Original listing text, shown exactly as published by the company.
Clearance Level: Must Have Secret Security Clearance to Start
Job Description
The Senior Director of Capture Management serves as a strategic leader within Agile Defense's Growth organization, reporting directly to the Chief Revenue Officer (CRO). This role is responsible for establishing, standardizing, and enforcing capture management processes, methodologies, and best practices across all six divisional Pods (Air Force, Army, Navy, CCMD/4th Estate, Federal Civilian, and DHS).
The Senior Director will drive process rigor, pipeline hygiene, and capture excellence by providing oversight, mentorship, and governance to the Capture Leads embedded within each Pod. This individual will ensure consistent execution of the capture lifecycle, from opportunity identification through proposal submission, while maintaining the integrity of the pipeline, enforcing gate reviews, and delivering actionable intelligence to executive leadership on win probability, pipeline health, and revenue forecasting. The Senior Director will be instrumental in building a scalable, repeatable capture framework that accelerates Agile Defense's growth trajectory across the federal marketplace.
Education and Background
- Bachelor's degree in Business Administration, Engineering, Information Technology, or a related field (Master's degree or MBA strongly preferred)
- Formal capture management training (e.g., Shipley, APMP certification, or equivalent)
- Demonstrated background in the Government Contracting (GovCon) industry, with deep familiarity across DoD (Air Force, Army, Navy, Combatant Commands/4th Estate) and civilian agencies (Federal Civilian, DHS)
- Experience operating within a matrixed Growth organization structure with cross-functional Pod-based teams (BD, Capture, Solution Architecture, Proposal Management, and Pricing)
- Track record of leading and winning captures valued at $100M+ across various contract vehicles (IDIQ, BPA, single-award, GWAC, etc.)
- Prior experience in a senior leadership role at a mid-tier to large defense/IT services contractor or non-traditional defense contractor
Years of Experience
- 10+ years of progressive experience in capture management, business development, or growth leadership within the federal government contracting space, with at least 5 years in a senior leadership role overseeing capture teams and/or a capture center of excellence.
Required Skills
- Capture Process Governance: Proven ability to design, implement, and enforce end-to-end capture management frameworks, including gate review processes (Interest -> Bid), win theme development, competitive assessments, and color team reviews
- Pipeline Management & Hygiene: Expert-level proficiency in maintaining pipeline accuracy, enforcing data discipline, and leveraging CRM tools (e.g., Salesforce, Pipedrive, or similar) to drive forecasting accuracy and opportunity qualification (using frameworks such as P-WIN scoring)
- Leadership & Mentorship: Demonstrated ability to lead, coach, and develop a distributed team of Capture Leads across multiple divisions, fostering accountability and a culture of winning
- Strategic Thinking: Ability to assess market dynamics, competitive landscapes, and customer missions across DoD and FedCiv to shape capture strategies
- Executive Communication: Exceptional ability to present pipeline health, capture status, and strategic recommendations to C-suite leadership (CRO, CEO, COO)
- Cross-Functional Collaboration: Experience working closely with Solution Architects, Proposal Managers, Pricers, and BD professionals in an integrated team environment
- Government Acquisition Knowledge: Deep understanding of FAR/DFARS, federal procurement processes, source selection methodologies, and contract types
- Financial Acumen: Ability to assess deal economics, pricing strategies, and bid/no-bid decisions based on investment thresholds and ROI
- Security Clearance: Active Secret clearance (Top Secret preferred)
Preferred Skills
- Experience standing up or transforming a Growth organization, including building capture centers of excellence from the ground up
- Familiarity with Agile Defense's core markets: cybersecurity, IT modernization, digital transformation, AI, cloud, and mission support services
- PMP certification or equivalent project management credentials
- Experience with AI-enabled tools for competitive intelligence, pipeline analytics, or proposal automation
- Established relationships with government decision-makers and procurement officials across DoD and civilian agencies
- Experience with M&A integration as it relates to pipeline consolidation and capture strategy alignment
- Knowledge of MEDDICC or similar enterprise sales qualification methodologies adapted for GovCon
Working Conditions
- Location: Hybrid work environment with primary presence at Agile Defense headquarters (McLean, VA or applicable office location); regular in-office collaboration expected for pipeline reviews, gate reviews, and leadership meetings
- Travel: Approximately 10-20% travel required to support customer engagements, division Pod coordination, industry events, and conferences across CONUS
- Work Hours: Full-time, salaried position; may require extended hours during peak capture and proposal periods (e.g., color team reviews, proposal submissions, and gate review cycles)…
