Capture and Proposals Specialist

Description

Position Overview

Mass Virtual is seeking a Capture & Proposal Specialist to support the pursuit and submission of new business opportunities across the federal government, Department of War, and select commercial markets. Working closely with the Business Development Manager, this position will take a leading role in moving qualified opportunities through capture planning, solicitation analysis, proposal development, compliance, review, submission, and post-submission activities. This is primarily a capture and proposal role rather than a traditional sales or prospecting position. The ideal candidate is a strong writer, researcher, and project coordinator who can analyze complex requirements, organize competitive pursuits, coordinate cross-functional contributors, and drive proposal efforts from initial capture through final submission. The Capture & Proposal Specialist will work across Business Development, Operations, Engineering/Product, Contracts, Finance/Pricing, Marketing, and company leadership to develop compliant and compelling responses that clearly demonstrate Mass Virtual's capabilities, experience, differentiators, and value to customers. The position may also support customer meetings, industry events, demonstrations, and other business development activities when directly related to active pursuits or capture efforts.

Key Responsibilities

Capture

• Support and execute the capture process for qualified government and commercial opportunities from pursuit decision through proposal transition.
• Research and monitor federal and commercial acquisition activity, including Sources Sought notices, RFIs, RFPs, RFQs, BAAs, CSOs, OTAs, IDIQ/GWAC task orders, industry days, and other relevant opportunities.
• Conduct customer, agency, program, incumbent, competitor, and market research to develop actionable capture intelligence.
• Analyze potential opportunities based on customer requirements, strategic fit, competitive position, acquisition strategy, funding, schedule, contract vehicle, and other pursuit considerations.
• Develop and maintain capture plans that document customer requirements, acquisition timelines, competitive landscape, stakeholders, partners, pursuit milestones, and actions required to position Mass Virtual for award.
• Support development of pursuit strategies, win themes, discriminators, value propositions, and solution positioning in coordination with the Business Development Manager and internal stakeholders.
• Research customer organizations and key stakeholders to support customer engagement, opportunity shaping, and pursuit strategy.
• Support teaming and partner assessments, including identification of potential prime contractors, subcontractors,      technology partners, and other strategic teammates.
• Support pricing strategy, Price-to-Win analysis, Rough Order of Magnitude (ROM) development, and other pursuit pricing activities in coordination with Business Development, Contracts, Finance/Pricing, Operations, and leadership.
• Participate in capture meetings, solution-development sessions, customer meetings, industry days,      demonstrations, conferences, and partner discussions when relevant to active or emerging pursuits.
• Maintain accurate capture documentation, opportunity milestones, competitive intelligence, and pursuit status within company systems and the CRM.
• Prepare opportunities for formal proposal kickoff by ensuring capture intelligence, customer requirements, strategy, solution direction, teaming considerations, and known risks are clearly documented and transitioned to the proposal effort.

Proposals

• Lead and manage end-to-end proposal efforts from solicitation release and kickoff through final submission.
• Review and analyze solicitation documents, amendments, PWS/SOW/SOO requirements, evaluation criteria, submission instructions, contract requirements, deadlines, page limitations, required attachments, and other compliance requirements.
• Develop and maintain proposal compliance matrices, outlines, content plans, proposal schedules, responsibility matrices, action-item trackers, and final submission checklists.
• Translate solicitation requirements and evaluation criteria into clear assignments and instructions for proposal contributors.
• Coordinate proposal inputs across Business Development, Operations, Engineering/Product, Contracts, Finance/Pricing,      Marketing, leadership, subject matter experts, and external partners.
• Establish proposal milestones and internal deadlines, track contributor progress, proactively follow up on outstanding actions, and drive proposal activities to completion.
• Draft, edit, and integrate clear, persuasive, evaluator-focused proposal content, including technical approaches, management approaches, corporate experience, past performance, staffing, capabilities, executive summaries, and other required response sections.
• Translate complex technical information and subject matter expert input into clear, accurate, and compelling narratives for government and commercial evaluators.
• Ensure the proposal content directly addresses customer requirements and evaluation criteria, and demonstrates Mass Virtual's capabilities through relevant experience, evidence, outcomes, and differentiators.
• Manage development of responses to RFPs, RFQs, RFIs, Sources Sought notices, white papers, capability requests, BAAs, CSOs, OTA opportunities, IDIQ/GWAC task orders, and other government or commercial requests.
• Plan and coordinate structured proposal reviews, including Pink Team, Red Team, Gold Team, or equivalent reviews,      and manage the incorporation and adjudication of review comments.
• Perform detailed compliance and quality-control reviews for responsiveness, consistency, accuracy,      clarity, formatting, page limits, file requirements, and overall proposal quality.
• Coordinate final proposal production and ensure all required volumes, attachments, forms, certifications, pricing inputs, and supporting documentation are complete and properly prepared for submission.
• Own final submission readiness and ensure proposals are submitted accurately, professionally, and on time in accordance with customer instructions.
• Maintain and continuously improve reusable proposal resources, including past performance information, corporate experience, capability descriptions, resumes, templates, boilerplate content, graphics, and other proposal assets.
• Manage post-submission activities, including customer follow-up, clarification requests, discussions, revised submissions, debriefings, and lessons learned, as applicable.
• Support the transition of awarded efforts from Business Development/Capture to Contracts, Operations, and Program      Management to ensure relevant commitments, assumptions, requirements, and customer expectations are communicated.

