Capture Manager

• Partner with Federal sales leadership on quarterly and annual capture planning
• Partner with GTM, Mission Success, and Engineering on deal structuring, pricing strategy, and negotiation across contract vehicles
• Track and prioritize contract vehicle strategy (GSA, OTAs, IDIQs, SBIR pathways, prime/sub relationships)
• Identify and track relevant federal solicitations, from initial RFI through final RFP
• Build the operational backbone for proposal response: intake, qualification, bid/no-bid decisioning, color team review cadence, and compliance
• Manage relationships with proposal and capture partners supporting RFI-to-RFP response on Cognition's behalf
• Build and maintain proposal collateral, and maintain the past performance, capabilities, and pricing libraries that compound across pursuits
• Define the metrics that matter for a federal GTM motion and build dashboards that surface them
• Own solicitation response tracking across active pursuits
• Run the red-team/AAR process on wins and losses; turn lessons learned into repeatable best practices
• Identify operational bottlenecks and build the systems, processes, and tooling to remove them

Lead – Federal

• Identify and qualify opportunities across the Intelligence Community, Department of Defense, Combatant Commands, Special Operations Forces, and federal civilian agencies.
• Develop deep understanding of customer missions, operational challenges, and emerging intelligence requirements.
• Identify opportunities where publicly available information, OSINT, AI-enabled intelligence workflows, narrative intelligence, media intelligence, and fused intelligence solutions can create mission advantage.
• Shape opportunities prior to formal acquisition activities by helping customers understand potential approaches, architectures, and operational outcomes.
• Develop and execute capture strategies that position Zignal and its partners for competitive advantage.
• Build account plans, stakeholder maps, win strategies, and competitive assessments for priority pursuits.
• Lead qualification, gate reviews, pursuit planning, and capture execution across the opportunity lifecycle.
• Coordinate internal resources to ensure opportunities are aligned with customer priorities, product capabilities, and strategic growth objectives.
• Translate customer mission requirements into operational intelligence solutions that leverage Zignal's capabilities in PAI, OSINT, narrative intelligence, media intelligence, and AI-enabled analysis.
• Help customers envision how structured intelligence and agentic workflows can improve situational awareness, force protection, targeting, intelligence production, strategic competition, and operational decision-making.
• Support development of integrated solutions with ecosystem partners, systems integrators, and primes.
• Build and maintain relationships with systems integrators, prime contractors, and mission-focused technology partners.
• Identify and shape teaming opportunities that increase win probability and expand Zignal's role within larger mission solutions.
• Work closely with Growth and Revenue leadership to align partner strategy with active pursuits and emerging opportunities.
• Lead Sources Sought, RFI, RFP, OTA, SBIR, and other federal acquisition activities.
• Coordinate proposal strategy, solution development, compliance activities, and response production.
• Support pricing, teaming, and contract strategy development in coordination with company leadership.
• Maintain awareness of emerging requirements across intelligence, influence operations, information warfare, strategic competition, force protection, maritime domain awareness, homeland security, and AI-enabled mission systems.
• Monitor acquisition forecasts, budget activities, program priorities, and organizational changes across target agencies.

Capture Manager – Intelligence, Defense & Operational AI

• Develop and implement comprehensive business development strategies aligned with the company's goals and objectives.
• Identify and target new market opportunities, including emerging trends, technologies, and potential clients.
• Build and maintain strong relationships with key clients, government agencies, defense contractors, and industry partners.
• Lead negotiations and close high-value contracts and partnerships.
• Conduct thorough market research and competitive analysis to inform strategic decisions and identify growth opportunities.
• Monitor industry trends, regulatory changes, and competitive landscape to adapt strategies accordingly.
• Support alignment of customer gaps with internal IR&D investments
• Drive revenue growth by meeting or exceeding targets and objectives.
• Develop and execute strategies to expand the company's presence in existing markets and penetrate new markets.
• Document and maintain a pipeline of future business targets
• Support the preparation of proposals, bids, and presentations for prospective clients and partners.
• Ensure proposals are aligned with client requirements and company capabilities.
• Travel will be between 25-50%

Senior Capture Manager

• Build, qualify, and manage a strategic federal pipeline using tools such as SAM.gov, GovWin, agency forecasts, and customer engagement activities.
• Identify opportunities early in the acquisition lifecycle and shape customer requirements pre-RFP to improve competitive positioning and probability of win.
• Develop and execute comprehensive capture plans including win themes, competitive analysis, stakeholder mapping, gate reviews, teaming strategies, and price-to-win assessments.
• Construct pricing volumes and rough order magnitude (ROM) estimates across FFP, T&M, and CPFF contract structures, including labor category alignment, CLIN development, and option year escalation modeling.
• Apply working knowledge of FAR/DFARS regulations, federal acquisition processes, and contract vehicles including GSA MAS, SEWP, OASIS, and GWAC environments.
• Partner closely with Business Development, Sales, and Solutions Engineering teams to align customer mission requirements with Zignal Labs platform capabilities.
• Coordinate proof-of-concept activities and technical evaluations in partnership with Solutions Engineering and Product teams.
• Co-manage strategic teaming relationships with federal systems integrators, prime contractors, and strategic partners.
• Support negotiation and execution of teaming agreements, subcontractor coordination, and partner engagement activities.
• Lead RFI, Sources Sought, and RFP response efforts end-to-end, including coordinating internal contributors, managing reviews, and ensuring compliant and differentiated submissions.
• Coordinate cross-functional resources across product, engineering, marketing, legal, customer success, and executive leadership throughout active pursuits.
• Deliver executive-level briefings, customer presentations, and operational discussions to technical and non-technical audiences.
• Maintain awareness of procurement trends, competitor positioning, acquisition strategies, and evolving mission requirements across defense, intelligence, and regulated industry markets.
• Represent Zignal Labs at industry events, customer meetings, and partner engagements.

Capture Manager jobs in District of Columbia

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Lead – Federal

Capture Manager – Intelligence, Defense & Operational AI

Senior Capture Manager

Capture Manager