This is a remote position.
Fairfax Software, part of the Embrace portfolio, is a leading provider of intelligent document processing (IDP) and financial transaction solutions. For more than three decades, Fairfax has been a recognized leader in state tax and revenue software, with solutions spanning DMV, child and family services, labour departments, courts and judicial systems, as well as financial services and insurance.
As we grow, we're looking to hire a Capture Manager to identify which government opportunities are worth pursuing and position us to win them before the RFP is released.
About 220 opportunities are issued in our segment each year, through GovSpend, BidNet and agency portals. Maybe 30-–45 are worth bidding. The leads already exist; the job is choosing, not finding. You pick the right ones early - often 12–24 months before the RFP - shape them, and hand the AEs a short, ranked list they can win. Just as important, you say no to the rest, so the win rate holds as volume grows.
This is the role that lets our capture motion scale.
What you'll own
- The pursuit pipeline. Building an engine to update and maintain a rolling calendar built from incumbent contract expirations across all 50 states and the Canadian provinces, plus portal monitoring and pre-solicitation notices.
- Qualification. Score each opportunity on fit, competition, incumbency and how shapeable it is. Bring a clear bid/no-bid recommendation to the shared gate.
- Relationship mapping. Who owns the requirement, who influences it, and where Fairfax has an incumbency or reference edge.
- Feeding the AEs. A ranked, qualified shortlist so their time goes to winnable, shaped pursuits
- Protecting the win rate. The discipline of saying no, so more volume never dilutes the rate.
Requirements
What you must have
- Experience in government capture, bid management, or pipeline / proposal operations (SLED or federal).
- A qualifier's judgment. You're comfortable killing a bad-fit pursuit and defending the call.
- Fluency with GovSpend, BidNet or similar bid-intelligence sources, and a knack for turning noise into a ranked shortlist.
- Organized and relentless on detail. The role runs on a clean, current pipeline.
- Comfortable working onsite, shoulder to shoulder with the AEs and the Director.
Who this role is for
You might be a capture or BD analyst at a government contractor or gov SaaS firm, a proposal-shop coordinator ready to step up, or someone in agency procurement who wants to move to the vendor side.
This is not an SDR/BDR role. An SDR is measured on how much outreach they do. A Capture Manager is measured on which deals they choose, and whether Fairfax wins them.
Typical SDR / BDR
Capture Manager at Fairfax
Core job
Generate demand; book meetings
Qualify existing demand; decide which RFPs are worth bidding and shape them
Where leads come from
Self-sourced through cold email, calls, social
Already exist (~220 a year); the job is choosing, not finding
Primary metric
Meetings booked, activity volume
Win rate held as volume scales; quality of the shortlist
Time horizon
This week, this month
12–24 months ahead of the RFP
Cold outreach to buyers
The whole job
Rarely, and carefully — cold-emailing procurement officers can hurt more than help
Skill that matters
Persistence, messaging at scale
Judgment; saying no to poor-fit bids and defending the call
Career path
AE
Senior capture, capture lead, BD leadership in gov contracting
It's also not a pure data role. The pipeline matters, but the job is judgment on what to chase.
Reporting and how success is measured
You report to the Head of Growth, who sets the capture brief you execute. You feed the shared bid/no-bid gate.
- Win rate held or improved as bid volume scales. This is the core measure.
- Month 1 - learn the market, then stand up the system. Develop an understanding of why Fairfax wins: dive into the win/loss history, the market we play in, and the deals we've taken (and lost) so you can see the real patterns. Develop a point of view on which agencies, which products, and which conditions produce wins. Based on that learning, in collaboration with senior executives, you'll create a qualification matrix with scoring criteria grounded in our history and the market we want to capture. From there, build an engine that dynamically creates and updates the pursuit calendar, mapping current contract expirations across the 50 states and Canadian provinces, and drawing on (but not limited to) portal monitoring and pre-solicitation feeds via GovSpend/BidNet access. Success at this stage is a working grasp of our win patterns, a qualification playbook, and a pipeline engine that exists and can be trusted, not bids.
- Months 2-3 - qualification in motion. A ranked, qualified shortlist the AEs are actively working from; a documented bid/no-bid recommendation on every live opportunity feeding the shared gate; and relationship maps started on the top pursuits. You can justify why we should bid a given deal or pass on it, validated against the qualification matrix you built in Month 1. Success here is throughput and the quality of your judgment.
- Beyond 3 months - outcomes. Win rate held or improved as bid volume scales, the core measure, with shortlist quality proven out by what actually advances, and shaping showing up as higher win rates on shaped versus unshaped bids.
- As volume grows, you successfully direct offshore support on the data-maintenance half of the pipeline while the qualification judgment stays with you onsite
Benefits
- Competitive Salary.
- Comprehensive benefits package including medical, dental, and health coverage to support your wellbeing and peace of mind.
- 401(k) retirement plan with employer matching, paid time off, sick leave, holidays, and job-related tuition reimbursement.
- Opportunities for career advancement, professional development, and collaboration with a diverse global team.
