Abaco Strategy, LLC (Abaco) is an 8(a) Certified, HUBZone, Woman Owned, Small Business located in Leesburg, VA. Abaco provides Information Technology and Consulting Services to Commercial customers and the Federal Government. We deliver technology-enabled, results-oriented solutions. We build long-term business relationships by ensuring the availability of highly skilled and certified resources providing a broad range of capabilities that meet the unique needs of all customers. We leverage industry best practices and business innovations to provide measurable results. We are seeking a talented admin to join our team.
Overview:
The Business Development & Capture Manager will lead strategic growth initiatives across the federal market by driving the full business development lifecycle—from opportunity identification through capture and proposal submission. This role combines strategic planning, capture management, and proposal leadership to position our company for success in a competitive environment. The ideal candidate is a strategic architect and hands-on executor, capable of designing scalable growth infrastructure while managing day-to-day capture and proposal activities.
Key Responsibilities:
Opportunity Identification & Qualification
- Research and identify federal opportunities aligned with company capabilities and strategic objectives
- Conduct market analysis and competitive intelligence to understand agency priorities, budgets, and procurement trends
- Apply bid/no-bid criteria and lead qualification decisions based on fit, feasibility, and competitiveness
Capture Strategy Development
- Design and implement capture strategies that define win themes, discriminators, and competitive positioning
- Operationalize deal lifecycle governance (gate reviews, color teams) adapted for small-business agility
- Secure stakeholder buy-in and coordinate with cross-functional teams including sales, delivery, finance, and legal
Solutioning & Teaming
- Facilitate solution development workshops with SMEs, pricing, contracts, and operations leaders
- Identify and onboard teaming partners, SMEs, and subcontractors; negotiate teaming agreements and NDAs
- Manage subcontractor quality assurance and compliance standards
Proposal Leadership
- Translate capture strategy into compliant, compelling proposal content in collaboration with proposal managers and writers
- Lead color team reviews, Black Hat sessions, and oral presentation preparation
- Ensure proposals meet all solicitation requirements and deadlines; oversee pricing strategy input and risk mitigation
Close & Transition Support
- Support post-submission activities including clarifications, negotiations, and transition planning for awarded contracts
- Conduct win-loss analysis and institutionalize lessons learned for continuous improvement
Governance & Performance Management
- Define and support KPIs and track performance against growth objectives (pipeline coverage, win rate, stage conversion)
- Develop dashboards and reporting tools for executive visibility into pipeline, capture health, and proposal performance
- Lead tiger teams to address process gaps, compliance risks, and win-rate improvements
Required Qualifications
- Bachelor’s degree in Business, Government, or related discipline (or equivalent experience)
- Certified Capture Manager (CCM) certification is required
- Minimum of 5 years of experience in federal capture management or business development
- Demonstrated success leading / supporting captures valued at $10M+ and/or strategic pursuits
- Working knowledge of FAR/DFARS, procurement lifecycles, and agency-specific buying behaviors
- Experience with GWACs, IDIQs, and subcontractor management
- Familiarity with Salesforce or other CRM tools
- Strong communication, relationship-building, and negotiation skills
- Ability to thrive in a small business environment where adaptability and collaboration are key
Preferred Qualifications
- APMP certification
- Ability to obtain and maintain a security clearance
Key Skills & Competencies
- Strategic Leadership: Capture methodologies, growth planning, lifecycle management
- Hands-On Execution: Proposal integration, teaming agreements, compliance
- Relationship Management: Customer engagement, partner development, influencing stakeholders
- Technical & Analytical: Data-driven decision-making, reporting dashboards, competitive intelligence
- Growth-Oriented Agility: Flexibility, problem-solving, and ability to work independently
Abaco is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, creed, gender, national origin, age, disability, marital or veteran status, sexual orientation, or any other legally protected status. Hiring decisions are based on merit, qualifications, and skills. We are a military-friendly organization, and veterans are encouraged to apply. Federal law requires all employers to verify the identity and eligibility of all persons hired to work in the United States.
Job Type: Full-time
Pay: $120,000.00 - $160,000.00 per year
Benefits:
- 401(k)
- Dental insurance
- Health insurance
- Health savings account
- Life insurance
- Paid parental leave
- Paid time off
- Professional development assistance
- Referral program
- Tuition reimbursement
- Vision insurance
Application Question(s):
- How many years of experience do you have in federal business development and/or capture management, supporting opportunities through qualification, capture, and proposal submission?
- Have you personally led or co-led capture strategy development for federal pursuits including win themes, discriminators, competitive positions, and bid/no-bid decisions?
- Have you directly supported or led one or more federal captures or business development efforts involving $10M+ pursuits, GWACs or IDIQs, and subcontractor or teaming partner management?
Work Location: Hybrid remote in Leesburg, VA 20176
