Proposal & Capture Lead

TekStream Solutions; Arlington (VA); Hybrid; USD 120,000 - 180,000; Full time

Job summary

TekStream Solutions is seeking a Capture Lead to support our business development strategy within the Growth Team. The role focuses on coordinating responses to RFIs, RFQs, and RFPs, shaping acquisition outcomes, and maintaining data in Salesforce to keep the pipeline accurate and actionable.

The position emphasizes compliance with FAR/DFARS, strategic guidance, and building reusable assets to accelerate proposals.

Qualifications

• Bachelor's degree in business, marketing, communications, or a related field.
• Certifications in proposal or capture management such as Shipley or APMP.

Responsibilities

• Lead development of compliant, compelling responses to RFIs, RFQs, and RFPs.
• Write and edit sections across technical, management, and past performance volumes.
• Ensure submissions align with FAR and DFARS requirements and customer criteria.
• Deconstruct solicitation requirements to guide structure and readiness.
• Prepare and manage internal review schedules for color team reviews.
• Build reusable proposal resources including boilerplates and resumes.
• Support packaging, submission formatting, and delivery processes.

Skills

Proposal development

Compliance mindset

Strategic coordination

Analytical thinking

Communication

Team collaboration

Project management

Market intelligence

AI in BD

Education

Bachelor's degree in business, marketing, communications, or related field

Tools

Salesforce

GovWin

SAM.gov

PIEE

SharePoint

Microsoft Office

Proposal development tools

Job description

Location: Hybrid — Must reside in either San Diego, CA or Washington, DC metro area (DC, Maryland, or Northern Virginia)

How You Will Make an Impact:

Capture and Proposal Lead is to serve as a critical individual contributor supporting our business development strategy and operations. This role is best suited for a compliance-minded strategist and high-output operator who can coordinate the development of compelling responses to RFIs, RFQs, and RFPs while providing expert guidance that enhances our competitive position.

You will be responsible for interpreting solicitations, advising strategic approaches, shaping acquisition outcomes through early engagement, and building reusable assets to accelerate our ability to respond. You will also support the tracking and management of task orders under our GWACs and IDIQs, maintaining data in Salesforce, and ensuring the pipeline remains accurate and actionable. This is a critical advisory role embedded within the Growth Team that reports directly to the Chief Growth Officer.

Key Responsibilities & Duties:

Proposal Development and Compliance

• Lead the development of compliant, compelling responses to RFIs, RFQs, and RFPs by interpreting requirements and creating annotated outlines, compliance matrices, and writing plans
• Write and edit sections across technical, management, and past performance volumes, incorporating input from technical SMEs and partners
• Ensure all submissions align with FAR and DFARS requirements and customer evaluation criteria
• Deconstruct solicitation requirements to guide structure, content, and team response readiness
• Prepare and manage internal review schedules and coordinate content readiness for color team reviews
• Build and maintain reusable proposal resources, including boilerplates, resume templates, and past performance references
• Support packaging, submission formatting, and delivery processes to ensure all proposals are complete, professional, and fully compliant

Capture Support

• Identify and track potential contract opportunities
• Advise on key discriminators and value propositions that can help shape acquisition pathways
• Provide input into bid/no-bid decisions by analyzing solicitation risk, competitive landscape, and vehicle fit
• Support white paper, sources sought, and draft RFP shaping efforts to influence final solicitations
• Develop strategic graphics or partner with design resources to enhance proposal narratives and visual communication

Growth Operations and Contract Vehicle Management

• Coordinate task order tracking, opportunity intake, and response timelines across Navaide’s GWACs and IDIQs
• Monitor SAM.gov, GovWin, and agency procurement forecasts to identify and recommend qualified leads
• Maintain all pipeline and opportunity data in Salesforce, including capture stage, win probability, teaming strategy, and dollar value
• Generate pipeline reports, update growth KPIs, and prepare briefings for growth meetings and executive review
• Support internal collaboration processes including gate reviews and capture progress updates
• Prior experience supporting business development, capture, and proposal efforts in the federal contracting space
• Experience responding to solicitations under OASIS+, PIEE, SeaPort-NxG, or other GWACs and IDIQs
• Knowledge of common sourcing websites like Govwin, Sam.gov, PIEE, etc.
• Strong analytical capabilities with the ability to use market intelligence to inform strategic decisions
• Understanding of AI tools used in BD to include GovDash, Claude, and ChatGPT
• Proficiency in Salesforce, SharePoint, Microsoft Office Suite, and proposal development tools
• Bachelor's degree in business, marketing, communications, or a related field.
• Certifications in proposal or capture management such as Shipley or APMP