Director, Growth & Capture

Overview

Job Name: Director, Growth & Capture

Location:  Herndon, VAReports To:  CEO/President

Experience: 18 - 25 YearsEmployment: Full-time

Job Overview: 

 

S2 Analytical Solutions is seeking a hands-on Director, Growth & Capture to lead business development, capture, strategic teaming, and IDIQ/task-order growth across the Intelligence Community and broader national-security market.

This is a working growth leadership role. The successful candidate will personally develop opportunities, engage customers and industry partners, build pursuit teams, shape capture strategy, and help convert S2's contract vehicles, past performance, incumbent knowledge, and market relationships into funded revenue.

The role is intended for a growth professional who wants meaningful ownership in a small-to-mid-sized GovCon environment and who is comfortable personally doing the work rather than relying on a large corporate BD infrastructure.

 

What Success Looks Like

• Build and maintain a credible, near-term pipeline of qualified pursuits tied to expected RFPs, customer demand, and realistic S2 workshare.
• Create opportunities before the RFP through direct customer, prime, teammate, and industry engagement.
• Turn S2's IDIQ/GWAC access into task-order pursuits and funded awards.
• Personally lead priority captures, including teaming, win strategy, competitive positioning, customer engagement, and proposal transition.
• Develop strong industry relationships and build teams quickly around specific opportunities.
• Operate with urgency, accountability, and a bias toward external action and measurable revenue outcomes.
• Commit to building the function over a multi-year period rather than treating the role as a short-term stop.

Responsibilities

Duties: 

Business Development & Pipeline

• Identify, qualify, and develop federal opportunities aligned with S2's capabilities and growth priorities.
• Maintain a focused pipeline of qualified pursuits with clear expected release dates, S2 role, workshare, value/FTE potential, probability of win, owner, and next action.
• Develop opportunities through customer and partner relationships, industry events, market intelligence, and direct engagement—not solely through solicitation portals.
• Recommend when S2 should pursue, reshape, partner, or stop investing in an opportunity.

IDIQ / Task-Order Growth

• Own the growth execution strategy for assigned S2 IDIQ, GWAC, and task-order vehicles.
• Monitor relevant task-order pipelines and move opportunities rapidly from identification through qualification and capture.
• Build and maintain partner networks around S2's vehicles.
• Identify teammates with complementary capabilities, customer access, past performance, staffing, or vehicle position.
• Develop practical teaming and workshare strategies that improve S2's probability of win and economic outcome.

Capture Leadership

• Personally lead priority pursuits from qualification through proposal handoff and submission support.
• Develop capture plans, customer strategies, competitor assessments, teaming strategies, win themes, discriminators, and price-to-win inputs.
• Lead or support Black Hat, Blue Team, gate, and executive pursuit reviews where useful.
• Ensure proposal activity reflects a real win strategy rather than becoming primarily a compliance exercise.
• Participate directly in proposal writing, review, and solution shaping when needed in a lean organization.

Customer & Partner Engagement

• Personally engage government customers, incumbent contractors, large-business primes, small-business partners, and prospective teammates.
• Maintain current awareness of target-market decision makers, programs, acquisition paths, and competitor positioning.
• Represent S2 at relevant customer and industry engagements.
• Create measurable next steps from external meetings, including teaming actions, customer follow-up, capture decisions, and pursuit ownership.

Growth Operations & Team Leadership

• Establish disciplined but lightweight opportunity qualification, capture, and pipeline-management practices.
• Provide clear ownership and accountability for every active pursuit.
• Use existing S2 resources and surge support efficiently before recommending additional full-time growth staff.
• Mentor junior BD/capture support personnel as the organization grows.
• Work closely with Program Operations, Finance, Contracts, and technical SMEs to develop executable pursuit strategies.

Business Discipline

• Evaluate opportunities based on probability-adjusted value, workshare, staffing feasibility, margin potential, and strategic relevance.
• Understand federal T&M, FFP/LOE, and Cost Plus contracting environments and the implications for capture and pricing.
• Use AI, CRM, GovWin, SAM.gov, and similar tools to accelerate research and administration while retaining personal ownership of customer understanding, strategy, judgment, and final work product.
• Measure success primarily through qualified pipeline conversion, funded awards, task-order wins, and resulting S2 revenue—not activity volume.

Qualifications Required Qualifications

• 18 - 26 years of progressive federal business development, capture, growth, account management, or related national-security experience.
• At least 7 years of direct, hands-on responsibility for identifying, qualifying, shaping, teaming, and capturing federal opportunities.
• Meaningful experience supporting Intelligence Community, DoD, or other classified / national-security customers.
• Demonstrated experience managing IDIQ/GWAC/task-order pipelines and building pursuit teams around specific opportunities.
• Track record of personally leading captures and contributing to funded federal awards.
• Strong industry relationships and the ability to develop new customer and partner relationships quickly.
• Experience working in or closely with small-to-mid-sized federal contractors where senior growth leaders personally execute.
• Ability to lead small teams, coordinate cross-functional resources, and operate without a large corporate growth infrastructure.
• Strong knowledge of federal acquisition, source selection, teaming, capture, and proposal processes.
• U.S. citizenship.
• Ability and willingness to work full-time onsite in Herndon, Virginia.

Preferred Qualifications

• Direct NGA, NRO, DIA, ODNI, Space Force, Air Force, or adjacent national-security experience.
• Experience growing a federal contractor in approximately the $25M-$150M revenue range.
• Experience with OASIS+, GSA MAS, SHIELD, SeaPort NxG, SEWP, or comparable multiple-award vehicles.
• Experience building new prime opportunities as well as strategic subcontract and teaming positions.
• Prior leadership of a small capture, BD, or growth team.
• Shipley or comparable capture methodology experience.
• Active security clearance is a plus but is not required.

Compensation

The anticipated base salary range for this position is $165,000 to $200,000 annually. Actual compensation will depend on relevant Intelligence Community experience, demonstrated capture results, customer and mission familiarity, security clearance, scope of prior pursuits, and other job-related qualifications.

 

This role includes significant performance-based incentive potential tied to measurable growth outcomes, including awarded work, funded revenue, new workshare, IDIQ/GWAC task-order wins, and successful capture/proposal execution. Incentive compensation is intended to reward outcomes, not activity.