment
• Proposal Leadership & Cross-Functional Coordination
• Lead cross-functional teams through complex, compliant proposal efforts (FAR/DFARS)
• Develop differentiated value propositions for Pega’s workflow automation capabilities
• Manage proposal timelines, resources, and quality
• Analyze procurement trends, budgets, and technology priorities
• Develop capture content (capability statements, past performance, technical approaches)
• Support sales with government-specific messaging, positioning, and pricing insights

Who You Are

• A strategic, analytically-minded capture leader with strong business judgment and a disciplined approach to opportunity qualification
• Experienced building credibility and relationships with stakeholders across government—comfortable engaging from working teams to senior executives
• A collaborative leader who can align diverse internal partners (sales, product, technical, legal/contracts, pricing) around a winning plan
• A persuasive communicator with the ability to translate mission needs into clear value propositions and proposal narratives
• Highly organized, outcomes-driven, and able to lead multiple pursuits while managing priorities and timelines in dynamic environments

What You\'ve Accomplished

• Bachelor’s degree required (Master’s degree in Business, Public Administration, or related field preferred)
• 12+ years of experience in federal government contracting, including 8+ years in capture management or business development
• Demonstrated track record winning complex government contracts valued at $10M+
• Deep understanding of federal procurement processes, contract vehicles (e.g., GSA, CIO-SP3, OASIS), and compliance requirements
• Experience with workflow automation, digital transformation, or enterprise software solutions in government environments
• Strong strategic thinking, analytical, and project management skills
• Exceptional written and verbal communication skills, including proposal writing expertise
• Ability to obtain and maintain a government security clearance, as required
• Prior experience as a government program manager or contracting officer
• CFCM (Certified Federal Contracts Manager) or similar certification
• Experience with the Pega Platform or comparable workflow automation technologies
• Established network within target government agencies
• Experience with cloud computing, AI/ML, or emerging technology procurement in government
• Travel Requirements: Up to 25% travel (infrequent-to-moderate), based on customer needs and key industry events

Pega Offers You

• Gartner Analyst acclaimed technology leadership across our categories of products
• Continuous learning and development opportunities
• An innovative, inclusive, agile, flexible, and fun work environment
• Competitive global benefits program inclusive of pay + bonus incentive, employee equity in the company

Additional Information

Base salary range for this role is 171,000 - 262,800 USD annually. This role may also be eligible for annual bonus OR commission, as well as benefits and other incentives. The final compensation will be determined during the offer process based on the candidate\'s education, experience, skills, and qualifications, as well as market conditions and may vary from the posted range. We will share information on benefits, bonus/commission, and other pay components for this role at the relevant recruitment stage. Job ID: 23686