Overview
The Capture Manager (Client Executive) is a senior growth role accountable for expanding Xenith's task order wins within Defense Logistics Agency (DLA) J6 under the J6 Enterprise Technology Services (JETS 2.0) IDIQ. This position is capture-led and outcome-driven. Success requires consistent customer engagement, disciplined qualification, partner strategy, early solution shaping, and repeatable execution of the capture lifecycle from pre-RFP through award.
This role reports to the Chief Growth Officer and works closely with operations and delivery leadership, pricing, recruiting, and proposal operations to ensure pursuits are winnable, executable, and aligned with Xenith's growth priorities.
Work Location and On-Site Requirement
This role requires consistent, in-person customer engagement at DLA locations in and around Ft. Belvoir, VA. The Capture Manager should expect to be on-site regularly to support relationship development, opportunity shaping, industry engagement, and capture execution. Hybrid flexibility may be available for non-customer-facing work, but customer proximity is a core requirement for success.
Responsibilities
- Own the DLA J6 JETS 2.0 pipeline: identify, qualify, shape, and advance task order pursuits from early signal to award.
- Drive customer access and requirement shaping by building relationships with mission owners, CORs, program leadership, and contracting stakeholders.
- Lead capture strategy for priority pursuits, including competitive posture, win themes, teaming approach, pricing inputs, and risk mitigation plans.
- Build and manage an industry partner ecosystem to improve access, past performance coverage, and solution credibility for JETS 2.0 task orders.
- Lead capture and proposal execution in coordination with proposal staff, including storyboards and color team reviews, and ensure proposals reflect customer insight and executable plans.
- Integrate execution readiness into capture by aligning staffing plans, recruiting pipelines, and transition approaches early in the lifecycle.
- Provide clear leadership reporting on pipeline status, gate recommendations, and pursuit decisions consistent with Xenith's growth governance.
- 7+ years of federal business development and capture experience with demonstrated success leading competitive pursuits through award (prime or major subcontractor).
- 3+ years leading capture for IDIQ task orders, including pre-RFP shaping and competitive positioning.
- Proven ability to build customer access and influence requirements ethically and effectively.
- Ability to maintain regular on-site presence at Ft. Belvoir, VA (local or willing to commute or relocate).
- Experience developing capture plans, win themes, teaming strategies, and coordinating inputs across technical, staffing, and pricing factors.
- Experience leading proposal development activities (storyboards, color team reviews, and non-price narrative development) in coordination with proposal teams.
- Strong written and verbal communication skills and the ability to brief executives with clarity and precision.
- Direct experience with DLA, DLA J6, and or JETS 2.0 task order pursuits.
- Established relationships across the JETS 2.0 industry ecosystem (prime partners, teaming partners, or key subcontractors).
- Familiarity with DoD IT services including cyber, infrastructure modernization, applications support, and IT service management.
- A qualified and actionable JETS 2.0 pipeline with documented customer access, partner posture, and next-step plans for priority pursuits.
- Increased pre-RFP shaping activity for target task orders, reflected in earlier signal capture and improved competitive positioning.
- Improved proposal quality and competitiveness, reflected in downselects, awards, and post-submission customer feedback.
- Repeatable capture operating rhythm with clear gate recommendations and disciplined pursuit exits when criteria are not met.
What We Do
Xenith Solutions LLC is a Service-Disabled Veteran-Owned Small Business. We value our employees and provide 100% employee premium paid health insurance, dental and vision care. We also offer our employees unlimited Paid Time Off (PTO). We do not want our employees to worry about caring for themselves or their families as well as ensuring they have ample time off to recharge.
Xenith provides comprehensive, timely and relevant Solutions and Business Consulting support to our customers as a key partner. Our leadership brings over a century of combined experience in Defense and Civilian markets. Our employees possess experience in all aspects of solution development from requirements creation, development, test and evaluation, fielding, and sustainment. At the core of our offerings we provide strategy and technology solutions, giving our customers valuable insights and thought leadership on the best application of information technology to drive business objectives.
Xenith focuses on solving complex business challenges facing our customers. Our “Success Through Achievement” work ethic means our customer receive quality solutions through our commitment. We pride ourselves on tackling some of the most difficult operational requirements our customers have – ensuring an appropriate match between the mission requirements, financials, schedule, and security.
