Job Description
Position:
Director of Capture & Proposals (Federal Value-added Reseller)
Location:
Remote
Compensation:
$150K–$175K Base + Performance Bonus (OTE $200K–$225K+)
About the Opportunity
Graystone Group is partnering with a high-growth Federal Value-Added Reseller (VAR) supporting mission-critical initiatives across the Department of Defense, FedCiv and the Intelligence Communities. This organization delivers cutting-edge solutions across cloud, cybersecurity, infrastructure, and end-user computing, backed by top OEM partnerships.
We are seeking a Director of Capture & Proposals who operates as a true hunter / revenue driver—someone who doesn’t just respond to opportunities, but creates, shapes, and wins them.
This is a highly visible role with direct impact on pipeline growth, win rates, and overall company trajectory.
The Role
This is not a back-office proposal role.
You will own the capture lifecycle from early identification through award—driving strategy, engaging stakeholders, and positioning the company to win competitive federal business.
You will partner closely with Sales, OEM partners, and executive leadership to build and close a qualified pipeline of federal opportunities.
What You’ll Do
- Capture Leadership & Pipeline Development
- Identify, qualify, and drive net-new federal opportunities across DoD, IC, and civilian agencies
- Lead capture efforts from pre-RFP shaping through contract award
- Build and execute win strategies, account plans, and pursuit roadmaps
- Develop early positioning through customer engagement, teaming, and solution alignment
- Business Development (“Hunter” Focus)
- Proactively source and create opportunities (not just respond to inbound RFPs)
- Engage with program managers, contracting officers, and mission stakeholders
- Leverage OEM partnerships to co-develop and position solutions
- Drive teaming strategies, including primes, subs, and strategic partners
- Proposal Strategy & Execution
- Lead proposal development with a focus on winning, not just compliance
- Own messaging, value proposition, and differentiation strategy
- Collaborate with proposal teams to ensure compelling, customer-aligned submissions
- Increase win rates, proposal quality, and pipeline conversion
- Cross-Functional Leadership
- Partner with Sales, Engineering, and Leadership to align capture strategy with company goals
- Provide go/no-go recommendations and resource prioritization
- Mentor proposal staff and elevate overall capture maturity
- What We’re Looking ForCore Profile
- Proven “hunter” mentality with a track record of winning federal business
- Experience leading capture efforts for a VAR (Value-added Reseller)
- Demonstrated success driving $10M–$100M+ federal pursuits
- Experience
- 8–15+ years in capture management, business development, or proposal leadership
- Deep understanding of federal procurement (FAR/DFARS) and contract vehicles
- Experience supporting DoD, IC, or federal civilian agencies
- Strong network across government and/or partner ecosystem
- Skill Set
- Ability to shape deals early and influence outcomes before RFP release
- Strong executive presence and customer-facing communication skills
- Expertise in competitive positioning, pricing strategy, and win themes
- Ability to operate in a fast-paced, growth-oriented environment
- Why This Role
- True impact role – directly tied to revenue growth and company expansion
- Autonomy + visibility – work closely with executive leadership
- Strong comp upside tied to performance and wins
- Opportunity to help build and scale a capture function within a growing Federal VAR
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