Managing Director, Capture Excellence, Competitive Intelligence & Strategic Pricing Greater Washington D.C. Area

Position Summary

Aleut Federal is seeking an accomplished and results-driven Managing Director of Capture Excellence, Competitive Intelligence & Strategic Pricing to lead the development and execution of enterprise-class capture methodologies, competitive intelligence capabilities, and strategic pricing practices across its Mission & Technology business.

Reporting directly to the Chief Growth Officer (CGO), this executive will serve as a strategic leader responsible for strengthening the organization's competitive position, improving probability of win (PWin), institutionalizing disciplined capture practices, and delivering innovative pricing strategies that support sustainable, profitable growth.

The Managing Director will work closely with Business Development, Capture, Operations, Finance, Contracts, Solution Architects, and Proposal teams to ensure that opportunities are strategically positioned, competitively differentiated, appropriately priced, and executed with discipline throughout the business development lifecycle.

Key Responsibilities

Capture Excellence & Growth Governance

• Establish, lead, and continuously improve a standardized Capture Excellence framework across the Mission & Technology business.
• Develop and institutionalize capture methodologies, processes, tools, templates, and best practices that drive consistency, accountability, and measurable improvements in win rates.
• Partner with BD and Capture leaders to develop compelling win strategies, customer engagement plans, discriminators, teaming strategies, and competitive approaches.
• Establish and facilitate capture strategy reviews, Black Hat assessments, Price-to-Win reviews, and other structured competitive assessments.
• Provide coaching, mentoring, and advisory support to capture teams pursuing strategic, high-value opportunities.
• Ensure lessons learned from wins and losses are incorporated into future capture strategies and organizational best practices.

Competitive Intelligence & Market Analysis

• Build and oversee a centralized competitive intelligence capability supporting business development, capture, and executive decision-making.
• Develop actionable intelligence on federal competitors, including incumbency, contract portfolios, pricing behavior, teaming relationships, technical capabilities, and competitive strengths and vulnerabilities.
• Produce executive-level competitive intelligence briefings and strategic recommendations for major pursuits and priority markets.

Strategic Pricing & Price-to-Win

• Lead the development and implementation of strategic pricing methodologies designed to maximize competitiveness while protecting profitability and managing execution risk.
• Establish a disciplined Price-to-Win (PTW) capability that integrates competitive intelligence, historical pricing data, customer budget considerations, and market conditions.
• Partner with Pricing, Finance, Contracts, and Operations leaders to develop differentiated pricing strategies for federal pursuits.

Performance Metrics & Success Measures

The Managing Director will be accountable for establishing measurable outcomes, including:

• Win Rate Improvement: Increase competitive win rates across strategic and qualified pursuits.
• Capture Process Adoption: Achieve consistent implementation of capture methodologies and gate reviews across the business.
• PWin Improvement: Improve opportunity positioning and assessed probability of win through actionable strategies.
• Competitive Intelligence Effectiveness: Deliver timely, relevant, and actionable intelligence supporting priority pursuits.
• Pricing Competitiveness: Improve pricing strategies through systematic Price-to-Win analysis while protecting targeted profitability.

Required Qualifications

• Bachelor's degree in Business, Finance, Engineering, Information Technology, or a related discipline; equivalent experience may be considered.
• 20+ years of progressive experience in federal government contracting, with substantial leadership experience in capture management, business development, competitive intelligence, or strategic pricing.
• Strong understanding of federal competitive intelligence methodologies, market research, and Price-to-Win analysis.
• Strong analytical, financial, communication, and executive presentation skills.
• Experience developing or institutionalizing business development and capture best practices within a federal contracting organization.

Leadership Attributes

The successful candidate will demonstrate:

• Player/Coach mindset: Willingness to lead large and complex captures while also assisting in coaching junior capture leaders.
• Strategic Thinking: Ability to translate market intelligence and competitive insights into actionable growth strategies.
• Executive Presence: Confidence and credibility when advising senior leaders on high-value pursuits.
• Collaborative Leadership: Ability to influence cross-functional teams without relying solely on direct reporting authority.
• Analytical Discipline: Strong financial, competitive, and quantitative decision-making capabilities.
• Results Orientation: Relentless focus on improving competitive positioning, win rates, and profitable growth.

Position Impact

This position will play a critical role in advancing Aleut Federal's Mission & Technology growth objectives by transforming capture excellence, competitive intelligence, and strategic pricing into integrated, enterprise-level capabilities.

The Managing Director will be instrumental in helping the organization pursue the right opportunities, develop stronger competitive strategies, submit more compelling and competitively priced proposals, and achieve sustained growth in the federal marketplace.

Salary Range: $250,000-$350,000

We will accept applications for this position until 11/20/26.

Aleut offers the following benefits to eligible employees:

• Health insurance
• Dental/Vision insurance
• Paid Time Off
• Short- and Long-Term Disability
• Life insurance
• 401 (k) and match

Aleut Federal, LLC provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, sexual orientation, gender identity, or genetics. In addition to federal law requirements, AF complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training. AF expressly prohibits any form of workplace harassment based on race, color, sex, religion, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status.

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