Director, Capture - Federal Civilian

About this role

Aretum is seeking an accomplished Director, Capture – Federal Civilian to lead the identification, shaping, qualification, and capture of strategic opportunities across the Federal Civilian market.
This is a hands-on senior leadership role for a proven capture professional who can turn early market intelligence into winnable pursuits. The successful candidate will bring strong Federal Civilian customer knowledge, disciplined capture leadership, and a demonstrated ability to develop winning strategies, build effective teams, shape differentiated solutions, and drive complex opportunities through proposal submission.
This role will focus on Federal Civilian agencies and mission areas, including civilian cabinet-level departments, independent agencies, legislative branch organizations, and other non-DoD federal customers.
The Director will work closely with executive leadership, technical leaders, proposal management, pricing, recruiting, operations, and external partners to position Aretum for sustainable growth across the Federal Civilian market.
Due to the nature of our work as a federal consulting organization, employees may be expected to handle Controlled Unclassified Information (CUI) and must adhere to applicable safeguarding, security, and compliance requirements.
Responsibilities

• Lead the identification, qualification, pursuit, and capture of strategic Federal Civilian opportunities from early market awareness through proposal submission.

• Develop and execute capture strategies for priority Federal Civilian customers, mission areas, and target opportunities.

• Build and manage a qualified pipeline aligned with Aretum’s growth priorities, capabilities, and revenue objectives.

• Develop customer insight through market research, customer engagement, acquisition intelligence, industry activity, and competitive analysis.

• Shape opportunities before solicitation release by helping influence solution direction, teaming strategy, positioning, and customer understanding.

• Develop and maintain capture plans, customer engagement strategies, competitive assessments, win themes, discriminators, solution concepts, and pursuit schedules.

• Build and manage strategic teaming relationships with large and small business partners, including evaluating capability fit, customer access, contract vehicle access, past performance, and workshare value.

• Partner with technical leaders and subject matter experts to develop credible, differentiated, and executable solutions that address customer mission needs.

• Lead or participate in pipeline reviews, gate reviews, capture meetings, solutioning sessions, pricing discussions, and executive pursuit reviews.

• Recommend bid/no-bid, investment, teaming, and pursuit decisions based on customer access, competitive position, solution strength, delivery readiness, and likelihood of win.

• Partner with proposal leadership to ensure capture intelligence, win strategy, customer priorities, and discriminators are translated into compelling and compliant proposal responses.

• Support proposal development as needed, including executive summaries, win themes, solution narratives, staffing strategies, past-performance positioning, and oral presentation strategy.

• Coordinate cross-functional pursuit activities with executives, technical leaders, pricing, contracts, recruiting, operations, proposal personnel, and external partners.

• Maintain accurate opportunity and capture information in approved CRM, SharePoint, and business-development systems.

• Represent Aretum at customer meetings, industry events, conferences, teaming discussions, and other business-development forums.
Requirements

• Bachelor’s degree in business, management, engineering, public administration, a technical discipline, or a related field; equivalent relevant experience may be considered in lieu of a degree.

• Eight or more years of progressive experience in federal business development, capture management, growth strategy, proposal leadership, or a related government-contracting discipline.

• At least five years of direct Federal Civilian capture experience.

• Demonstrated experience leading or materially shaping competitive federal pursuits from opportunity qualification through proposal submission.

• Proven ability to develop customer engagement strategies, capture plans, teaming strategies, competitive assessments, win themes, discriminators, and solution approaches.

• Strong understanding of the Federal Civilian acquisition environment, including customer organizations, acquisition processes, competitive dynamics, contract vehicles, budget cycles, and solicitation practices.

• Experience supporting one or more major Federal Civilian customer communities, such as cabinet-level departments, independent agencies, legislative branch organizations, or other civilian federal entities.

• Demonstrated ability to build and influence cross-functional teams, including executives, technical leaders, proposal teams, pricing personnel, recruiters, operations leaders, and external partners.

• Strong written, verbal, presentation, and executive communication skills.

• Ability to manage multiple high-priority pursuits in a fast-paced, deadline-driven environment.

• Proficiency with Microsoft Office Suite and experience using SharePoint, CRM systems, or comparable opportunity-management tools.

• Ability to travel as needed to support customer engagement, capture activity, proposal efforts, teaming meetings, and internal collaboration.

Preferred Qualifications

• Ten or more years of Federal Civilian-focused business development and capture-management experience.

• Demonstrated success leading captures for complex technology, cybersecurity, digital transformation, cloud modernization, data and analytics, professional services, mission-support, or management-consulting opportunities.

• Established Federal Civilian customer knowledge and relevant industry relationships in Aretum’s…