Capture Manager



The Capture Manager is focused on identifying, qualifying, and capturing opportunities within the federal government market, executing the capture process, maintaining a high win probability, and growing business for Excella.


  • Supports large captures and top pursuits to maximize win probability, teaming strategy, negotiation, and agreements; solution development; competitive analysis; capture strategy development
  • Supports the senior capture and operations executives on analytics, research, FPDS research, to inform strategy and other key capture decisions
  • Leads small to mid-size business capture activities with responsibility for all aspects of capture
  • Works in an integrated team with the solution architect, proposal manager, and operations leadership
  • Interacts routinely with operations leadership, finance and pricing, contracts, industry partners, and clients
  • Engages occasionally in leadership briefings, decision gates, and other senior meetings with the executive team, legal, people services, and other stakeholders
  • Develops Decision Gate packages and leads Decision Gate reviews; briefs capture status to executive team at specified milestones in the capture process when material changes occur and as needed
  • Maintains action items, call plans and opportunity repositories to ensure continuity of materials and actions across capture team members and activities
  • Conducts retrospectives for opportunity capture participants to document lessons learned and identify necessary improvements to capture technique, strategy, and actions.
  • Manages small proposals, task order competitions, and other routine proposal efforts on occasion


  • Knowledge of federal government environment, technical priorities, and acquisition trends
  • Experience building relationships with government customers and industry partners
  • Excellent written and verbal communication skills are essential
  • Leadership skills to develop, organize and execute capture activities, including building industry teams, assessing win probability, and executing customer call plans
  • Preferred prior experience supporting business development and capture efforts for health or national security
  • Ability to gain internal support, operate independently with limited supervision and feedback, and establish a working relationship with internal teams.
  • Experience working with GWACs, IDIQs, BPAs, and other major contract vehicles
  • Understanding federal buying practices and industry trends

About Excella

Excella is a leading provider of Agile software development and data and analytics solutions to clients in the federal, commercial and non-profit sectors. We believe that great work leads to great things –- our experts measure success by the positive impact we make on our clients, community, and colleagues. We are growing fast and need passionate, innovative people who love working with technology and are ready to make an impact.


Here's what you can expect from us:


  • Workplace sites look different for everyone – whether it’s your home or the office, we believe in a flexible work/life balance that supports you regardless of your location. We offer a home office allowance that can be used for home office furniture/equipment, a daily pass for a coworking space, etc. Our commute reimbursement plan has you covered for whether you bike, Metro, or drive to work.
  • We offer top of industry medical, dental, and vision benefits with multiple options to choose from such as an employer-contributed health savings account, infertility coverage, and orthodontia so you can select the plan that works best for you. 
  • Regardless of what stage of life you’re in, Excella wants to support you. We provide 8 weeks of Parental Leave, discounted pet insurance, and a membership with 3 back-up emergency child or elder care days annually – all available to you on your first day. 
  • Starting day one, every employee is bonus eligible and receives 15 days of paid vacation, 6 federal holidays, and 4 floating holidays.
  • Diversity and inclusion matter. Excella created and continues to support employee led-affinity groups and the Inclusion Diversity Equity Ambassador (IDEA) team, a cross-functional employee-led initiative to continually foster innovation and increase inclusion within Excella.
  • We have a "bring your own device" workplace and will share the cost of a new computer of your choice -- Mac or PC. It's up to you. 
  • We'll invest in your career by providing 3 days of paid professional development every year, including travel and registration fees to attend classes and conferences. 
  • We encourage mindfulness and overall well-being through employee wellness events, a HeadSpace membership, as well as access to TalkSpace and mental health coverage through our medical plans.

Excella is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected veteran status, age, or any other characteristic protected by law.


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