Director of Business Development & Capture

Fredericksburg, VA
Full Time
Experienced
Director of Business Development & Capture 
Location: Hybrid / Fredericksburg, VA
Employment Type: Full-Time 
Salary Range: $180,000 - $195,000 Base Salary + 20% Bonus Potential
Reports To: Chief Executive Officer 

Position Summary 
RPI Group, Inc. is seeking an accomplished, high-energy Director of Business Development & Capture to lead strategic growth initiatives across the federal government marketplace. 

This individual will be accountable for leading and coordinating the full business development and capture lifecycle, from opportunity identification and qualification through customer engagement, teaming, capture strategy, proposal support, and award pursuit. The role requires a hands-on growth leader who can operate effectively in a small-to-mid-sized government contracting environment, where success depends on disciplined pipeline development, strong customer and partner relationships, practical capture execution, and close collaboration with executive, technical, operational, contracts, finance, recruiting, and proposal stakeholders. 

The ideal candidate is a proven government contracting professional with a demonstrated track record of identifying, qualifying, capturing, and winning competitive federal opportunities, particularly within the Department of Defense and federal IT services markets. This role requires an entrepreneurial self-starter who can independently drive growth activities, establish trusted customer and partner relationships, lead capture efforts, and collaborate across the organization to position RPI for long-term success. 
 
Key Responsibilities 
Business Development & Pipeline Growth 
  • Develop and execute comprehensive business development strategies aligned with corporate growth objectives 
  • Identify, qualify, and pursue new federal government opportunities across targeted agencies and contract vehicles 
  • Build, manage, and maintain a healthy qualified pipeline of opportunities from early-stage identification through award, ensuring accuracy 
  • Conduct proactive market research and competitive intelligence to identify emerging opportunities, customer priorities, acquisition trends, and procurement forecasts 
  • Utilize GovWin, SAM.gov, agency forecasts, industry intelligence, customer relationships, other sources to source and track opportunities 
  • Lead bid/no-bid recommendations and opportunity qualification assessments 

Customer Engagement & Relationship Management 
  • Establish and maintain strong relationships with government decision-makers, contracting officers, program managers, industry partners, and key stakeholders 
  • Independently schedule, coordinate, and lead business development meetings, capability briefings, and customer engagements 
  • Represent RPI at industry conferences, networking events, trade shows, and government industry days 
  • Support negotiation and management of NDAs, teaming agreements, partnership arrangements, and other pre-award relationship structures 

Capture Management 
  • Lead capture efforts from opportunity qualification through proposal submission and award 
  • Develop and execute capture strategies, win themes, and customer engagement plans to position opportunities for success
  • Shape opportunities through early customer engagement and influence acquisition strategies where possible
  • Analyze competitors, incumbents, pricing, contract vehicles, and customer buying trends to strengthen positioning
  • Identify key discriminators and develop compelling value propositions aligned with customer mission needs

Proposal Development & Submission Support 
  • Transition opportunities from capture to proposal with clear strategy, solution direction, and actionable proposal guidance 
  • Collaborate closely with proposal managers, technical leads, solution architects, and operational teams to develop winning proposals 
  • Support proposal writing, review, compliance checks, and content development as needed 
  • Participate in proposal color team reviews and executive reviews 
  • Ensure proposal responses accurately reflect customer requirements, win strategies, and differentiators 
  • Assist in pricing strategy discussions and overall proposal readiness activities 
 
Required Qualifications 
  • Bachelor’s degree from an accredited institution 
  • Minimum of 7–10 years of progressive experience in government contracting business development, capture management, and proposal support 
  • Demonstrated success winning federal government contracts in competitive environments 
  • Strong understanding of federal acquisition processes, including FAR-based procurements, RFIs, RFQs, RFPs, IDIQs, GWACs, BPAs, and task order competitions 
  • Experience selling or supporting information technology services within the federal market 
  • Strong technology acumen with an understanding of current and emerging technologies, including cybersecurity, artificial intelligence, IT networking, cloud computing environments, IT modernization initiatives.  
  • Ability to manage multiple captures and priorities simultaneously in a fast-paced environment 
  • Exceptional communication, presentation, negotiation, and interpersonal skills 
  • Strong organizational and strategic thinking capabilities 
  • Proficiency with Microsoft Office Suite, GovWin, CRM platforms, Teams, and related business development tools 
 
Preferred Qualifications 
  • Prior military service or direct DoD experience 
  • Active or prior U.S. Government security clearance 
  • Experience supporting both prime and subcontract capture efforts 
  • Experience with SBIRs and OTAs; selling through them highly desired
  • Experience with emerging technologies including cloud, cybersecurity, AI, automation, data analytics, and modernization initiatives 
  • Familiarity with federal small business programs and contract vehicles 
  • Experience working in a small or mid-sized federal contractor environment where business development, capture, and proposal support responsibilities may overlap.  
  • Existing relationships within DoD and/or civilian government agencies


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