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Capture Manager

May 29, 2026

<h2>About Zignal Labs</h2>Zignal Labs’ real-time intelligence technology helps the world’s largest organizations protect their people, places, and position. Analyzing billions of data points in real time, Zignal's AI-powered platform accelerates mission-critical decision making by empowering leaders with contextual situational awareness of the information environment.Fully remote, with Silicon Valley roots and team members in over 20 states, Zignal serves customers around the world. Learn more at <a target="_blank" href="http://zignallabs.com/">zignallabs.com</a>.The RoleAs a Capture Manager at Zignal Labs, you will lead strategic opportunity development and capture efforts across federal, defense, intelligence, and regulated enterprise markets. You are not simply supporting software sales; you are shaping mission-focused pursuits that help organizations understand, monitor, and respond to rapidly evolving information environments using AI-driven media intelligence and narrative analytics.You will serve as a strategic partner to Business Development, Sales, Solutions Engineering, Product, and Executive Leadership teams throughout the opportunity lifecycle — from early-stage opportunity identification and qualification through capture execution, proposal development, and contract award.The ideal candidate brings deep experience navigating federal procurement environments, managing competitive captures, and shaping opportunities well upstream of solicitation release. This individual should possess strong operational knowledge of government contracting processes, pricing structures, teaming strategies, and proposal execution within complex federal and defense pursuits.Key Responsibilities<ul><li>Build, qualify, and manage a strategic federal pipeline using tools such as <a target="_blank" href="http://SAM.gov">SAM.gov</a>, GovWin, agency forecasts, and customer engagement activities.</li><li>Identify opportunities early in the acquisition lifecycle and shape customer requirements pre-RFP to improve competitive positioning and probability of win.</li><li>Develop and execute comprehensive capture plans including win themes, competitive analysis, stakeholder mapping, gate reviews, teaming strategies, and price-to-win assessments.</li><li>Construct pricing volumes and rough order magnitude (ROM) estimates across FFP, T&M, and CPFF contract structures, including labor category alignment, CLIN development, and option year escalation modeling.</li><li>Apply working knowledge of FAR/DFARS regulations, federal acquisition processes, and contract vehicles including GSA MAS, SEWP, OASIS, and GWAC environments.</li><li>Partner closely with Business Development, Sales, and Solutions Engineering teams to align customer mission requirements with Zignal Labs platform capabilities.</li><li>Coordinate proof-of-concept activities and technical evaluations in partnership with Solutions Engineering and Product teams.</li><li>Co-manage strategic teaming relationships with federal systems integrators, prime contractors, and strategic partners.</li><li>Support negotiation and execution of teaming agreements, subcontractor coordination, and partner engagement activities.</li><li>Lead RFI, Sources Sought, and RFP response efforts end-to-end, including coordinating internal contributors, managing reviews, and ensuring compliant and differentiated submissions.</li><li>Coordinate cross-functional resources across product, engineering, marketing, legal, customer success, and executive leadership throughout active pursuits.</li><li>Deliver executive-level briefings, customer presentations, and operational discussions to technical and non-technical audiences.</li><li>Maintain awareness of procurement trends, competitor positioning, acquisition strategies, and evolving mission requirements across defense, intelligence, and regulated industry markets.</li><li>Represent Zignal Labs at industry events, customer meetings, and partner engagements.</li></ul>Required Skills & Experience<ul><li>5+ years of experience in federal capture management, proposal management, federal business development, or strategic pursuit leadership within Defense Tech, GovTech, Enterprise SaaS, AI/Analytics, Cybersecurity, or adjacent federal technology environments.</li><li>Demonstrated success leading and shaping complex federal or defense captures from qualification through award.</li><li>Direct experience supporting pricing strategy and proposal development for federal pursuits, including pricing volumes, labor category structures, and contract vehicle alignment.</li><li>Strong understanding of U.S. Federal procurement processes, acquisition lifecycles, FAR/DFARS regulations, and government contracting environments.</li><li>Experience supporting pursuits across DoD, IC, DHS, civilian federal agencies, or regulated industry environments.</li><li>Familiarity with major federal contract vehicles including GSA MAS, SEWP, OASIS, and GWAC structures.</li><li>Proven ability to manage multiple concurrent pursuits in fast-paced, high-growth environments.</li><li>Strong executive communication, stakeholder management, and cross-functional coordination skills.</li><li>Experience leading RFIs, Sources Sought, RFP responses, proposal reviews, and compliance coordination activities.</li><li>Familiarity with media intelligence, OSINT, narrative analysis, AI-driven analytics, or situational awareness platforms preferred.</li><li>Experience working with or alongside federal systems integrators and prime contractors such as Booz Allen, Leidos, Parsons, Peraton, or similar organizations preferred.</li><li>Government contracting officer experience is desired but not required.</li><li>Shipley, APMP, or equivalent capture/proposal certifications are a plus.</li><li>Active TS/SCI strongly preferred, or ability to obtain</li></ul>

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Common Interview Questions And Answers

1. HOW DO YOU PLAN YOUR DAY?

This is what this question poses: When do you focus and start working seriously? What are the hours you work optimally? Are you a night owl? A morning bird? Remote teams can be made up of people working on different shifts and around the world, so you won't necessarily be stuck in the 9-5 schedule if it's not for you...

2. HOW DO YOU USE THE DIFFERENT COMMUNICATION TOOLS IN DIFFERENT SITUATIONS?

When you're working on a remote team, there's no way to chat in the hallway between meetings or catch up on the latest project during an office carpool. Therefore, virtual communication will be absolutely essential to get your work done...

3. WHAT IS "WORKING REMOTE" REALLY FOR YOU?

Many people want to work remotely because of the flexibility it allows. You can work anywhere and at any time of the day...

4. WHAT DO YOU NEED IN YOUR PHYSICAL WORKSPACE TO SUCCEED IN YOUR WORK?

With this question, companies are looking to see what equipment they may need to provide you with and to verify how aware you are of what remote working could mean for you physically and logistically...

5. HOW DO YOU PROCESS INFORMATION?

Several years ago, I was working in a team to plan a big event. My supervisor made us all work as a team before the big day. One of our activities has been to find out how each of us processes information...

6. HOW DO YOU MANAGE THE CALENDAR AND THE PROGRAM? WHICH APPLICATIONS / SYSTEM DO YOU USE?

Or you may receive even more specific questions, such as: What's on your calendar? Do you plan blocks of time to do certain types of work? Do you have an open calendar that everyone can see?...

7. HOW DO YOU ORGANIZE FILES, LINKS, AND TABS ON YOUR COMPUTER?

Just like your schedule, how you track files and other information is very important. After all, everything is digital!...

8. HOW TO PRIORITIZE WORK?

The day I watched Marie Forleo's film separating the important from the urgent, my life changed. Not all remote jobs start fast, but most of them are...

9. HOW DO YOU PREPARE FOR A MEETING AND PREPARE A MEETING? WHAT DO YOU SEE HAPPENING DURING THE MEETING?

Just as communication is essential when working remotely, so is organization. Because you won't have those opportunities in the elevator or a casual conversation in the lunchroom, you should take advantage of the little time you have in a video or phone conference...

10. HOW DO YOU USE TECHNOLOGY ON A DAILY BASIS, IN YOUR WORK AND FOR YOUR PLEASURE?

This is a great question because it shows your comfort level with technology, which is very important for a remote worker because you will be working with technology over time...

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