Back to jobs

Business Development & Capture Manager (DoD Domain | Remote)

Washington, DC / San Antonio, TX / Boston, MA

Job Title: DOD Business Development & Capture Manager
Location: Washington, DC / San Antonio, TX / Boston, MA 
Clearance: Eligible for DoD Security Clearance (Top Secret Preferred)
Travel: Travel up to twice per quarter for sales events

About the Role:

  • Rackner is seeking a Business Development & Capture Manager that will conduct both business development and capture/proposal management.
  • For example, experience in a small GovCon firm or startup where you had to wear multiple hats – with the ability to win contracts through personal effort, not just as part of a larger team. This could be evidenced by having led a pursuit from start to finish that resulted in an award of $5M+
  • Familiarity with the U.S. Air Force or DoD domain, such as knowledge of Air Force bases, command structure, or previous work on a project for the Air Force. This helps in quickly understanding the context of opportunities.

We are looking for strong experience with:

  • Bachelor’s degree in Business, Engineering, or related discipline.
  • 5+ years; in federal contracting business development, capture management, or a hybrid growth role. Must have hands-on experience both in cultivating customer relationships and in managing proposal efforts. For example, someone who started in BD and transitioned to capture (or vice versa) would fit this role well.
  • Demonstrated ability to win contracts through personal effort, not just as part of a larger team. This could be evidenced by having led a pursuit from start to finish that resulted in an award of $5M+
  • Strong knowledge of the Air Force acquisition ecosystem – understanding how requirements are generated, how decisions are made, and familiarity with key Air Force contracting organizations.
  • Excellent self-management and organizational skills. This role requires balancing the proactive outreach and networking of BD with the detail-oriented planning of capture. You should be comfortable switching hats and managing your time to cover both sets of tasks.
  • Exceptional communication and negotiation skills: able to pitch the company’s capabilities to a customer, and also negotiate teaming or partnerships deals with other companies.
  • Professional understanding of pipeline management tools and proposal development processes. You should be able to maintain a pipeline, keep metrics, and also know how to run proposal color team reviews or compliance checks.
  • Successful contract wins with the Air Force or other military branches in relevant domains (DevSecOps, software, AI, cyber), preferrably multi-million dollar awards
  • Knowledge of tools and resources used in federal BD, such as CRM software (Monday.com or Deltek GovWin) for pipeline tracking, and basic proficiency in Google Workspace, Canva, or Beautiful.ai for producing proposal and briefing materials.
  • Some technical acumen in the company’s service areas (DevSecOps, AI, etc.) – you don’t need to be an engineer, but you should be comfortable learning the buzzwords and concepts so you can discuss them and identify relevant opportunities.
  • Any training or certifications in either sales (e.g., Certified Sales Development Associate) or proposals (e.g., Shipley or APMP Foundation) that show commitment to developing a professional skill set.

What will make you successful:

  • Full lifecycle ownership of opportunities: Serve as the single point-of-contact and leader for assigned Air Force and broader DOD contracting opportunities from identification through award. This means you will both identify/qualify the opportunity and drive the capture/proposal effort to secure it​
  • Proactively identify and pursue Air Force opportunities by monitoring Air Force budgets, solicitations, and engaging with customers to uncover needs. Once an opportunity is identified, quickly formulate a pursuit plan: perform initial qualification, determine win strategy, and decide on go/no-go in conjunction with leadership​
  • Develop and execute capture strategies for opportunities you are pursuing. This includes engaging with the customer early to shape their thinking, analyzing competitors, building a value proposition for the company’s solution, and preparing capture plans that outline how the opportunity will be won​
  • Build and manage relationships with Air Force clients and also with industry partners (primes, subs). Because you cover BD and capture, you will identify where partnerships are needed early on and reach out to form teaming arrangements. Maintain those partner relationships to strengthen proposal teams.
  • Coordinate and lead the proposal process for your opportunities. Act as a de-facto proposal manager if a dedicated proposal manager isn’t assigned. Draft the proposal outline, ensure compliance with RFP, gather input from technical teams, and write or edit key sections to reflect win themes. Oversee the submission of a high-quality, compliant proposal.
  • Meet or exceed defined growth targets (e.g., contract wins or revenue goals) in the Air Force market. Track outcomes of your pursuits, and after each proposal, gather lessons learned (win or lose) to improve strategies for future opportunities. Provide regular status updates to company leadership on pipeline progress and forecasted wins.

