Capture Manager

Join us and do work that matters: use your skills to improve how your government serves the public! Pluribus Digital partners with our government customers to design, develop, and deliver useful and impactful digital products. We are a hands-on digital services consultancy – part technologists, part change agents, and all heart.  We employ modern best practices in all that we do as we work to solve problems in public health, financial industry regulation, granting citizenship and asylum, and identity and access management.

This role needs the skills outlined below – if you see yourself in this description please apply! We value ongoing employee growth upskilling, ensuring our team members have translatable skills and can be successful across multiple engagements during their career here.

Pluribus needs a business development leader to help us pursue mission-driven work that aligns to our capabilities. Our challenge is that we need someone who is hungry and assertive, but not motivated by growth for growth’s sake. You will be successful if you are excited to help a company make a tangible positive impact on government service delivery by being great at a focused set of capabilities. You drive the process from identifying customers fitting our mission and capabilities, cultivating relationships and refining insights, and overseeing a proposal response that aligns to the customer need. You can do this effectively because you are already able to navigate the industry landscape, discuss solutions with our customers, and you can very quickly get up to speed on our capabilities and experience. 

Pluribus is a great place to be in this role right now. We are at a unique point in our trajectory as a company. We have earned a strong reputation for delivery and have solid past performance and procurement vehicles (CIO-SP3/4, multiple digital services BPAs. We have earned a position of thought leadership by co-founding and actively participating in the Digital WOSB Alliance and the Digital Services Coalition. Lately, we have been maturing our internal management model, capabilities, and operations to be ready for prime opportunities that are both larger in scope and in support of new agencies.  

This role builds upon that foundation to take our message and teams to new customer missions. We had about $17m in revenue last year and thus have runway to bid on small business and WOSB work as a prime. We are happy to grow as much as we can so long as it does not come at the expense of delivery quality, employee engagement, and a strong culture. We aren’t looking to just fill seats on contracts However, we do have ambitions to increase our pace of growth to yield mission driven opportunities we can all be excited about. We want to win work that makes a positive impact, is within our sweet spot of capability and scale, and that we are confident we can deliver well. That means we’ll say no to pursuing work we might be able to win but does not align to our strategy.   

You will help us grow the right way. You are responsible to identify, qualify, position for, and win business opportunities in key parts of the Federal Civilian market. On an ongoing basis, you nurture existing client and partner relationships and forge new ones to understand where good opportunities exist. You develop and execute on call plans to reach the right customer program and contracts people to deeply understand their mission needs and find genuine matches for Pluribus capabilities. You draw on support from company executives and capability leaders to connect with customers. In gaining this insight, you are an excellent ambassador for the company brand and values. 

Based on that customer insight, you drive the win themes, teaming strategy, and pricing approaches to position us for a proposal win – informed by additional intelligence and competitive analysis. You collaborate with company leadership to recommend pursuit and bid decisions. On each bid, you lead the analysis of the RFP document to craft a winning response structure and are hands-on writing and reviewing compelling and compliant proposals. You work with capability leaders for support in technical proposal content and solution support. 

You will bring proven experience with all phases of the business development lifecycle. You have + years of directly relevant experience. Part of your history may be more delivery oriented, but you’ll have a proven track record in leading the pursuit and winning of contracts that result in high-quality delivery and high customer satisfaction. 

You can easily speak to our capabilities in product design (user research, UX design, service design, content design, visual design), product development (software engineering, cloud engineering, DevSecOps, data engineering, data science) and product delivery (product management, program management, agile project management, discovery). You will quickly gain more depth of knowledge in our capabilities and experience and how they can be applied to support customer missions. 

You understand our target customers. We serve public service missions, and specifically concentrate on federal civilian agencies that are either high maturity in digital services delivery or earnestly working to get there. You bring existing relationships and are equipped to navigate that landscape (USDS, 18F, agency digital service teams, etc.). You have substantial experience with at least one of CMS, GSA TTS, DHS/USCIS, CDC, or CFPB.  

• Motivated by the missions we support
• Hungry to win new work
• Understand what kind of work is a fit for Pluribus
• Eager to engage in high-integrity business development with potential customers and partners
• Experienced in self-directed achievement of driving company growth
• Can readily navigate the digital services landscape (USDS, 18F, etc.)
• Skilled at identifying and reaching target customer stakeholders
• Adept at consultative selling – truly understanding customer mission and determining what is a fit (or not) with our capabilities
• Detail-oriented enough to deeply understand specific proposal compliance and scoring mechanics and strategic enough to tie those to win strategies
• Capable of owning compliance reviews
• Happy to roll up your sleeves and pitch in wherever needed
• In alignment with our company principles

• Want to be part of a high growth “rocket ship” driven by growth for growth’s sake (we do have ambitions, but won’t sacrifice delivery)
• Are primarily motivated by high contract values and commission (you will be compensated for success)
• Want to leverage your experience and connections in defense, law enforcement, or other mission areas that aren’t a focus for Pluribus (we aren’t set up to support those missions)
• Want to specialize in specific parts of the lifecycle and be part of large teams, and thus hesitant to be hands-on wherever needed (we are a small company, and we all roll up our sleeves)

Pluribus is a remote-first company. This role has the flexibility to primarily work remotely but does require the ability to regularly attend some in-person company meetings (approximately weekly) and engage in the DC-centric customer/industry community via in-person meetings and networking events. 

Why Pluribus May Be a Fit for You

We are purpose driven. We support missions and products that serve the public good, and where our focused capabilities positively impact those mission outcomes. We bring a consultative approach to partner with our government customers and help them succeed as change makers.

Pluribus is a calm company. We are knowledge workers. People do their best work when they are not rushed by artificial urgency or drained by a culture of face time and workaholism. By having confidence in our people, we can get more done at better quality. When real crunch time comes, we are not already stretched to the limit.

We are stronger because of the variety of skills and personal backgrounds of our team. We hold ourselves accountable with annual reporting on diversity statistics. As a woman owned and led company, diversity, equity, and inclusion is woven into all aspects of the organization.

Compensation: Pluribus Digital offers a competitive salary that is determined at the time of offer.  The range for this role ranges from $140,000 to $176,000 depending on experience. Salary is augmented with the opportunity to earn annual bonus and a robust benefits package. Details on benefits can be found here: https://pluribusdigital.com/content/join/benefits.