Federal Capture Director (Contract) - Norfolk, VA

The Wilkinson Firm; Norfolk (VA); Remote; USD 114,000 - 162,000; Full time

Job summary

The Wilkinson Firm is hiring a Federal Capture Director (Contract) to lead opportunity identification, qualification, and end-to-end capture-to-proposal activities for federal contracts. This remote with quarterly DC travel role reports to the GovCon Division Lead and supports HHS, DoD, VA and GSA pursuits.

Ideal candidates have 7–15 years in federal capture, a documented $1M+ contract track record, Shipley training or equivalent, and SAM.gov fluency.

Qualifications

• 7-15 years in federal capture and proposal management for GovCon firms
• Documented track record capturing $1M+ federal contracts
• Familiar with FAR/DFARS terminology and set-asides (8(a), HUBZone, WOSB, SDVOSB)

Responsibilities

• Identify and qualify federal opportunities across SAM.gov, GSA Schedules, agency forecasts, and prime/sub channels
• Lead capture-to-proposal lifecycle: assessment, teaming, pricing strategy, color-team reviews, readiness
• Develop capture playbooks, gate criteria, win themes, competitive analysis
• Manage prime and sub partnerships and government POC relationships
• Coordinate set-aside certifications with GovCon Division Lead and track pipeline reporting
• Coach the Proposal Manager and Federal Account Executive positions as they come online

Skills

Federal capture

Proposal management

BD GovCon

SAM.gov fluent

APMP credential

Education

Shipley-trained

Job description

Job Openings Federal Capture Director (Contract) - Norfolk, VA

About the job Federal Capture Director (Contract) - Norfolk, VA

Engagement type: Independent consultant, 1099 hourly.
Rate range: $100 - $500 per hour, based on experience and scope (three-tier band detailed below).
Time commitment: Part-time or fractional, scales with pipeline (typically 10-40 hrs/week).
Location: Remote with quarterly DC travel preferred.
Reports to: GovCon Division Lead.

A note from the founder

TWF has built the scaffolding for federal work. MBE certification, SAM.gov registration, two operational divisions ready to serve federal contracts, a credentialed bench, and signed commercial customers proving the operating model. What is missing is the capture function. This engagement is for the operator who knows how to walk a federal opportunity from first signal through awarded contract, and who wants to build that function inside a firm where it does not exist yet.

What is already built

The Wilkinson Firm is a workforce strategy and staffing firm headquartered across NC and Atlanta. We launched in April 2025 and are now in Year 2 of operations. Two operational divisions today (HR Advisory for the mental health industry, Premium Hospitality and Event Staffing). Government Contracting division being formally stood up this quarter. Three active staffing contracts in delivery. FY26 trajectory $425-525K. Zero loans, zero institutional debt. Defined path to $5M+ over the next 24 months.

Federal-relevant scaffolding:[-Two operational divisions ready to serve federal contracts in HHS-adjacent verticals (VA mental health programs, DoD behavioral health support, HHS workforce IDIQs) and hospitality (federal lodging, on-base food service, training facility F&B).

What you own

• Federal opportunity identification and qualification across SAM.gov, GSA Schedules, agency forecasts, and prime/sub channels
• Capture-to-proposal lifecycle: opportunity assessment, teaming strategy, technical and price strategy, color-team reviews, submission readiness
• Capture playbook documentation: pursuit criteria, gate reviews, win themes, ghosting strategy, competitive analysis
• Prime and sub partner relationships and government POC management
• Set-aside strategy and certification work (8(a), HUBZone, WOSB, SDVOSB) in coordination with the GovCon Division Lead
• Pipeline visibility and reporting to firm leadership
• Coaching the Proposal Manager and Federal Account Executive seats as they come online

Engagement structure

Hourly consulting rate, three tiers calibrated to experience and scope:

• Foundational ($100-200/hr): Capture managers with 5-8 years experience, ramping into a director role
• Director ($200-350/hr): Established capture directors with documented win history on $1M+ contracts
• Principal ($350-500/hr): Senior capture principals with multi-million-dollar award history and Tier 1 prime experience

Engagement is hourly. Time commitment scales with pipeline activity, typically 10-40 hours per week. Win-based bonus stack negotiable on top of hourly rate for awarded contracts the engagement materially drove.

Success milestones

• Day 30: Capture playbook drafted. Pursuit gate criteria documented. Initial pipeline of 10+ qualified opportunities.
• Day 90: 2-4 active captures in formal pursuit. First teaming agreements signed. Pipeline value $1M+.
• Day 180: 2-4 proposals submitted. First award or shortlist position. Win rate baseline established.

Who you are

• 7-15 years in federal capture, proposal management, or BD for small to mid-size GovCon firms
• Documented track record capturing $1M+ federal contracts
• Shipley-trained or equivalent. SAM.gov fluent. Comfortable with FAR/DFARS terminology
• Familiar with small business set-asides and the certification lifecycle
• Past performance citations in workforce, HHS-adjacent, hospitality, or staffing services preferred
• Comfortable building a function from scratch inside a founder-led firm
• Located in DC, NC, GA, or willing to travel to DC quarterly
• Existing relationships at DoD, VA, HHS, GSA, or DHS
• APMP credential
• Track record of managed HUBZone or 8(a) certifications

How we will get to know each other

• Initial 30-minute fit conversation with the GovCon Division Lead
• Working session: walk through a real federal opportunity or proposal scenario we are actively considering
• Reference checks (3+ professional references) and work history verification
• Engagement letter, scope of work, and rate confirmation
• Kickoff within 7 days of signed engagement

2-4 weeks first conversation to active engagement.

What we believe

Trust before revenue. Mission before money. Real seats, real upside. We build durable federal relationships through earned credibility. We win together. We pay people in real numbers, not pizza parties. We are building something great and we want partners who feel the same.

What to expect from us

• Reply within 48 hours
• First-round conversation within 7 days of qualification