Who We Are:

  • Rackner is a software consultancy that builds cloud-native solutions for startups, enterprises, and the public sector.
  • We are an energetic, growing consultancy with a passion for solving big problems for both startups and enterprises.
  • We enable digital transformation for large organizations through the newest in distributed technologies as we are laser focused on end-to-end application development, DevSecOps, AI/ML and systems architecture and our methodology focuses on cloud-first and cost-effective innovation.
  • Our customers hail from a diverse, ever-growing list of industries.

Benefits/Additional Info:

Rackner embraces and promotes employee development and training and covers the cost of certifications relevant to a position and the technologies/services provided. Fitness/Gym membership eligibility, weekly pay schedule and employee swag, snacks & events are offered as well!

  • 401K with 100% matching up to 6%
  • Highly competitive PTO
  • Great health insurance with large network of providers
  • Medical/Dental/Vision
  • Life Insurance, and short- & long-term disability
  • Industry-Leading Weekly Pay Schedule
  • Home office & equipment plan

 

 

#BusinessDevelopment #CaptureManager #Proposal #GovCon #UAF #USAirForce #DoDDomain #salesprocess #proposalprocess #defensecontractingindustry #federalBD #CRMsoftware #Mondaycom #DeltekGovWin #pipelinetracking #GoogleWorkspace #Canva #Beautifulai #DevSecOps #AI #ML #kubernetescertifiedprovider #containerization #CertifiedSalesDevelopmentAssociate #APMPFoundation #AirForceacquisitionforecasts #SAMgovpostings #cybersecurity #RFP

Apply for this job

*

indicates a required field

Resume/CV*

Accepted file types: pdf, doc, docx, txt, rtf

Cover Letter

Accepted file types: pdf, doc, docx, txt, rtf

Education

Select...
Select...
Select...
Select...
Select...
Select...
Select...
Select...
Select...

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey. Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file.

As set forth in Rackner’s Equal Employment Opportunity policy, we do not discriminate on the basis of any protected group status under any applicable law.

Select...
Select...
Race & Ethnicity Definitions

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.

Select...

Voluntary Self-Identification of Disability

Form CC-305
Page 1 of 1
OMB Control Number 1250-0005
Expires 04/30/2026

Why are you being asked to complete this form?

We are a federal contractor or subcontractor. The law requires us to provide equal employment opportunity to qualified people with disabilities. We have a goal of having at least 7% of our workers as people with disabilities. The law says we must measure our progress towards this goal. To do this, we must ask applicants and employees if they have a disability or have ever had one. People can become disabled, so we need to ask this question at least every five years.

Completing this form is voluntary, and we hope that you will choose to do so. Your answer is confidential. No one who makes hiring decisions will see it. Your decision to complete the form and your answer will not harm you in any way. If you want to learn more about the law or this form, visit the U.S. Department of Labor’s Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp.

How do you know if you have a disability?

A disability is a condition that substantially limits one or more of your “major life activities.” If you have or have ever had such a condition, you are a person with a disability. Disabilities include, but are not limited to:

  • Alcohol or other substance use disorder (not currently using drugs illegally)
  • Autoimmune disorder, for example, lupus, fibromyalgia, rheumatoid arthritis, HIV/AIDS
  • Blind or low vision
  • Cancer (past or present)
  • Cardiovascular or heart disease
  • Celiac disease
  • Cerebral palsy
  • Deaf or serious difficulty hearing
  • Diabetes
  • Disfigurement, for example, disfigurement caused by burns, wounds, accidents, or congenital disorders
  • Epilepsy or other seizure disorder
  • Gastrointestinal disorders, for example, Crohn's Disease, irritable bowel syndrome
  • Intellectual or developmental disability
  • Mental health conditions, for example, depression, bipolar disorder, anxiety disorder, schizophrenia, PTSD
  • Missing limbs or partially missing limbs
  • Mobility impairment, benefiting from the use of a wheelchair, scooter, walker, leg brace(s) and/or other supports
  • Nervous system condition, for example, migraine headaches, Parkinson’s disease, multiple sclerosis (MS)
  • Neurodivergence, for example, attention-deficit/hyperactivity disorder (ADHD), autism spectrum disorder, dyslexia, dyspraxia, other learning disabilities
  • Partial or complete paralysis (any cause)
  • Pulmonary or respiratory conditions, for example, tuberculosis, asthma, emphysema
  • Short stature (dwarfism)
  • Traumatic brain injury
Select...

PUBLIC BURDEN STATEMENT: According to the Paperwork Reduction Act of 1995 no persons are required to respond to a collection of information unless such collection displays a valid OMB control number. This survey should take about 5 minutes to complete.