XLA · 14 hours ago
Capture Manager
Washington, D.C.
Full-time
Onsite
Mid LevelXLA is currently seeking a Capture Manager to facilitate business development activities and manage the end-to-end capture process to secure new contracts. The role requires a strong understanding of federal procurement processes and the ability to collaborate across teams to drive success.
Cyber SecurityHomeland SecuritySecurity
Responsibilities
Identify contract opportunities on SAM.gov, FedConnect, GSA eBuy, and other federal procurement platforms
Filter opportunities based on company capabilities, past performance, and agency targets
Input opportunities into the NextStage Pipeline and update pipeline daily, ensuring accurate and detailed opportunity summaries
Conduct weekly pipeline reviews, advancing projects through stages and removing no-bid opportunities
Reach out to Contracting Officers or Specialists to signal intent to respond to RFIs, SSNs, or MRAS
Conduct initial outreach via email and phone to Points of Contact (POCs) listed on opportunities to request meetings and gather additional information, documenting all interactions
Conduct Gap Analyses to identify project needs and internal capability gaps
Develop Capabilities Matrices to evaluate past performance, personnel, processes, and customer understanding
Perform go/no-go decisions for opportunities and communicate no-bid decisions with the Contracting Officer
Create compliant RFI templates and coordinate responses to meet deadlines
Write RFI responses, ensuring all submissions are stored in NextStage and SharePoint
Maintain organized SharePoint folders for each opportunity
Develop and execute customer outreach plans, including meeting setup and engagement with program offices, branches, bureaus, and divisions
Identify customer pain points, needs, and objectives through direct interaction
Facilitate solution development by collaborating with internal teams to create tailored approaches for client needs based on SOW, PWS, or scope documents
Create and maintain Teaming Matrices, identifying and engaging potential teaming partners with relevant past performance, solutions, and resources
Conduct competitive analysis to understand customer preferences, vendor relationships, and develop differentiation strategies
Create Compliance Matrices for RFPs to ensure adherence to solicitation requirements
Develop and maintain a Proposal Playbook, including checklists and outlines
Collaborate with internal teams to refine solutions and proposals
Develop job descriptions and lead recruitment efforts for key personnel, including interviewing and offering contingent hires
Collaborate with HR/recruitment teams to ensure readiness for project execution
Foster ongoing relationships with customers, building trust and credibility to position the company for long-term success
Qualification
Required
Familiarity with federal procurement platforms such as SAM.gov, FedConnect, and GSA eBuy
Strong understanding of federal contracting processes, including RFIs, SSNs, and MRAS
Proficiency in pipeline management tools such as NextStage and document collaboration tools like SharePoint
Excellent analytical and strategic thinking skills
Strong written and verbal communication abilities
Experience in competitive analysis, teaming, and solution development
Ability to manage multiple tasks and deadlines in a fast-paced environment
Preferred
Knowledge of specific government contracting vehicles (e.g., GSA MAS, OASIS, STARS)
Experience creating gap analyses, compliance matrices, and proposal outlines
Familiarity with pricing strategies and competitive rate analysis
Ability to coordinate cross-functional teams and collaborate effectively
Company
XLA
XLA is an award-winning government services provider with 400 employees both domestically and internationally.
Founded in 1989
201-500 employees
Funding
Current Stage
Growth StageLeadership Team
Gary Slack
President and Chief Executive Officer
Nelson McClung
Chief Operating Officer
Recent News
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