Required Qualifications

• 2–5 years of experience in federal government capture, proposal development, government contracting, or a closely related role, with demonstrated experience supporting competitive government pursuits.
• Demonstrated experience developing, managing, or contributing to federal government proposals and other acquisition responses.
• Strong understanding of the federal acquisition and proposal lifecycle, including experience with RFIs, RFPs, RFQs, Sources Sought notices, and other government acquisition methods.
• Demonstrated ability to review government solicitations, identify requirements and evaluation criteria, and develop proposal compliance matrices, outlines, schedules, and submission requirements.
• Exceptional professional writing and editing skills with the ability to develop clear, persuasive, compliant, and customer-focused proposal content.
• Ability to understand technical subject matter and translate input from engineers, technical personnel, and subject matter experts into evaluator-friendly proposal narratives.
• Strong project management and organizational skills with the ability to manage multiple pursuits, competing deadlines, contributors, dependencies, and priorities simultaneously.
• Demonstrated ability to coordinate cross-functional teams and hold contributors accountable to proposal schedules and internal deadlines.
• Strong research and analytical skills with the ability to evaluate customers, competitors, acquisition strategies, contract vehicles, and market conditions.
• High attention to detail and demonstrated ability to perform thorough compliance and quality-control reviews.
• Ability to take ownership of assignments, identify gaps or risks, proactively follow up with stakeholders, and drive actions through completion.
• Strong verbal communication and interpersonal skills with the ability to work effectively with Business  Development, Operations, Engineering/Product, Contracts, Finance/Pricing, Marketing, executives, customers, and external partners.
• Proficiency with Microsoft 365 and experience working with CRM, proposal management, or collaborative document-management systems.
• Ability to support occasional travel for customer meetings, industry days, conferences, demonstrations, and other capture-related activities.

Preferred Qualifications

• Experience supporting Department of War or other federal agency capture and proposal efforts.
• Experience with SAM.gov, GovWin, agency acquisition portals, or similar federal market-intelligence and opportunity-research platforms.
• Experience with IDIQs, GWACs, task-order competitions, BAAs, CSOs, OTAs, or other alternative federal acquisition methods.
• Experience developing or managing technical proposals involving software, training, simulation, XR/VR/AR, digital solutions, or other emerging technologies.
• Experience with formal proposal-development methodologies and structured review processes such as      Shipley, Pink Team, Red Team, and Gold Team reviews.
• Shipley or APMP proposal training or certification.
• Experience supporting Price-to-Win analysis, competitive assessments, teaming strategies, ROM development, or proposal pricing activities.
• Experience in maintaining past performance,      corporate experience, proposal content libraries, templates, and other reusable proposal assets.
• Experience working in a fast-paced, growth-oriented environment supporting multiple simultaneous government pursuits.
• Familiarity with XR/VR/AR, simulation, gaming, immersive training, defense technology, or dual-use technology.