Capture Manager / Senior Capture Manager - DoW

Q2IMPACT is seeking a Capture Manager to expand the firm’s DoW client base and partner ecosystem and drive growth across its national security portfolio. Q2IMPACT provides mission support, institutional capacity building, and advisory services, primarily in the national security space.

The successful candidate will identify, shape, and capture new business opportunities focused on security cooperation, assessment, monitoring, and evaluation (AM&E), knowledge management, and staffing support—particularly within the Defense Security Cooperation Agency (DSCA) and the Combatant Commands (COCOMs). The role requires a hands-on, externally oriented leader who can introduce Q2IMPACT to new clients and partners, expand the company’s market presence, and help position the firm for growth across specialized DoW programs.

Working under the Director of Business Development, this individual will own the DoW pipeline in CRM, lead capture efforts end-to-end, support annual revenue growth targets, and strengthen internal capture systems and practices. Ability to write and lead technical proposals is preferred.

Key Responsibilities

•         Business Development and Market Expansion

o   Identify, qualify, and prioritize new business opportunities across DoW, with emphasis on DSCA, COCOMs, and related mission buyers.

o   Expand Q2IMPACT’s DoW client base by building new relationships, increasing the company’s visibility, and clearly communicating Q2IMPACT’s value proposition in the market.

o   Leverage and expand existing relationships with DoW stakeholders, including DSCA leadership, COCOM J-codes, and SCOs.

o   Develop and execute strategies to achieve annual revenue growth targets.

o   Represent Q2IMPACT at industry events, partner meetings, customer engagements, and networking forums to build awareness and generate qualified leads.

o   Identify and position Q2IMPACT on relevant IDIQs, GWACs, and other contract vehicles that can expand access to future task orders and mid-sized DoW work.

•         Pipeline Ownership and CRM Discipline

o   Own and manage the DoW pipeline, including maintaining accurate, up-to-date records in the company CRM.

o   Track pipeline progression, capture status, risks, next steps, and win probability across all active pursuits.

o   Ensure pipeline data supports effective decision-making, internal reporting, and resource planning.

•         Capture Management

o   Lead capture efforts end-to-end for DoW programs, from opportunity identification through proposal submission.

o   Develop and execute capture strategies, including customer engagement plans, competitive assessments, win themes, teaming strategies, pricing considerations, and positioning actions.

o   Convert ambiguous or early-stage opportunities into actionable pursuit plans with clear next steps, owners, and timelines.

o   Drive pre-RFP shaping efforts, including requirement influence, relationship development, and early positioning.

o   Lead internal gate reviews, bid/no-bid decisions, and capture planning activities.

o   Strengthen and formalize internal capture systems, workflows, and pursuit management practices to improve consistency and execution.

•         Partnering and Teaming Strategy

o   Build and maintain a strong network of primes, subcontractors, and other contractors relevant to Q2IMPACT’s DoW priorities.

o   Identify and secure strategic teaming positions early in the pursuit lifecycle, whether as a prime or subcontractor.

o   Assess where Q2IMPACT is best positioned to pursue directly versus where partnership-based access is the strongest path to growth.

o   Align teaming strategies with customer needs, vehicle access, and competitive positioning.

•         Proposal Support and Execution

o   Own capture strategy and support proposal development to ensure alignment between customer intelligence, win strategy, solution positioning, and submission.

o   Work closely with technical, pricing, contracts, recruiting, and leadership teams to support compliant, competitive proposals.

o   Contribute directly to proposal planning, compliance, strategy content, staffing approaches, and management responses as needed.

o   Ability to lead proposal execution from kickoff through submission is strongly preferred.

• 6–12+ years of experience in federal business development and capture management with a focus on DoW.
• Demonstrated success identifying, shaping, and advancing opportunities through the full BD lifecycle.
• Strong understanding of pre-RFP shaping, capture strategy, teaming, proposal support, and federal acquisition processes.
• Experience identifying, leveraging, or pursuing IDIQs, GWACs, and other contract vehicles.
• Existing relationships within government, such as DSCA, COCOM J-codes, SCOs, Service components, or adjacent defense stakeholders.
• Established network across industry, including primes, subcontractors, and vehicle holders relevant to DoW services work.
• Experience supporting technical and cost proposal development.
• Strong organizational, project management, and follow-through skills; ability to manage multiple concurrent pursuits without close day-to-day oversight.
• Ability to lead and execute in an entrepreneurial, high-growth environment.

Preferred Qualifications

• Experience in security cooperation, AM&E, knowledge management, staffing support, or institutional support services.
• Experience supporting or pursuing work with DSCA and/or one or more COCOMs.
• Experience with OTAs, SBIR/STTR, or other alternative acquisition pathways.
• Experience leading proposal execution in addition to capture management.
• Experience in small to mid-sized federal contracting environments.
• Familiarity with capture best practices, structured pursuit management, and proposal compliance processes.
• Active Secret clearance.

Travel Requirements: Domestic travel may be required; up to 25%

Location: Washington, DC OR REMOTE

WORKING CONDITIONS & REQUIRED EQUIPMENT

The consultant will work in a professional office environment and will utilize standard office equipment, including a computer and telephone. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions in accordance with applicable law.

• A dynamic group of professionals with diverse backgrounds and expertise, committed to delivering high-quality results and making a meaningful impact in communities around the world. 

• An opportunity to lead and shape a growing firm that has a solid reputation in the industry and is poised for further expansion. 

• A chance to work across development, diplomacy, and defense sectors, with a broad portfolio of projects and clients. 

• A supportive and inclusive culture that values innovation, excellence, and collaboration.