Senior Director, Business Development Operations and Capture Management

Excentium, Inc; Great Falls Crossing (VA); Hybrid; USD 220,000 - 250,000; Full time

Job summary

An established industry player is seeking a Senior Director of Business Development Operations and Capture Management. This pivotal role offers the chance to drive growth strategies within the federal government contracting sector. As a hands-on leader, you will identify new business opportunities, manage capture processes, and optimize business development operations. Join a dynamic and supportive team in a flexible hybrid environment, where your contributions will significantly impact the company's trajectory and success. If you're ready to shape the future of business development, this opportunity is perfect for you.

Benefits

Medical Insurance

Dental Insurance

401k

Paid Time Off

Flexible Work Environment

Qualifications

• 5+ years in business development in federal contracting.
• Experience managing capture processes and BD operations.
• Strong understanding of federal market dynamics.

Responsibilities

• Identify and qualify new business opportunities in federal agencies.
• Oversee end-to-end business development processes.
• Manage capture lifecycle from opportunity identification to proposal submission.

Skills

Business Development

Capture Management

Pipeline Management

Federal Procurement Processes

CRM Tools

Market Research

Communication Skills

Presentation Skills

Education

Bachelor's Degree

Master's Degree

Tools

BD Automation Tools

Analytics Tools

Reporting Tools

Job description

Senior Director, Business Development Operations and Capture Management

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Senior Director, Business Development Operations and Capture Management

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Position Title: Senior Director, Business Development Operations and Capture Management (Hybrid Role)

Organization: Growth

Location: Hybrid (Remote/On-Site as Required)

Reports To: Chief Growth Officer

Type: Full-Time

Position Overview

We are seeking a motivated and experienced Senior Director, Business Development Operations and Capture Management, to join our growing team. This hybrid role is critical to driving our growth strategy in the federal government contracting space. The ideal candidate will be responsible for identifying new business opportunities, qualifying leads, managing the capture process, and leading business development operations to ensure data-driven decision-making and process excellence.

This role combines strategic and tactical responsibilities, requiring a hands-on leader who can optimize BD systems and tools, ensure pipeline visibility, and collaborate cross-functionally with leadership, operations, and proposal teams to support enterprise growth.

Key Responsibilities

Business Development (BD):

• Identify and qualify new business opportunities within targeted federal agencies.
• Build and maintain a pipeline of opportunities aligned with company capabilities and growth objectives.
• Develop and nurture relationships with government clients, industry partners, and key stakeholders.
• Conduct market research and competitive analysis to inform pursuit strategies.
• Support and lead meetings, briefings, and capability presentations with internal leadership, potential clients, and teaming partners.
• Contribute to BD strategy, including target agency plans, annual revenue goals, and pipeline metrics.
  
  

Business Development Operations

• Oversee and optimize the end-to-end BD process.
• Support process improvement regarding BD workflows, templates, and operating procedures to drive consistency and efficiency.
• Support the development and implementation of account plans, call plans, and campaign strategies.
• Coordinate BD team meetings, pipeline reviews, and gate reviews; ensure action items and decisions are tracked and followed through.
• Collaborate closely with the internal team to support the full business development lifecycle.
  
  

Capture Management

• Manage the capture lifecycle from opportunity identification through proposal submission.
• Develop capture strategies including win themes, teaming approaches, solutioning, pricing strategies, and key personnel identification.
• Oversee and manage capture plans, call plans, and gate reviews.
• Coordinate and collaborate on teaming partner negotiations, NDAs, and TAs.
• Coordinate and contribute to proposal development efforts, working closely with proposal managers and SMEs.
  
  

Qualifications

• 5+ years of experience in business development, capture, or related role in the federal government contracting sector.
• 2+ years of experience specifically in business development operations, pipeline management, or growth enablement functions.
• Demonstrated success in identifying, qualifying, and capturing small to mid-size contracts.
• Experience with federal procurement processes (FAR/DFARS), contract vehicles (GSA, IDIQs, GWACs), and proposal development.
• Strong understanding of the federal market and competitive landscape.
• Exceptional communication, writing, and presentation skills.
• Proficient with CRM tools
• Ability to travel occasionally to customer sites, industry events, and team meetings.
  
  

Preferred Qualifications

• Existing network of government and industry contacts.
• Experience in both services and solutions-oriented sales.
• Experience using tools for BD automation, analytics, and reporting.
  
  

Why Join Us?

• Join a nimble and fast-growing company where your impact will be felt immediately.
• Play a pivotal role in shaping BD operations and capture strategy across the organization.
• Work in a flexible, hybrid environment with a supportive team culture.
• Help shape the future of our business and expand our footprint in the federal sector.
  
  

We take pride in building a workforce with strong Veterans focus

Excentium offers a competitive salary and comprehensive benefits package, including medical, dental, life, disability, 401k, and paid time off.

Excentium, Inc. is an equal opportunity employer.

Seniority level

• Seniority level

  Director

Employment type

• Employment type

  Contract

Job function

• Job function

  Business Development and Sales

• Industries

  IT Services and IT Consulting

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