Position: Senior Principal - Capture Management and Proposal Development
Job Title: Director of Capture Management and Proposal Development
Employment Type: W2
Location: McLean, VA and/or Remote
Reports To: Chief Executive Officer
Job Description:
Competitive Range (CRS) is seeking an accomplished growth executive to lead our Capture Management and Proposal Development function. This executive will serve as a strategic advisor to senior leadership while driving the company's most critical pursuits from opportunity identification through contract award. Reporting directly to executive leadership, the Director of Capture Management & Proposal Development will be responsible for developing enterprise capture strategies, strengthening proposal operations, advising executive leadership on pursuit and deal strategy, and increasing the company's overall probability of win (PWin) across the federal portfolio. This position is a key member of CRS's leadership team and will partner closely with Business Development, Contracts, Pricing, Program Management, Finance, and Executive Leadership to deliver winning solutions for our customers.
Key Responsibilities:
Strategic Capture Leadership
- Lead the capture strategy for CRS's highest-value and most strategic opportunities
- Develop and execute capture plans from opportunity identification through contract award
- Lead qualification activities, bid/no-bid recommendations, and pursuit strategies
- Conduct competitive assessments, Black Hat reviews, SWOT analyses, and win strategy sessions
- Develop teaming strategies and cultivate strategic partner relationships
Proposal Leadership
- Direct the company's proposal development lifecycle
- Establish proposal schedules, compliance strategies, color team reviews, and executive reviews
- Ensure compelling, compliant, and differentiated proposals
- Partner with technical SMEs, pricing, and contracts to produce high-quality submissions
- Improve proposal processes, tools, templates, and governance
Executive Growth Advisor
- Serve as a trusted advisor to executive leadership on growth strategy
- Advise leadership on pursuit prioritization, competitive positioning, pricing strategy, and overall deal structure
- Assist in shaping CRS's long-term growth roadmap
- Present capture recommendations and business cases to executive leadership
Business Development Integration
- Collaborate with Business Development to mature the opportunity pipeline
- Build and maintain relationships with customers, industry partners, and key stakeholders
- Support customer engagement activities before and throughout the acquisition lifecycle
- Help identify emerging markets and strategic growth opportunities
Leadership & Mentorship
- Mentor proposal managers, capture personnel, and technical contributors
- Foster a culture of collaboration, accountability, and continuous improvement
- Build scalable capture and proposal processes that support CRS's continued growth
Desired Experience:
Progressive experience in federal government contracting, with demonstrated success leading capture and proposal efforts for DoD, VA, and other federal agencies. Proven track record of winning complex, high-value task orders and contracts on IDIQs, GWACs, and other strategic contract vehicles. Experience leading the full capture lifecycle, including opportunity qualification, capture strategy, proposal development, and transition to execution. Demonstrated success advising executive leadership on growth strategy, bid/no-bid decisions, competitive positioning, and pursuit strategy. Strong understanding of the federal acquisition process and exceptional leadership, communication, and relationship management skills. Experience supporting major contract vehicles such as OASIS, Alliant, CIO-SP3/CIO-SP4, Polaris, GSA MAS, and 8(a) STARS.
Required Qualifications:
- Bachelor's degree from an accredited institution
- 20+ years of progressive experience in federal government contracting
- 15+ years leading capture and proposal efforts for DoD and/or Federal Civilian agencies
- Strong understanding of FAR-based acquisitions and federal procurement processes
- Excellent executive communication, presentation, negotiation, and leadership skills
- Ability to influence executive decision-making and work effectively across functional organizations
Competitive Range delivers mission-critical technology and professional services supporting defense, national security, and federal civilian customers. We are a collaborative, agile organization where leaders are empowered to influence strategy, build teams, and make a measurable impact on the company's future growth.
Job Type
Full-time
Education
Bachelor’s Degree and/or 20 years of related experience
Certification
Shipley Capture or Proposal Certification
Experience
20+ Years’ Experience
Clearance
Ability to obtain Top Secret and maintain minimum of Secret clearance
Industry
GovCon/Information Technology
Skills Required
- Bachelor's degree from an accredited institution
- 20+ years of progressive experience in federal government contracting
- 15+ years leading capture and proposal efforts for DoD and/or Federal Civilian agencies
- Strong understanding of FAR-based acquisitions and federal procurement processes
- Excellent executive communication, presentation, negotiation, and leadership skills
- Ability to influence executive decision-making and work effectively across functional organizations
- Shipley Capture or Proposal Certification
- Ability to obtain Top Secret and maintain minimum of Secret clearance
- Experience supporting major contract vehicles (OASIS, Alliant, CIO-SP3/CIO-SP4, Polaris, GSA MAS, 8(a) STARS) and winning IDIQs/GWACs
What We Do
Competitive Range is a Management Consulting and Technology Solutions consultancy that provides acquisition, program management, and IT engineering. OUR VISION It is our vision to be the standard against which mission support and technology partners are measured in ethics and value added outcomes. OUR MISSION We are highly ethical, operationally agile, and aggressively committed to delivering on customer objectives. These “rules of engagement” delineate us from our competitors. They define the mechanics of our success, and the longevity thereof. OUR BRAND The vision for Competitive Range was formed over many years of dedicated service alongside the extraordinary men and women of the USAF 375th Civil Engineering Squadron. We are committed to providing our customers with a value added engagement experience.
