Business Development and Capture Director, Virginia

Job Description

Oteemo is seeking an experienced Business Development and Capture Director to execute our strategic growth initiatives across Department of Defense (DOD) markets. In this key operational role, you'll implement our business development strategy, manage our opportunity pipeline, and execute capture processes that position us for success with Navy, Air Force, and emerging DOD clients.

As our Business Development and Capture Director, you'll be the hands-on executor of our DOD growth strategy. Working closely with senior leadership, you'll manage day-to-day BD operations, execute capture processes, and drive tactical implementation of our expansion plans. This role is perfect for an experienced BD professional who thrives on execution excellence and wants to take ownership of critical processes that directly drive revenue growth in a fast-paced, small business environment.

Key Responsibilities:

Business Development Outreach

Implement BD strategies to expand our presence within DOD, focusing on Navy and Air Force programs

Execute relationship-building activities with key decision-makers, program managers, and contracting officers

Attend industry events, conferences, and agency meetings to represent Oteemo and identify opportunities

Gather and analyze market intelligence to support opportunity qualification and pursuit recommendations

Work with technical teams to develop customer solutions and support proposal development activities

Capture Management

Execute pursuit activities for high-priority opportunities through the complete capture lifecycle

Coordinate with technical SMEs, business unit leaders, and partners during capture activities

Support development of value propositions and competitive differentiators based on customer requirements

Assist with price-to-win analysis and competitive positioning recommendations

Manage the handoff from capture to proposal development, ensuring strategy alignment and continuity

Pipeline Governance and Opportunity Management

Own, execute and improve the pipeline management process with defined qualification criteria and gate reviews

Track and report pipeline metrics including win rates, conversion ratios, and opportunity progression

Coordinate regular pipeline reviews with leadership, providing detailed status updates and data analysis

Execute capture plans for strategic opportunities, managing win themes development and competitive positioning

Facilitate gate review processes to support executive decision-making on opportunity pursuit and resource allocation

Strategic Expansion

Execute targeted outreach and relationship-building for Oteemo’s strategic accounts

Research and qualify new contract vehicles and procurement opportunities that align with company capabilities

Monitor market trends, budget allocations, and procurement forecasts to identify emerging opportunities

Support teaming strategy execution and partnership development activities

Help position Oteemo with prime contractors and government stakeholders in new market segments