Director Capture Management

Director, Capture

The Director, Capture is a senior, outcome-driven leader responsible for architecting and executing winning capture strategies for complex, high-value federal opportunities, with a primary emphasis on GSA AASled acquisitions (MAS, OASIS+, Polaris task orders, etc.). This role goes beyond traditional capture execution and is accountable for shaping acquisition strategy early, influencing requirements, aligning Empower AI to GSA buying behaviors, and driving disciplined, data-backed investment decisions that result in measurable wins. The Director operates as a self-directed strategic leader, partnering with Business Development, Growth Operations, Proposal Leadership, Finance, and Executive Leadership to convert priority pursuits into awards aligned with Empower AI's long-term growth objectives.

Responsibilities:

• Own assigned pursuits within the Empower AI pipeline, ensuring accurate updates in ServiceNow CRM.
• Work with BDEs and Growth Operations to validate pipeline data and maintain opportunity health metrics.
• Drive timely gate reviews, ensuring opportunities meet qualification standards before investment.
• Serve as Empower AI's capture lead for GSA AASdriven opportunities, with deep understanding of GSA buying patterns, ordering vehicles, evaluation models, and task-order strategies.
• Shape acquisition strategies early by analyzing draft RFPs, RFIs, and market research to influence positioning, teaming, and solution design.
• Advise Growth and Executive Leadership on when and how to pursue GSA AAS opportunities, including bid/no-bid recommendations grounded in competitive and financial analysis.
• Lead capture planning tailored to best-value tradeoffs, LPTA vs. BVTO dynamics, and GSA evaluation criteria.

Capture Strategy Development:

• Own end-to-end capture strategy for assigned priority pursuits from qualification through submission.
• Develop and execute clear, differentiated win strategies, including customer hot buttons, discriminators, price-to-win, and competitive positioning.
• Maintain disciplined opportunity health management in ServiceNow CRM, ensuring accuracy, decision traceability, and executive visibility.
• Drive gate reviews with confidence and independence, ensuring leadership decisions are informed and timely.

Teaming & Solution Development:

• Define and lead intentional teaming strategies, including partner identification, negotiation, and alignment for GSA task orders.
• Negotiate teaming agreements with a focus on win probability, execution strength, and long-term partner value, not just coverage.
• Align technical, delivery, and pricing inputs into a cohesive, executable solution that resonates with GSA and customer mission needs.

Proposal Readiness & Governance:

• Partner with Proposal Management to ensure capture strategy translates into clear proposal direction, storyboards, and scoring strength.
• Lead Black Hat, Color Team, and executive reviews with authoritydriving actionable outcomes and strategic adjustments.
• Ensure pricing strategies are integrated early and aligned with win themes, risk posture, and value messaging.
• Maintain accountability for proposal readiness and strategic coherence through Gold Team and submission.

Business Intelligence & Competitive Analysis:

• Conduct advanced customer, competitor, and market intelligence analysis using GovWin and internal insights.
• Synthesize intelligence into actionable capture decisions, not just data collection.
• Provide senior-level briefings that inform investment strategy, resource alignment, and growth prioritization.

Qualifications

Requirements:

• 10+ years of relevant and successful capture experience in a Federal system integrator and/or professional services firm environment
• Ability to thrive in a fast-paced, energetic and collaborative environment
• Bachelors degree from an accredited college or university
• The role is based in Reston, Virginia the successful candidate must reside within a normal commuting distance of the office.
• Deep expertise in GSA AAS acquisitions, including MAS and major GWAC task-order environments.
• Demonstrated success leading and winning captures valued at $50M+, with a documented win record.
• Strong command of the federal acquisition lifecycle across civilian and DoD customers.
• Proven ability to operate independently, set strategy, and drive outcomes without heavy oversight.
• Advanced experience with ServiceNow CRM, GovWin, and capture analytics.
• Financial and pricing acumen, including price-to-win, competitive pricing strategy, and ROI-based investment decisions.

Attributes:

• Seasoned capture professional with credibility at the executive, customer, and partner levels.
• Self-starter who proactively identifies opportunities, risks, and strategic adjustments.
• Strategic thinker who balances win probability, margin, and long-term growth value.
• Confident decision-maker comfortable influencing senior leadership.
• Highly organized and resilient in fast-paced, high-stakes capture environments.
• Collaborative leader who elevates cross-functional performance without micromanagement.

Physical Requirements:

• Communicate verbally and respond to verbal communications in person and over the phone
• Communicate clearly and succinctly in writing, primarily utilizing a keyboard
• Engage in intermittent physical activity, including bending, reaching, lifting, filing, and prolonged periods of sitting
• Travel minimally, via car or plane, which requires ability to manage luggage, laptop, and briefing materials (up to 25 pounds)

About Empower AI

All hiring and promotion decisions at Empower AI are based on merit to bring the best talent available to contribute to our firm's overall success. It is the policy of Empower AI not to discriminate against any applicant for employment, or employee because of age, color, sex, disability, national origin, race, religion, or veteran status. Empower AI is a VEVRAA Federal Contractor.