ABOUT SALUTE
Salute is a mission‑driven organization committed to delivering high‑quality service by empowering people, promoting operational excellence, and fostering a culture built on integrity, teamwork, and continuous improvement. Our teams support diverse operational environments and partner closely with clients to create safe, efficient, and reliable outcomes.
Salute Benefits That Put You First
We know life doesn’t stop when work begins, that’s why we offer perks designed to support your well-being, your family, and your future:
- Time to Recharge: Enjoy 8 company-paid holidays, 2 floating holidays, and PTO so you can rest, celebrate, and take care of what matters most.
- Comprehensive Benefits Package: Including Medical, Dental, and Vision that you can enroll in starting on Day 1. Coverage begins the first of the month following 30-days of employment.
- Peace of Mind: The Employee Assistance Program is available to all employees, even if you do not participate in the benefits package.
- Your financial future matters: Enjoy our employer-supported 401(K) with immediate 100% vesting, plus a 3% employer match and a 50% match on the next 2%.
- Wellness Support: Access to HSA, mental health resources, and gym discounts—because your health matters.
- Extra Protection & Perks: Through discounted group programs, such as legal services, home & auto insurance, pet insurance, and ID theft protection for life’s unexpected moments
DEPARTMENT: Business Development
REPORTS TO: EVP, General Manager Federal
LOCATION: Remote
DIRECT REPORTS: No
TRAVEL: Up to 50%
POSITION SUMMARY
The Capture Director owns end-to-end capture for targeted federal and international government (Sovereign) opportunities—from early market shaping through award. You will lead cross-functional teams to build win strategies, shape requirements, architect solutions with technical SMEs, drive teaming, and deliver compelling, compliant, and competitive proposals. This role is fully remote with substantial travel to customers, partners, and internal gate reviews.
RESPONSIBILITIES
Market Shaping & Pipeline
- Identify, qualify, and mature opportunities aligned to Salute’s growth strategy (new and recompete) across Federal, Sovereign and Civilian portfolios.
- Build and maintain a qualified capture pipeline; drive opportunity health (Pwin, gaps, actions) and stage progression.
Capture Leadership
- Lead capture plans, timelines, budgets, and artifacts (e.g., call plans, competitor/price-to-win analysis, Black/Red/Gold Team plans).
- Conduct Voice of Customer, facilitate discovery with program offices, contracting, and end users; map decision criteria and hot buttons.
- Develop and socialize the win strategy, win themes, discriminators, and value proposition; ensure alignment from solution through price.
Teaming & Partnerships
- Architect teaming strategies (prime/sub, JV, mentor‑protégé); negotiate NDAs/Teaming Agreements with Legal/Contracts support.
- Build partner ecosystems to close solution gaps and meet socioeconomic goals.
Solution, Pricing, and Reviews
- Orchestrate solutioning with SMEs/Architects; translate requirements into compliant, compelling technical and management approaches.
- Lead price-to-win (PTW) and competitive analysis; partner with Pricing/Finance on cost/price volumes, BOEs, and risk registers.
- Run capture and proposal gate reviews (e.g., Pursuit, Bid/No-Bid, Black/Red/Gold) with clear entrance/exit criteria.
Customer & Stakeholder Engagement
- Maintain trusted relationships with government stakeholders, primes, and OEMs; lead capture call plans and debriefs.
- Represent Salute at industry days, one‑on‑ones, tradeshows, and association events.
Compliance & Governance
- Ensure FAR/DFARS compliance, OCI avoidance/mitigation, and alignment with agency acquisition strategies and unique government contracting vehicles (e.g., IDIQs/GWACs/BPAs).
- Maintain capture documentation in corporate systems; provide accurate weekly/monthly reporting and forecasts.
REQUIRED QUALIFICATIONS
- Bachelor’s degree from an accredited four‑year college/university.
- 15+ years of demonstrated experience in U.S. Federal/Defense programs with a track record of capture wins on opportunities >$10M TCV.
- Active SECRET clearance (or higher); ability to maintain clearance required.
- Hands‑on experience with federal contracting (FAR/DFARS), acquisition pathways, and working with Contracting Officers/Program Offices.
- Mastery of capture management practices, PTW/competitive assessments, and color‑team review leadership.
- Proven teaming leadership: identifying partners, negotiating TAs/NDAs, and managing subcontractors to delivery.
- Strong business acumen: funding lines, appropriation cycles, contract types (FFP, T&M, CPFF/CPIF), and small business utilization.
- Excellent communication skills: executive briefings, storyboarding, and proposal content development.
- Ability to travel up to 50%.
PREFERRED QUALIFICATIONS
- Advanced degree (MBA, MS) or professional certifications (e.g., Shipley Capture Practitioner, PMP).
- Domain depth in one or more areas: data center & critical infrastructure, cloud, enterprise IT, secure facility operations.
- Experience winning on major IDIQs/GWACs and task orders.
- Experience transitioning from capture to program start-up and early delivery oversight.
- Existing relationships across targeted agencies (e.g., DoD Components, VA, DHS, DOE, GSA, Treasury) and leading UD Federal primes.
Compensation & Benefits Disclosure
The base salary for this role is $130,000. This budget reflects a good‑faith estimate of what we reasonably expect to pay upon hire, based on factors such as skills, experience, education, and market/location. Our comprehensive benefits include health, dental, and vision insurance, Health Savings Account (HSA), gym discount, mental health, Discounted Group Life & AD&D, Discounted Group Short & Long-term Disability, 401(k) retirement matching, PTO/paid holidays, and parental leave. This posted salary is the final rate of pay for the position, based on job‑related factors consistent with applicable law.
Salute is an equal opportunity employer committed to celebrating diversity, creating an inclusive environment for all employees, and providing equal employment opportunities to all applicants; if you require a reasonable accommodation to participate in the job application or interview process, perform essential job functions, or receive other benefits and privileges of employment, please contact our Human Resources department at [email protected] for more information.
(For specific Recruitment related questions, please contact our Talent Acquisition department at [email protected].)