Capture Lead
Intro
At MO , we challenge the status quo and help government leaders shape the future. We engineer scalable, human-centered solutions that help agencies deliver their mission faster and better. Our teams blend product, design, AI, data, and modern software practices to modernize legacy systems, build new digital platforms, and deliver mission-ready products that drive sustainable change.
We live by our values—Integrity, Excellence, Courage and Curiosity. They guide how we build, collaborate, and lead. From cloud infrastructure and data engineering to AI integration and service design, we connect technology and experience to deliver outcomes that scale.
We’re building a company where technologists, designers, and builders can serve the mission, grow their craft, and help shape the future of digital government. At MO , your work doesn’t just make a difference—it advances the mission and helps build a more capable, trusted, and human government.
We believe AI is fundamentally changing how we build solutions and drive outcomes for our clients. We thoughtfully leverage AI tools to accelerate discovery, improve decision-making, reduce manual work, and produce higher-quality deliverables. We value curiosity, experimentation, and a willingness to continuously evolve how we work as AI capabilities advance.
Overview
MO is seeking a Capture Lead to drive strategic pursuit planning and execution across federal technology, AI, digital modernization, product, design, data, cloud, service design, and software delivery opportunities.
This role is responsible for leading qualified opportunities from early identification through proposal handoff and submission support. The Capture Lead will work closely with executive leadership, business development, solution architects, delivery leaders, proposal teams, partners, and customers to shape opportunities, develop win strategies, assess competitors, build teaming plans, and improve MO ’s probability of win.
This role requires a disciplined operating mindset built around clear ownership, measurable outcomes, structured decision-making, accountability, and consistent follow-through.
What You'll Do
Capture Strategy and Pursuit Leadership
-
Lead capture planning for qualified federal opportunities aligned to MO ’s growth strategy.
-
Develop and maintain capture plans for priority pursuits, including customer analysis, competitive assessment, solution strategy, teaming approach, win themes, pricing considerations, risks, and action plans.
-
Own the pursuit timeline from qualified opportunity through proposal handoff.
-
Drive internal pursuit meetings and ensure action items are documented, assigned, and completed.
-
Ensure each pursuit has a clear win strategy, value proposition, and differentiated position before proposal development begins.
Opportunity Qualification and Bid/No-Bid Support
-
Assess opportunity fit against MO ’s capabilities, contract vehicles, past performance, customer relationships, competition, partner access, delivery risk, and probability of win.
-
Prepare qualification summaries and pursuit recommendations for leadership review.
-
Identify poor-fit opportunities early to avoid wasting capture and proposal resources.
-
Ensure qualified opportunities have clear owners, realistic timelines, resource assumptions, and defined next actions.
Customer and Mission Understanding
-
Develop a deep understanding of target customer missions, pain points, priorities, budgets, buying behavior, organizational structure, and decision drivers.
-
Research agency strategies, program objectives, procurement history, incumbent performance, modernization needs, and mission drivers.
-
Support customer engagement planning, including call plans, meeting agendas, discovery questions, briefing materials, and follow-up actions.
-
Translate customer needs into solution positioning, win themes, discriminators, and proposal direction.
Competitive Intelligence
-