Capture Manager

Intro At MO, we challenge the status quo and help government leaders shape the future. We engineer scalable, human-centered solutions that help agencies deliver their mission faster and better. Our teams blend product, design, AI, data, and modern software practices to modernize legacy systems, build new digital platforms, and deliver mission-ready products that drive sustainable change. We live by our values- Integrity, Excellence, Courage and Curiosity. They guide how we build, collaborate, and lead. From cloud infrastructure and data engineering to AI integration and service design, we connect technology and experience to deliver outcomes that scale. We’re building a company where technologists, designers, and builders can serve the mission, grow their craft, and help shape the future of digital government. At MO, your work doesn’t just make a difference—it advances the mission and helps build a more capable, trusted, and human government. We believe AI is fundamentally changing how we build solutions and drive outcomes for our clients. We thoughtfully leverage AI tools to accelerate discovery, improve decision‑making, reduce manual work, and produce higher-quality deliverables. We value curiosity, experimentation, and a willingness to continuously evolve how we work as AI capabilities advance. Overview 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. This role is responsible for leading qualified opportunities from early identification through proposal handoff and submission support. The Capture Lead will work closely with executive leadership, business development, solution architects, delivery leaders, proposal teams, partners, and customers to shape opportunities, develop win strategies, assess competitors, build teaming plans, and improve MO’s probability of win. This role requires a disciplined operating mindset built around clear ownership, measurable outcomes, structured decision‑making, accountability, and consistent follow‑through. What You’ll Do Capture Strategy and Pursuit Leadership 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. Opportunity Qualification and Bid/No‑Bid Support 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. Customer and Mission Understanding 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. Competitive Intelligence 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. Teaming and Partner Strategy 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. Solution and Technical Alignment 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. Proposal Readiness and Handoff 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. Pipeline and CRM Discipline 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. What You’ll Bring Required Qualifications 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. Perks A dynamic, high‑trust environment with a diverse, mission‑driven team Competitive compensation commensurate with experience Meaningful opportunities for career growth and learning Comprehensive health coverage (medical, dental, and vision) 401(k) with company match Unlimited Paid Time Off (PTO) Company‑sponsored short- and long‑term disability, plus life insurance Company‑sponsored parental leave $100,000 - $130,000 a year Compensation for this role is an annualized salary range of $100,000 to $130,000 plus benefits and growth potential. Note: To ensure compliance 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 MO. Employment eligibility is also subject to applicable state labor laws and remote work registration requirements. This list will be updated periodically as our team expands hiring eligibility to additional states. AZ; CA; CO; CT; DC; FL; GA; IL; KS; MA; MD; ME; NC; NJ; NM; NV; NY; OR; PA; TX; UT; VA; WA; WI. Work Location & Travel MO is a fully remote organization, with a preference for candidates located in the Washington, D.C. area or Austin, TX. Candidates based in these locations should expect to be on‑site at client locations approximately 40% of the time. Candidates located elsewhere may be expected to travel up to 25% to support in‑person collaboration. The contract this position supports requires US Citizenship. This position will remain open through August 8, 2026. In support of theColorado Equal Pay Transparency Act, and others like it across the country, MO's job descriptions feature the starting range we reasonably expect to pay to candidates who would join our team with little to no need for training on the responsibilities we've outlined above. Actual compensation is influenced by a wide range of factors including but not limited to skill set, level of experience, and responsibility. We're MO We build with purpose, deliver with precision, and measure success by the impact we create — for our clients, our teams, and the mission. All MO leaders are expected to lead with humility, embody our core values in their leadership, and to hold their team accountable to the same. MO leaders are expected to ensure we are always growing by tackling hard problems, being strategic, and learning from others. MO is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status. We are committed to building a diverse team and fostering an inclusive, equitable environment where everyone can thrive. All employment offers are contingent upon successful completion of any required background, reference, or security clearance checks consistent with applicable law and client contract requirements. Your job offer is contingent upon satisfactory completion of such background and/or reference check as applicable. Additionally, this position may require a government background investigation to be completed and adjudicated dependent on your role and project . This offer will be withdrawn if any of the above conditions are not satisfied. #J-18808-Ljbffr