Business Development/Capture Specialist IV

Paylocity; Merrifield (VA); On-site; USD 95,000 - 145,000; Full time

Job summary

Paylocity is seeking a Business Development / Capture Specialist to pursue federal opportunities from identification through transition. You will build relationships, lead capture planning, and collaborate across contracts, recruiting, and proposals to win contracts.

The role requires deep knowledge of the federal lifecycle, market intelligence, and a proven network of decision-makers. You will develop win strategies and drive pipeline growth in a fast-paced small-business environment.

Qualifications

• Experience in federal business development, capture, and proposal support.
• Strong understanding of the federal acquisition lifecycle and procurement.
• Network of federal customers and industry partners preferred.
• Able to work in a small business environment with cross-functional teams.
• Proven ability to develop win strategies and support contract awards.

Responsibilities

• Identify and pursue opportunities within the federal government marketplace.
• Lead capture planning, shaping, stakeholder engagement, and teaming.
• Develop compelling, compliant proposal content and conduct color team reviews.
• Coordinate with contracts, operations, and proposal teams to align requirements.
• Monitor market trends, conduct competitive intelligence, and report pipeline health.
• Lead cross-functional efforts and leverage technology to improve market research and analysis.

Skills

Federal contracting

Capture management

Proposal development

Market intelligence

Strategic account planning

CRM tools

Communication skills

Networking

Education

Master’s degree

Bachelor’s degree

Tools

Salesforce

GovWin

MS Office

Job description

Description

The Business Development / Capture Specialist is responsible for identifying, qualifying, capturing, and supporting the pursuit of strategic growth opportunities within the federal government marketplace. This role actively develops business, leverages established federal customer and industry relationships and supports the full business development lifecycle from opportunity identification through capture, proposal submission, award, and transition activities. The successful candidate brings an existing network of federal government decision-makers, industry partners, and teaming relationships and has demonstrated success generating pipeline growth, shaping opportunities, and supporting proposal efforts that result in contract awards.

Working within a small business environment, this individual must be highly adaptable, entrepreneurial, and capable of managing multiple priorities simultaneously. In addition to business development and capture responsibilities, the individual will collaborate across operations, contracts, recruiting, and proposal functions as needed to support company growth objectives. This person brings a strong understanding of federal procurement processes, customer engagement strategies, market intelligence, and capture management methodologies. The Business Development/Capture Specialist IV develops and executes capture plans for large program and contract pursuits and is responsible for developing win strategies, SWOT analyses, competitive assessments, customer engagement plans, and solution positioning strategies that improve the probability of win.

Requirements

• Develop and maintain strategic business relationships across the federal government marketplace to identify and pursue opportunities for business expansion.
• Conduct comprehensive market research and competitive intelligence analysis to support strategic growth initiatives and opportunity positioning.
• Identify and assess market trends, customer needs, procurement forecasts, and emerging technologies to inform business development strategies.
• Support the development and execution of account plans, market penetration strategies, opportunity win strategies and partnering strategies.
• Collaborate with capture managers, proposal teams, and operational leadership to develop compelling, compliant, and competitive solutions.
• Provide strategic analysis and recommendations throughout the business development lifecycle, including opportunity qualification, capture planning, proposal development, and post-submission activities.
• Develop actionable insights and reporting related to pipeline health, market trends, customer behavior, and growth opportunities.
• Support and maintain the business development pipeline, ensuring accuracy, integrity, and consistency of opportunity data and reporting.
• Coordinate with contracts, operations, and proposal teams to ensure alignment between customer requirements, solution development, and organizational capabilities.
• Develop and contribute content for white papers, capability statements, presentations, demonstrations, proposals, and other strategic business development materials.
• Monitor current developments within the federal marketplace, including acquisition trends, policy changes, contract vehicles, and competitor activities.
• Recommend improvements or modifications to business development and capture strategies based on market analysis and organizational objectives.
• Identify opportunities to leverage artificial intelligence and automation tools to improve market research, data analysis, reporting, and operational efficiency while ensuring ethical and responsible use.
• Independently manage assignments and provide strategic solutions to complex business development and capture challenges under general direction.
• May lead cross-functional teams in support of strategic pursuits, solution development efforts, and growth initiatives.
• Leverage an established network of federal government customers, industry partners, subcontractors, and decision-makers to identify, qualify, and influence new business opportunities.
• Conduct direct customer engagement and business development activities to generate qualified pipeline and expand the company’s presence within target federal agencies.
• Lead and support all phases of the capture lifecycle, including opportunity identification, qualification, shaping, stakeholder engagement, teaming, solution development, and transition to proposal.
• Serve as a key contributor to proposal development efforts, including strategy development, solution reviews, proposal content creation, color team reviews, and overall proposal readiness.
• Support bid and proposal activities by coordinating with subject matter experts, technical teams, recruiting, contracts, and operational leadership to develop compliant and compelling submissions.
• Build and maintain strategic partnerships and teaming arrangements that strengthen competitive positioning for upcoming pursuits.
• Assist in other corporate growth and operational initiatives as required, demonstrating flexibility and willingness to contribute beyond traditional functional responsibilities.
• Operate effectively in a small business environment where collaboration, adaptability, and cross-functional support are essential to organizational success.

Knowledge/Skills/Abilities:

• Experience within the federal government contracting environment.
• Strong understanding of the federal acquisition lifecycle, procurement processes, and contract vehicles.
• Experience conducting market intelligence, competitor analysis, opportunity qualification, and strategic account planning.
• Experience supporting capture and proposal efforts for federal opportunities.
• Strong analytical, strategic thinking, and problem-solving skills.
• Excellent written and verbal communication skills, including experience developing business development artifacts and proposal content.
• Demonstrated network of federal government customers, industry partners, and industry contacts within targeted agencies and markets.
• Proven ability to develop business, influence customer requirements, and generate qualified pipeline opportunities.
• Experience leading or supporting capture efforts from opportunity qualification through proposal submission and contract award.
• Strong experience supporting federal proposal development, including content development, reviews, and proposal management activities.
• Ability to thrive in a dynamic small business environment requiring flexibility, initiative, and the willingness to support multiple business functions.
• Demonstrated ability to manage competing priorities and rapidly adjust to changing business needs.
• Ability to work independently while managing multiple priorities in a fast-paced environment.
• Proficiency with CRM and pipeline management tools, such as Salesforce, GovWin, or similar platforms.
• Strong collaboration and stakeholder engagement skills across technical, operational, and executive teams.
• Knowledge of Shipley Capture Processes

Qualifications:

• 6-8 years of relevant experience with a Master’s degree OR 10-12 years of relevant experience with a Bachelor’s degree or equivalent combination of education and experience.
• Demonstrated success in federal business development, capture management, and proposal support activities resulting in contract awards.
• Existing relationships and professional network within federal civilian, defense, or intelligence community customers and industry partners is strongly preferred.
• Experience working in a small business government contracting environment is preferred.
• Familiarity with Shipley Capture and Proposal Management methodologies preferred.