Guidehouse · 3 hours ago
Defense Business Development & Proposal Pinnacle Capture Leader
US - VA, McLean
Full-time
Onsite
Senior Level, Lead/Staff
15+ years expGuidehouse is a leading consulting firm, and they are seeking a Defense Business Development & Proposal Pinnacle Capture Leader. This role is responsible for shaping, winning, and executing large-scale defense opportunities, integrating customer intimacy and competitive strategy to ensure successful proposal outcomes.
AdviceConsultingManagement Consulting
No H1B
Security Clearance RequiredU.S. Citizen Only
Responsibilities
Own and lead end-to-end capture strategy for large, complex federal defense pursuits from early shaping through contract award
Develop and maintain long-range pipeline strategies aligned to DoD modernization priorities, customer mission needs, and corporate growth objectives
Serve as Capture Lead / Capture Executive for designated flagship “pinnacle” $100M+ opportunities, providing decisive sales and growth leadership and accountability
Build and sustain trusted relationships with senior DoD, IC, and federal civilian defense stakeholders
Translate customer mission challenges into actionable solution strategies and win themes
Lead capture teams in gathering and synthesizing customer intelligence, requirements evolution, and acquisition strategies
Conduct deep competitive analysis, including incumbent assessments, teaming dynamics, pricing strategies, and discriminator development
Define and drive win themes, value propositions, and solution differentiation across technical, management, and cost dimensions
Lead Black Hat, Red Team, and Blue Team strategy sessions for high-stakes large flagship pinnacle Defense pursuits
Collaborate with technology, global managed services, engineering, operations, and solution architects to shape integrated, mission-aligned technical solutions
Lead teaming and partner strategies, including primes, subs, OEMs, and small business participation
Ensure solution feasibility, scalability, and compliance with security, acquisition, and operational constraints
Provide senior-level leadership over proposal development for large, complex RFPs, including IDIQs, MACs, OTA-based acquisitions, and single-award programs
Establish and enforce proposal governance, milestone reviews, and quality standards
Ensure proposals are fully compliant, compelling, and defensible across technical, management, and pricing volumes
Own bid decisions, capture budgets, and investment trade-offs for major pursuits
Identify, assess, and mitigate programmatic, technical, schedule, and financial risks throughout the capture lifecycle
Partner with pricing and finance teams to ensure competitive, executable cost strategies
Brief and advise C-suite and executive leadership on capture strategy, risks, and probability of win
Mentor and develop capture managers, proposal managers, and business development staff
Institutionalize best practices, lessons learned, and continuous improvement across the capture organization
Qualification
Required
Must be able to OBTAIN and MAINTAIN a Federal or DoD 'TOP SECRET' security clearance; candidates must obtain approved adjudication of clearance prior to onboarding with Guidehouse
Bachelor's degree in engineering, business, national security studies, or a related discipline
(FIFTEEN) 15 or more years of progressively senior experience in federal defense business development, capture management, and proposal leadership
Demonstrated success leading and winning very large, complex DoD and national security captures (typically $100M+ TCV, including multi-award IDIQs, MACs, and single-award programs)
Deep familiarity with DoD acquisition frameworks, including FAR/DFARS, OTAs, IDIQs, task orders, and source selection processes
Experience and a proven track record understanding Defense information technology and systems, which are driving Defense growth (e.g., IT Acquisition programs and requirements definition, preferably both at the Program Office and higher headquarters levels)
Proven track record serving as Capture Lead / Capture Executive for high-stakes pursuits from early shaping through award
Extensive experience leading full-lifecycle capture activities, including customer shaping, competitive positioning, solution development, pricing strategy, and proposal execution
Expertise in leading large, cross-functional proposal teams (technical, management, pricing, legal, contracts, security) under aggressive schedules
Demonstrated ability to develop and execute differentiated win strategies against top-tier industry competitors and incumbents
Advanced experience conducting competitive intelligence, Black Hat analysis, and Pink/Red/Gold Team reviews
Strong understanding of customer mission priorities, modernization roadmaps, and budget dynamics across defense and national security agencies
Ability to engage credibly with senior technical leaders and architects on complex, multi-domain solutions (C4ISR, cyber, space, cloud, data, AI/ML, logistics, or weapons systems, as applicable)
Experience integrating prime and subcontractor teams, including large OEMs and small business partners, into cohesive, executable solutions
Strong understanding of security, operational, and sustainment considerations for mission-critical defense programs
Demonstrated experience owning bid decisions, capture budgets, and investment strategies for large pursuits
Strong financial acumen in pricing strategy, cost realism, and risk trade-off analysis
Proven ability to identify, manage, and mitigate technical, programmatic, and business risks during capture and proposal phases
Executive-level communication skills with experience briefing C-suite executives, boards, and senior government leaders
Proven ability to lead, mentor, and develop senior capture managers, proposal leaders, and business development professionals
Strong decision-making capability in ambiguous, high-pressure, time-critical environments
Preferred
Prior senior military, SES, and/or government acquisition leadership experience
Experience leading captures in Defense and/or classified environments and sensitive programs
Background in scaling or transforming enterprise capture organizations
Masters or Advanced Degree
Benefits
Medical, Rx, Dental & Vision Insurance
Personal and Family Sick Time & Company Paid Holidays
Position may be eligible for a discretionary variable incentive bonus
Parental Leave and Adoption Assistance
401(k) Retirement Plan
Basic Life & Supplemental Life
Health Savings Account, Dental/Vision & Dependent Care Flexible Spending Accounts
Short-Term & Long-Term Disability
Student Loan PayDown
Tuition Reimbursement, Personal Development & Learning Opportunities
Skills Development & Certifications
Employee Referral Program
Corporate Sponsored Events & Community Outreach
Emergency Back-Up Childcare Program
Mobility Stipend
Company
Guidehouse
Guidehouse offers consulting services for public and commercial markets with expertise in management, technology, and risk consulting.
10001+ employees
Funding
Current Stage
Late StageTotal Funding
$0.75MKey Investors
Mission Daybreak
2023-11-06Acquired
2023-02-16Grant· $0.75M
Leadership Team
Scott McIntyre
Chairman and CEO
Alicia Harkness
Partner
Recent News
Washington Technology
2026-01-16
Washington Technology
2026-01-09
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