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Abaco Strategy LLC · 3 weeks ago

Business Development/Capture Manager

Leesburg, VA

Full-time

Hybrid

Mid, Senior Level

$120K/yr - $160K/yr

5+ years exp

Abaco Strategy, LLC is an 8(a) Certified, HUBZone, Woman Owned, Small Business that provides Information Technology and Consulting Services. The Business Development & Capture Manager will lead strategic growth initiatives across the federal market by managing the business development lifecycle, from opportunity identification through proposal submission.

ComplianceConsultingInformation TechnologyProject ManagementQuality Assurance

Responsibilities

Research and identify federal opportunities aligned with company capabilities and strategic objectives

Conduct market analysis and competitive intelligence to understand agency priorities, budgets, and procurement trends

Apply bid/no-bid criteria and lead qualification decisions based on fit, feasibility, and competitiveness

Design and implement capture strategies that define win themes, discriminators, and competitive positioning

Operationalize deal lifecycle governance (gate reviews, color teams) adapted for small-business agility

Secure stakeholder buy-in and coordinate with cross-functional teams including sales, delivery, finance, and legal

Facilitate solution development workshops with SMEs, pricing, contracts, and operations leaders

Identify and onboard teaming partners, SMEs, and subcontractors; negotiate teaming agreements and NDAs

Manage subcontractor quality assurance and compliance standards

Translate capture strategy into compliant, compelling proposal content in collaboration with proposal managers and writers

Lead color team reviews, Black Hat sessions, and oral presentation preparation

Ensure proposals meet all solicitation requirements and deadlines; oversee pricing strategy input and risk mitigation

Support post-submission activities including clarifications, negotiations, and transition planning for awarded contracts

Conduct win-loss analysis and institutionalize lessons learned for continuous improvement

Define and support KPIs and track performance against growth objectives (pipeline coverage, win rate, stage conversion)

Develop dashboards and reporting tools for executive visibility into pipeline, capture health, and proposal performance

Lead tiger teams to address process gaps, compliance risks, and win-rate improvements

Qualification

Certified Capture ManagerFederal capture managementProposal leadershipFAR/DFARS knowledgeSalesforce proficiencyCommunicationRelationship-buildingNegotiation skillsProblem-solvingFlexibility