Location: Fredericksburg, Virginia

Compensation: Competitive base salary plus performance-based bonuses tied to client engagement and pre-RFP traction.

Position Summary: We are hiring a high-energy, relationship-driven Capture Manager to focus exclusively on outreach and positioning activities well before solicitations are released. This individual will play a critical role in helping our company shape opportunities and increase win probability by establishing strong relationships with public housing authorities (PHAs), pension plans, state agency stakeholders, federal agency stakeholders, and charitable foundation stakeholders.

The primary responsibility will be to generate daily outbound calls, schedule and coordinate in-person meetings between agency personnel, director of business development, and internal technical leads, and help position the company as a trusted partner in advance of formal procurements.

KEY RESPONSIBILITIES

Client Engagement and Outreach
• Make 20 to 40 targeted outreach calls per day to prospective clients and industry stakeholders
• Secure and schedule meetings between agency representatives, director of business development, and internal proposal or delivery leads
• Track all outreach efforts in CRM and maintain follow-up calendars
• Represent the company at agency match-making events, industry days, and association meetings

Capture Support (Pre-RFP Focused)
• Build and manage a pipeline of early-stage, pre-RFP opportunities aligned with company capabilities
• Research agency forecasts, strategic acquisition plans, and organizational charts to identify key stakeholders
• Monitor upcoming RFIs, draft solicitations, and public communications that could inform early engagement
• Support internal preparation for meetings by providing backgrounders, talking points, and key intelligence

Relationship Management
• Develop and maintain individualized engagement plans for a portfolio of 50 or more high-value targets
• Keep detailed notes from meetings and calls to inform proposal and pricing strategies
• Identify opportunities to shape scope, evaluation criteria, or teaming strategy prior to solicitation
• Serve as the primary external relationship manager until an opportunity transitions to active proposal status

Ideal Candidate Profile
• Strong interpersonal skills with a natural ability to connect with senior-level decision-makers
• Minimum of 3 years of experience in capture, business development, or client-facing federal sales roles
• Working knowledge of the federal and state procurement lifecycle with specific emphasis on pre-RFP activities
• High-volume caller with experience using CRMs and call tracking software
• Self-directed and comfortable working in a performance-driven culture
• Excellent oral communication and meeting facilitation skills

Key Performance Indicators
• Number of agency meetings scheduled and completed per month
• Number of early-stage opportunities entered into the pipeline
• Level of pre-RFP intelligence gathered and transferred to proposal teams
• Influence on shaping solicitations that later result in contract wins
• Long-term strength of relationships maintained with top-tier federal clients

Why This Role Matters

This role is essential to ensuring the company is not simply reacting to solicitations, but is instead engaging with key agencies far in advance of procurement. By developing strong relationships and uncovering opportunities early, this position will play a central role in driving long-term growth and positioning the company as a proactive and preferred federal, state, and PHA partner.