Capture Lead - Federal

Cognition
Washington DC
Workplace: HybridFull timeFunction: Government & Public AdministrationExperience: 4+ yearsSkills: ["Analytical thinking","Cross-functional collaboration","Comfort with ambiguity","Ownership mindset","Low ego"]

Own the federal capture engine end to end: partner with Federal sales leadership on quarterly/annual capture planning, shape deal structuring, pricing strategy, and negotiation across contract vehicles, and drive pursuit-to-proposal execution from RFI through RFP. Build the operational backbone for bid/no-bid decisioning, compliance, and proposal collateral, define federal GTM performance metrics and dashboards, and improve win rate and pursuit efficiency using red-team/AAR learnings.

Loading

Loading job details...

Preparing the role view and application actions.

FursaFursa
Cognition
Cognition
1 month ago

Capture Lead - Federal

✓ Verified Job

Canonical indexed version, validated from employer's careers page.

Source: Company careers pageValidated by: Fursa AI
Last checked: 6 hours agoStatus: Live

Job Summary

Own the federal capture engine end to end: partner with Federal sales leadership on quarterly/annual capture planning, shape deal structuring, pricing strategy, and negotiation across contract vehicles, and drive pursuit-to-proposal execution from RFI through RFP. Build the operational backbone for bid/no-bid decisioning, compliance, and proposal collateral, define federal GTM performance metrics and dashboards, and improve win rate and pursuit efficiency using red-team/AAR learnings.
Location: Washington DC
Workplace: Hybrid
Employment Type: Full time
Job Function: Government & Public Administration

Key Responsibilities

  • •Partner with Federal sales leadership on quarterly and annual capture planning.
  • •Lead deal structuring, pricing strategy, and negotiation across contract vehicles, tracking vehicle strategy (GSA, OTAs, IDIQs, SBIR, prime/sub).
  • •Manage pursuit and proposal operations from RFI through final RFP, including bid/no-bid decisioning, color-team cadence, compliance, and partner coordination.
  • •Build and maintain proposal collateral plus past performance, capabilities, and pricing libraries to compound across pursuits.
  • •Define federal GTM performance metrics and dashboards, own solicitation response tracking, and run red-team/AAR to turn wins/losses into repeatable best practices.

Key Requirements

  • •4+ years of experience in federal business operations, capture management, or revenue strategy in a defense tech, federal SaaS, or government services company.
  • •Deep fluency in federal procurement including contract vehicles, FAR/DFARS, capture lifecycle, and federal sales cycles.
  • •Strong analytical skills to build models, run analysis, and clearly communicate results.
  • •Experience working in and building capture programs from scratch in a fast-moving environment.
  • •Based in Washington, DC (or willing to relocate); security clearance preferred or ability to obtain one.
Experience:4+ yearsDefense techFederal SaaSGovernment servicesFederal procurementCapture management
Skills:Analytical thinkingCross-functional collaborationComfort with ambiguityOwnership mindsetLow ego
Tech Stack:AIDevin

Company Brief

Cognition
Builds Devin, an autonomous AI software engineer and AI-native developer tools (Windsurf, DeepWiki) to automate software engineering workflows for enterprise customers.
Industry: Developer Tools
Company Size: Medium (51 to 250 employees)
Revenue: USD 50M to 100M
Growth: Scaleup
Valuation: Unicorn (USD 1B+)
Funding: Series C
Headquarters: San Francisco, United States
Founded: 2023
Glassdoor
Glassdoor: 4.7
WebsiteLinkedInGlassdoor